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    • All HBS Web  (11,373)
      • Faculty Publications  (2,122)

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      • 2003
      • Book

      When You Say Yes But Mean No: How Silencing Conflict Wrecks Relationships and Companies

      By: Leslie Perlow
      “Saying yes when you really mean no” is a problem that haunts organizations from start-ups to multi-nationals. It exists across industries, levels, and functions. And it’s exacerbated by a down economy, when the fear of losing one’s job is on everybody’s mind and the... View Details
      Keywords: Conflict and Resolution; Relationships; Business Ventures
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      Perlow, Leslie. When You Say Yes But Mean No: How Silencing Conflict Wrecks Relationships and Companies. New York: Crown Business, 2003.
      • April 2003 (Revised May 2003)
      • Case

      Valuation Ratios in the Airline Industry

      By: Paul M. Healy, Krishna G. Palepu and Jonathan Barnett
      Four firms in the airline industry illustrate the underlying differences in valuation multiples (price-earnings and price-to-book). View Details
      Keywords: Valuation; Activity Based Costing and Management; Accounting Audits; Air Transportation Industry
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      Healy, Paul M., Krishna G. Palepu, and Jonathan Barnett. "Valuation Ratios in the Airline Industry." Harvard Business School Case 103-002, April 2003. (Revised May 2003.)
      • March 2003
      • Background Note

      Managing a Customer Relationship Over Time

      By: Das Narayandas
      Describes the different ways in which vendors can sell a portfolio of products to industrial customers. View Details
      Keywords: Customer Relationship Management; Management; Marketing Strategy; Product Marketing; Networks; Sales; Manufacturing Industry
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      Narayandas, Das. "Managing a Customer Relationship Over Time." Harvard Business School Background Note 503-071, March 2003.
      • March 2003 (Revised August 2005)
      • Case

      National Parks Conservation Association

      By: Forest L. Reinhardt and Briana Huntsberger
      The National Parks Conservation Association seeks to help the U.S. National Park Service increase its efficiency by incorporating principles of business management so that American national parks will be better managed. Its efforts raise fundamental questions about the... View Details
      Keywords: Nonprofit Organizations; Business or Company Management; Corporate Governance; Government and Politics; Natural Environment; Cooperation; Entertainment and Recreation Industry; Tourism Industry; Public Administration Industry; United States
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      Reinhardt, Forest L., and Briana Huntsberger. "National Parks Conservation Association." Harvard Business School Case 703-045, March 2003. (Revised August 2005.)
      • February 2003
      • Background Note

      Leading Teams

      By: Jeffrey T. Polzer
      This note which describes the architecture and processes that characterize effective teams, begins by detailing the steps involved in designing a team, from diagnosing the complexity, interdependence, and objectives of the task to harnessing the key resources teams... View Details
      Keywords: Communication; Decision Making; Leadership; Managerial Roles; Performance Effectiveness; Groups and Teams
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      Polzer, Jeffrey T. "Leading Teams." Harvard Business School Background Note 403-094, February 2003.
      • February 2003 (Revised July 2005)
      • Case

      British Broadcasting Corporation (A): One BBC

      By: Rosabeth M. Kanter and Douglas A Raymond
      Greg Dyke, the new director general of the British Broadcasting Corp. (BBC) must decide whether to extend an already ambitious change effort at the world's largest public service broadcaster. The initial results of the effort are very positive: audience numbers are up,... View Details
      Keywords: Change Management; Media; Organizational Change and Adaptation; Organizational Culture; Leadership Development; Competition; Creativity; Relationships; Media and Broadcasting Industry; United Kingdom
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      Kanter, Rosabeth M., and Douglas A Raymond. "British Broadcasting Corporation (A): One BBC." Harvard Business School Case 303-075, February 2003. (Revised July 2005.)
      • February 2003 (Revised April 2004)
      • Case

      Pharmaceutical Industry, The: Challenges in the New Century

      By: Stephen P. Bradley and James Weber
      Provides a broad overview of the numerous internal and external forces that were driving change in the global pharmaceutical industry in 2003. These forces--including downward price pressures, political and social pressures, increased development costs, new... View Details
      Keywords: Business Model; Change; Cost; Price; Globalization; Government and Politics; Brands and Branding; Industry Growth; Society; Competition; Consolidation; Technology; Pharmaceutical Industry
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      Bradley, Stephen P., and James Weber. "Pharmaceutical Industry, The: Challenges in the New Century." Harvard Business School Case 703-489, February 2003. (Revised April 2004.)
      • February 2003 (Revised April 2003)
      • Case

      Brioni

      By: David E. Bell
      Should Brioni, an internationally known, exclusive men's suit manufacturer and retailer extend its line to include women's apparel? The opportunity is to enter a much larger and profitable market. The dangers are: 1) compromising the existing image, and 2) failing to... View Details
      Keywords: Brands and Branding; Segmentation; Expansion; Profit; Risk Management; Demand and Consumers; Fashion Industry
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      Bell, David E. "Brioni." Harvard Business School Case 503-057, February 2003. (Revised April 2003.)
      • February 2003 (Revised September 2009)
      • Background Note

      Nonverbal Communication in Negotiation

      By: Michael A. Wheeler and Dana Nelson
      This case distills the practical implications of current research on nonverbal communication. The first section sketches different kinds of nonverbal behavior: facial expressions, eye movements, physical gestures, paraverbal cues, posture, and "personal space." The... View Details
      Keywords: Nonverbal Communication; Negotiation Participants; Situation or Environment; Behavior; Power and Influence
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      Wheeler, Michael A., and Dana Nelson. "Nonverbal Communication in Negotiation." Harvard Business School Background Note 903-081, February 2003. (Revised September 2009.)
      • February 2003
      • Tutorial

      Pre-Money / Post-Money Tutorial

      By: Richard G. Hamermesh, Nitin Nohria, Michael J. Roberts, Arleen Ahearn-Cavanaugh and Sal Darji
      An online, interactive tutorial that addresses issues surrounding entrepreneurial valuations. Topics include: the difference between an implied and a "bottom-up" valuation; the difference between pre-money and post-money valuations; the calculation of pre-money and... View Details
      Keywords: Money
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      "Pre-Money / Post-Money Tutorial." Harvard Business School Tutorial 803-703, February 2003.
      • February 2003
      • Supplement

      Silvio Napoli Cross Cultural Management

      By: Christopher A. Bartlett
      Presents an interview with Silvio Napoli regarding cultural aspects of an Italian manager in a Swiss company opening an Indian subsidiary. Issues range from personal and family adjustment to management style, corporate culture, and differences in national... View Details
      Keywords: Management Style; Business Subsidiaries; Nationality; Organizational Culture; Personal Characteristics; Business Startups; Cross-Cultural and Cross-Border Issues; Italy; Switzerland; India
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      Bartlett, Christopher A. "Silvio Napoli Cross Cultural Management." Harvard Business School Video Supplement 303-806, February 2003.
      • 2003
      • Chapter

      Using Difference to Make a Difference

      By: D. Meyerson and R. Ely
      Keywords: Diversity; Power and Influence
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      Meyerson, D., and R. Ely. "Using Difference to Make a Difference." In The Difference "Difference" Makes: Women and Leadership, edited by Deborah Rhode. Stanford: Stanford University Press, 2003.
      • February 2003
      • Article

      Which Ties Matter When? The Contingent Effects of Interorganizational Partnerships on IPO Success

      By: Ranjay Gulati and M. Higgins
      This paper investigates the contingent value of interorganizational relationships at the time of a young firm's initial public offering (IPO). We compare the signaling value to young firms of having ties with two types of interorganizational partnerships: endorsement... View Details
      Keywords: Interorganizatonal Relationships; Networks; Venture Capital; Initial Public Offering; Entrepreneurship; Biotechnology Industry
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      Gulati, Ranjay, and M. Higgins. "Which Ties Matter When? The Contingent Effects of Interorganizational Partnerships on IPO Success." Strategic Management Journal 24, no. 2 (February 2003): 127–144.
      • January 2003 (Revised October 2003)
      • Case

      Satera Team at Imatron Systems, Inc. (A), The

      By: Teresa M. Amabile and Elizabeth Schatzel
      Escalating conflict has erupted within the Satera product development team, resulting from the conflicting cognitive styles of the two senior mechanical engineers. The conflict has taken a toll on both project progress and team morale, endangering one of the most... View Details
      Keywords: Decision Making; Entrepreneurship; Human Resources; Management; Business or Company Management; Groups and Teams; Medical Devices and Supplies Industry
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      Amabile, Teresa M., and Elizabeth Schatzel. "Satera Team at Imatron Systems, Inc. (A), The." Harvard Business School Case 803-141, January 2003. (Revised October 2003.)
      • January 2003
      • Supplement

      Saturn: A different Kind of Car Company

      By: Pankaj Ghemawat, Anita M. McGahan and Jan W. Rivkin
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      Ghemawat, Pankaj, Anita M. McGahan, and Jan W. Rivkin. "Saturn: A different Kind of Car Company." Harvard Business School Spreadsheet Supplement 703-760, January 2003.
      • December 2002 (Revised February 2005)
      • Case

      Cap Gemini Ernst & Young (A): A Global Merger

      By: Ashish Nanda
      French IT consulting giant Cap Gemini is poised to purchase the consulting arm of Ernst & Young, a U.S.-based Big 5 accounting firm. In doing so, many differences need to be resolved, including negotiating with Ernst & Young entities all over the world as well as... View Details
      Keywords: Negotiation; Multinational Firms and Management; Mergers and Acquisitions; Cross-Cultural and Cross-Border Issues; Information Technology Industry; Consulting Industry; France
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      Nanda, Ashish, Bertrand Moingeon, Lisa Haueisen Rohrer, and Guillaume Soenen. "Cap Gemini Ernst & Young (A): A Global Merger." Harvard Business School Case 903-056, December 2002. (Revised February 2005.)
      • December 2002 (Revised December 2017)
      • Background Note

      Teaching Old Companies New Tricks: The Challenge of Managing New Streams Within the Mainstream

      By: Rosabeth Moss Kanter
      Describes the challenge of starting new ventures or new activities in established companies, especially if they diverge from the mainstream of ongoing commitments. Fledgling ventures require a different kind of management that acknowledges their uncertainty, intensity,... View Details
      Keywords: Business Units; Teaching; Entrepreneurship; Corporate Entrepreneurship; Business or Company Management; Organizations; Problems and Challenges; Risk and Uncertainty; Corporate Strategy
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      Kanter, Rosabeth Moss. "Teaching Old Companies New Tricks: The Challenge of Managing New Streams Within the Mainstream." Harvard Business School Background Note 303-083, December 2002. (Revised December 2017.)
      • November 2002 (Revised June 2003)
      • Case

      Monsanto: Leadership in a New Environment

      By: Ray A. Goldberg, James Weber and James M Beagle
      Monsanto is the biotechnology leader in agriculture. How does it use its leadership in Round Up to fund long-term research and development in biotechnology that is acceptable to the priority system of consumers in different parts of the world? Includes color exhibits. View Details
      Keywords: Research and Development; Science-Based Business; Food; Business or Company Management; Agribusiness; Industry Growth; Customer Focus and Relationships; Globalization; Leadership; Biotechnology Industry; Agriculture and Agribusiness Industry; United States
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      Goldberg, Ray A., James Weber, and James M Beagle. "Monsanto: Leadership in a New Environment." Harvard Business School Case 903-419, November 2002. (Revised June 2003.)
      • November 2002 (Revised October 2003)
      • Case

      Circles: Series D Financing

      By: Paul W. Marshall and Kristin Lieb
      Circles, a corporate concierge company on the verge of profitability, must make a decision whether to take a D-round venture capital despite ever-changing and ever-worsening terms. A four-year-old company with several major clients, it has met its business plan... View Details
      Keywords: Cost vs Benefits; Financing and Loans; Management Teams; Growth and Development Strategy; Negotiation Process; Venture Capital; Governing and Advisory Boards; Entrepreneurship; Service Industry; Consulting Industry; Massachusetts
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      Marshall, Paul W., and Kristin Lieb. "Circles: Series D Financing." Harvard Business School Case 803-062, November 2002. (Revised October 2003.)
      • November 2002 (Revised November 2005)
      • Case

      MontGras: Export Strategy for a Chilean Winery

      By: David J. Arnold, Howard H. Stevenson and Alexandra de Royere
      MontGras, a medium-sized Chilean winery, has to formulate an export strategy. It has to decide whether to emphasize the U.S. or U.K. markets, which also offer different positioning and pricing proposals. It has twice failed to penetrate the U.S. market because... View Details
      Keywords: Decision Choices and Conditions; Cost Management; Global Strategy; Growth and Development Strategy; Marketing Strategy; Product Positioning; Business and Stakeholder Relations; Business Strategy; Valuation
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      Arnold, David J., Howard H. Stevenson, and Alexandra de Royere. "MontGras: Export Strategy for a Chilean Winery." Harvard Business School Case 503-044, November 2002. (Revised November 2005.)
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