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  • 12 Oct 1999
  • Research & Ideas

Building Bridges: New Dimensions in Negotiation

price. They may understand the importance of interpersonal interaction, of setting the atmosphere, and of thinking through offers and counteroffers. But their narrow focus on a battle of bargaining positions at the table can blind them to... View Details
Keywords: by Anita M. Harris
  • 10 Oct 2000
  • Research & Ideas

Cross-Sector Collaboration: Lessons from the International Trachoma Initiative

purpose of the collaboration and to each other.Cross-sector partnerships do not happen; they are built. To trigger the relationship there generally needs to be an emotional connection with the social purpose. The prospect of a program that prevented View Details
Keywords: by Diana Barrett, James Austin & Sheila McCarthy
  • 12 Sep 2017
  • First Look

First Look at New Research and Ideas, September 12, 2017

Business School’s Ranjay Gulati looks at how it tackled the challenge. He identifies several important takeaways for other multinationals: Give the local organizations clout, embrace creative abrasion, build strong functions, and eliminate strategic View Details
Keywords: Carmen Nobel
  • 08 Dec 2003
  • Research & Ideas

Is That Really Your Best Offer?

assumption that his student pilot was a harmless fellow, but he was not blind to other possibilities. In negotiation, it's healthy to second-guess your impressions of the other party. Some new discoveries may be pleasant; others, less so.... View Details
Keywords: by Michael Wheeler
  • 29 Mar 2011
  • First Look

First Look: March 29

creates three kinds of traps that often impede deep learning. The first is attribution error or the tendency to see superior performance as rooted in one's actions rather than other factors (such as luck). The second is that success feeds overconfidence bias, which can... View Details
Keywords: Sean Silverthorne
  • 17 Feb 2009
  • Research & Ideas

What’s Good about Quiet Rule-Breaking

usually aware of these activities yet turn a blind eye, says Anteby. Why? Is that because such managers are nice people? Or do supervisors see hidden yet important benefits in a company culture that tacitly encourages—and nourishes—gray... View Details
Keywords: by Martha Lagace
  • 24 Sep 2012
  • Research & Ideas

Why Do We Tax?

change, we are now debating whether we should raise the age at which these transfers kick in. We can learn a lot from the fact that the tags we use in our tax code are so closely related to having lower income-earning ability. When we give a tax break to View Details
Keywords: by Martha Lagace; Legal Services
  • 12 Sep 2006
  • First Look

First Look: September 12, 2006

yourself to identify blind spots and discover what makes you defensive; get genuine support that helps you gain a broader perspective; and shift your mind-set from one that says, "You need to change" to one that asks, "What... View Details
Keywords: Sean Silverthorne
  • 19 Jan 2011
  • First Look

First Look: Jan. 18

are not as ethical as we think we are. In Blind Spots, leading business ethicists Max Bazerman and Ann Tenbrunsel examine the ways we overestimate our ability to do what is right and how we act unethically without meaning to. From the... View Details
Keywords: Sean Silverthorne
  • 24 Feb 2009
  • First Look

First Look: February 24, 2009

blinded adjudicators, and counted for each case (overall and according to these categories). Trends in the number of precursor events were analyzed by hospital and by defining 10 equal-sized groups across time, as were trends in outcomes... View Details
Keywords: Martha Lagace
  • 16 Mar 2003
  • Research & Ideas

At the Center of Corporate Scandal Where Do We Go From Here?

people we might hire, I see three kinds. I have people I know are going to steal me blind no matter what I do. I definitely try not to hire those people. Then I have people who I know will always do the right thing, no matter what. And... View Details
Keywords: by Kim B. Clark
  • 30 May 2005
  • Research & Ideas

Germany’s Pioneering Corporate Managers

eastern Europe. We tend to forget this sort of entrepreneurialism, somewhat blinded by the light of the start-up culture of the United States and Silicon Valley. Q: Some great but autocratic German entrepreneurs including Alfred Krupp and... View Details
Keywords: by Sean Silverthorne

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