negotiation - Publications - Faculty & Research

28 Jun 2021
Research & Ideas

Keep or Cut Workers? How Companies Reacted to the COVID-19 Crisis

companies that endured layoffs will need more time to rebuild their workforces—a problem many retailers and restaurants now face as they struggle to meet increased consumer demand with fewer employees. "Employees who have negotiating... View Details

Keywords: by Lane Lambert

04 Apr 2023
What Do You Think?

How Does Remote Work Affect Innovation?

purpose were also suggested. Shann Turnbull, for example, would look for the presence of “’polycentric governance’ (that) requires adding the voices of stakeholder boards to create a basis for negotiating win-win solutions without... View Details

Keywords: by James Heskett

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Professional Development - Alumni

Help Salary Data & Statistics Access alumni compensation data to help inform your next move. Learn More Past Program Resources The Challenge of Negotiating Inside Your Company Michael Wheeler Retired Professor of Management Practice Our... View Details

01 Jun 2024
News

Again and Again

haven’t built that ritual with them. So when we’re building rituals that involve other people, there must be some kind of back and forth, some kind of consent to build a ritual? Charles Duhigg; courtesy photo “The negotiation itself is a... View Details

Keywords: Publishing Industries (except Internet); Information

29 Jan 2013
First Look

First Look: Jan. 29

hypothesis that intermediation reduces punishment runs counter to predictions coming from a model in which solely unfair actions are punished. Experiments are also presented that show a phenomenon about the attribution of responsibility and subsequent blame (and... View Details

Keywords: Sean Silverthorne

22 Jul 2002
Research & Ideas

Is Performance-Based Pricing the Right Price for You?

performance-based approach left both parties significantly better off than under conventional bidding or a negotiated price arrangement. Ford received a significantly lower cost at a lower level of risk: ABB received a share in the cost... View Details

Keywords: by Benson Shapiro; Manufacturing

Feb 15 2018
Testimonial

Exploring the Human Element of M&A

26 Jun 2020
Research & Ideas

Why Japanese Businesses Are So Good at Surviving Crises

“I felt that we could regain the loss of our earnings in three years. But we would not be able to restore the trust of our customers for years if we failed to meet their needs at a moment of crisis,” he told Takeuchi. With the company’s coffers nearly empty, Watanabe... View Details

Keywords: by Dina Gerdeman

16 Jun 2021
HBS Case

Cruising in Crisis: How Carnival Is Riding Out the COVID-19 Storm

challenges. “To get to a better place, you therefore either have to find ways to generate more cash, or reduce or restructure your liabilities.” In addition to aggressively cutting expenses, Carnival also negotiated with its existing... View Details

Keywords: by Michael Blanding; Travel

Research Summary

Dissertation: Speaking Up on Boards

My dissertation examines individual and group behavior in corporate boards of directors. I focus on individual traits and group traits that can foster or inhibit the act of speaking up when an individuals views go against the general consensus in the room. Research and... View Details

June 2021
Article

Deals in the Time of Pandemic

By: Guhan Subramanian and Caley Petrucci

The COVID-19 pandemic has brought new attention to the period between signing and closing in M&A transactions. Transactional planners heavily negotiate the provisions that govern the behavior of the parties during this window, not only to allocate risk between the... View Details

Keywords: Takeovers; COVID-19; Material Adverse Effect; Mergers and Acquisitions; Health Pandemics

Citation

SSRN

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Working Paper

Rebates in the Pharmaceutical Industry: Evidence from Medicines Sold in Retail Pharmacies in the U.S.

By: Pragya Kakani, Michael Chernew and Amitabh Chandra

Rising list prices are often used to illustrate the burden of prescription drug spending, but payers routinely negotiate rebates from manufacturers that generate differences between list and net prices. List prices are easily available and affect patient cost-sharing,... View Details

Keywords: Pharmaceuticals; Rebates; Health Care and Treatment; Markets; Price; Analysis; Pharmaceutical Industry

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Read Now

Mar 12 2018
Testimonial

Transform the Way You Think About M&A

Feb 20 2018
Testimonial

Strengthening Your Business Expertise

05 Dec 2016
Research & Ideas

How The 2016 Presidential Candidates Misled Us With Truthful Statements

Medicare to negotiate lower prices with drug companies and allow Americans to buy drugs at more affordable prices. The facts: Some of the information in the claim was true. The prices of brand-name drugs have more than doubled during that... View Details

Keywords: by Dina Gerdeman

Web

About the Center - Christensen Center for Teaching & Learning

doctoral students to design and implement experiments and surveys to study negotiation and decision making, with an emphasis on how biases affect decisions. Tara earned her B.A. cum laude in Psychology (Psi Chi) from Boston University.... View Details

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Advisory Board - Entrepreneurship

Networks (acquired by Sun Microsystems). Prior to Globespan, Andy was Senior Managing Director of JAFCO Ventures, where he established the Boston office in 1997. Previously, Andy directed Trans National Group's venture investing. Andy View Details

18 May 2011
Working Paper Summaries

Embracing Paradox

Keywords: Re: Michael L. Tushman

Aug 08 2014
Interview

Apply Behavioral Economics to Improve Performance

Blog

Recent Insights from HBS Podcasts

electric vehicle production? In this episode of Managing the Future of Work, hosted by HBS professor Joe Fuller, Volvo's chief people officer Hanna Fager explains how the company revamped jobs throughout the organization. How to Manage: View Details

Publications