Publications

Publications

Filter Results: (341) Arrow Down

Show Results For

← Page 8 of 341 Results →
  • June 2008
  • Article

Psychological Influence in Negotiation: An Introduction Long Overdue

By: Deepak Malhotra and Max H. Bazerman
This paper discusses the causes and consequences of the (surprisingly) limited extent to which social influence research has penetrated the field of negotiation and then presents a framework for bridging the gap between these two literatures. The paper notes that one... View Details
Keywords: Social Issues; Research; Framework; Negotiation Tactics; Decisions; Power and Influence; Behavior; Ethics
Related
  • 03 Jan 2017
  • First Look

January 3, 2017

powerful machine learning technique known as Thompson sampling to address the challenge of balancing the exploration-exploitation tradeoff under the presence of inventory... View Details
Keywords: Carmen Nobel
  • 30 Sep 2014
  • First Look

First Look: September 30

and high levels of press freedom. We further demonstrate that suppliers perform better when they serve buyers located in countries where consumers are wealthy and socially conscious. Taken together, these... View Details
Keywords: Sean Silverthorne
  • 03 Dec 2009
  • Working Paper Summaries

Walking the Talk in Multiparty Bargaining: An Experimental Investigation

Keywords: by Kathleen L. McGinn, Katherine L. Milkman & Markus Nöth
  • 17 Dec 2013
  • First Look

First Look: December 17

  Publications August 2013 Harvard Business Review Press Can China Lead? Reaching the Limits of Power and Growth By: Abrami, Regina M., William C. Kirby, and F. Warren McFarlan Abstract—At the time View Details
Keywords: Carmen Nobel
  • Program

Strategic Negotiations

and Acquisitions, which focuses on structuring, executing, and closing the best deals. Together, these programs provide a powerful framework for buying, selling, and managing assets, as well as advanced techniques for negotiating... View Details
  • 19 Mar 2013
  • First Look

First Look: March 19

negotiation have much in common. Specifically, both involve the interaction of motivated agents with distinct interests, perceptions, and values (especially in high-stakes contexts). As a result, robust strategy, creativity, and nimble... View Details
Keywords: Sean Silverthorne
  • 31 Oct 2022
  • Research & Ideas

Why the Largest Minority Group Faces the Most Hate—and How to Push Back

movement actively sought to recruit African Americans at least until the mid-1960s to increase its bargaining power with companies. “If there are political or economic incentives, the majority group might... View Details
Keywords: by Pamela Reynolds
  • 13 Dec 2011
  • First Look

First Look: Dec. 13

against foreign monopolies and cartels. In the article we examine how the Norwegian authorities interacted with international cartels and trusts in seven different cases in the interwar period. The study shows that although there was a deep seated skepticism towards... View Details
Keywords: Sean Silverthorne
  • 07 Jul 2008
  • Research & Ideas

Innovation Corrupted: How Managers Can Avoid Another Enron

defraud shareholders had already entered guilty pleas. Skilling and Lay argued that these 15 plea bargainers were all honest men who had been bullied into false confessions by the "witch hunt" tactics View Details
Keywords: by Martha Lagace; Energy; Utilities
  • 19 Dec 2023
  • Research & Ideas

15 Podcast Episodes That Grabbed Listeners in 2023

the organization. Chief People Officer Hanna Fager talks to Joseph Fuller about the process, from lining up skills to maintaining an inclusive corporate culture. The Parlor Room Mihir Desai on Apple's Powerful Financial Model Mihir Desai,... View Details
Keywords: by Danielle Kost
  • 10 Jun 2014
  • First Look

First Look: June 10

arising in clusters, including knowledge, skills, and input-output linkages. August 2013 Harvard Business Review Mastering the Intermediaries: Strategies for Dealing with the Likes of Google, Amazon, and Kayak By: Edelman, Benjamin G.... View Details
Keywords: Sean Silverthorne
  • 07 Apr 2015
  • First Look

First Look: April 7

the role of trading in bankruptcy. We find that trading during the case leads to higher concentration of ownership, particularly among debt claims that are eligible to vote on the bankruptcy plan View Details
Keywords: Sean Silverthorne
  • 09 Apr 2007
  • Research & Ideas

Industry Self-Regulation: What’s Working (and What’s Not)?

issue, managers at buyers and suppliers are faced with hundreds of different supply chain programs—from labeling schemes like Fair Trade and organics, to industry association programs like Responsible Care... View Details
Keywords: by Martha Lagace
  • 22 May 2024
  • HBS Case

Banned or Not, TikTok Is a Force Companies Can’t Afford to Ignore

passed a bill requiring that TikTok sell itself to a US buyer or be banned; the Senate voted in favor of the legislation and US President Biden swiftly signed it into law in April. What happens next is being... View Details
Keywords: by Rachel Layne; Technology
  • 19 Jan 2016
  • First Look

January 19, 2016

anonymity of buyers and sellers in order to facilitate trust. We demonstrate that this common market design choice results in an important unintended consequence: racial discrimination. In a field experiment... View Details
Keywords: Sean Silverthorne
  • 25 Jan 2016
  • Research & Ideas

When Negotiating a Price, Never Bid with a Round Number

psychologists before making their offers to buy a company. Of the some 2,000 price-per-share bids in their sample, 47 percent were divisible by $1.00—that is, the bankers bid with a share price ending in two zeros after the decimal point.... View Details
Keywords: by Carmen Nobel
  • 22 Dec 2009
  • First Look

First Look: Dec. 22

receive significantly more capital expenditures than divisions through which the new CEO has advanced. The pattern of reverse-favoritism in capital allocation is more pronounced if the new CEO has less authority or if the unaffiliated... View Details
Keywords: Martha Lagace
  • 12 Apr 2022
  • Research & Ideas

Swiping Right: How Data Helped This Online Dating Site Make More Matches

Sites tend to monetize this as a premium feature. However, openness has a downside, he cautions. People can make snap judgments based on photos or other subjective bits of information. McFowland points to sites such as eBay as a prime... View Details
Keywords: by Kara Baskin
  • 19 Feb 2013
  • First Look

First Look: Feb. 19

and when buyers and sellers do manage to find each other, they usually negotiate under enormous uncertainty: prices of similar patents vary widely from transaction to transaction, and the terms View Details
Keywords: Sean Silverthorne