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  • Program

Changing the Game

investor, and other important negotiations. Details Achieve optimal results in key negotiations Realize better outcomes by increasing your effectiveness at the negotiating table Build more effective relationships with the other parties... View Details
  • Program

Strategic Negotiations

long-term business relationships with all parties involved Expand your personal and professional network Extend your network by living and working with accomplished executives from various backgrounds, industries, and countries across the... View Details
  • 17 Jul 2023
  • Research & Ideas

Money Isn’t Everything: The Dos and Don’ts of Motivating Employees

Business Administration at Harvard Business School. In May, Hall convened what he hopes will be a yearly conference of scholars now working in the burgeoning field of incentive design, which draws lessons from both microeconomics and behavioral science and is being... View Details
Keywords: by Avery Forman
  • April 6, 2023
  • Article

A New NFT Launch Strategy: The Wave Mint

By: Scott Duke Kominers and 1337 Skulls Sers
In an NFT project, the mint—the process by which tokens are initially allocated—largely determines who your community is and how they and the broader market view the project going forward. In this piece, we review a new minting strategy recently introduced by 1337... View Details
Keywords: NFTs; Mechanism Design; Sales Management; Sales Model; Crypto Economy; Non-fungible Tokens; Networks; Product Launch; Auctions; Market Design
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  • October 2016 (Revised April 2018)
  • Case

JCPenney: Back in Business

By: Elie Ofek, K. Shelette Stewart and Christine Snively
In 2016, JCPenney was in the midst of a multi-year turnaround after coming dangerously close to bankruptcy. Under CEO Marvin Ellison, the company had identified three strategic objectives—a focus on omnichannel, private label goods, and increasing revenue per... View Details
Keywords: Retail; Customer Management; Omnichannel; Turnarounds; Private Label; Promotions; Marketing Strategy; Brands and Branding; Customer Relationship Management; Goals and Objectives; Competition; Retail Industry; United States
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  • Web

Placement - Doctoral

Chung , Sunil Gupta , and Elie Ofek 2021 Ximena Garcia-Rada Marketing, 2021 Placement: Texas A&M University, Mays Business School Dissertation: Consumer Behavior in Close Relationships Advisors: Michael I.... View Details

    Michael A. Wheeler

    Mike Wheeler joined the HBS faculty in 1993 and has taught extensively in its MBA, Executive, and distance learning programs. His highly interactive 8-week/40-hour HBS Online Negotiation... View Details

    Keywords: arts; construction; e-commerce industry; energy; federal government; green technology; internet; legal services; nonprofit industry; petroleum; pharmaceuticals; publishing industry; real estate; service industry; sports; state government; utilities
    • Web

    Marketing - Doctoral

    Marketing The doctoral program in Marketing draws on a variety of underlying disciplines to research important marketing management problems centered on the immediate and future needs and wants of customers. Students in the marketing program work View Details
    • February 2008 (Revised October 2010)
    • Case

    Mellon Financial and The Bank of New York

    By: Carliss Y. Baldwin and Ryan Taliaferro
    Bob Kelly, the new CEO of Mellon Financial, is considering the terms of a proposed "merger of equals" with The Bank of New York, just before the final Board meeting to approve the deal. The combination offers a great strategic fit, and the expected synergies are large.... View Details
    Keywords: Mergers and Acquisitions; Equity; Banks and Banking; Business and Shareholder Relations; Valuation; Banking Industry; Pittsburgh
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    • 03 Jan 2017
    • First Look

    January 3, 2017

    Winter 2017 MIT Sloan Management Review Why Big Data Isn't Enough By: Chai, Sen, and Willy C. Shih Abstract—There is a growing belief that sophisticated algorithms can explore huge databases and find relationships independent of any... View Details
    Keywords: Carmen Nobel
    • December 2008
    • Article

    Which Kind of Collaboration Is Right for You?

    By: Roberto Verganti and Gary P. Pisano
    Nowadays, virtually no companies innovate alone. Firms team up with a variety of partners, in a wide number of ways, to create new technologies, products, and services. But what is the best way to leverage the power of outsiders? To help executives answer that... View Details
    Keywords: Cost vs Benefits; Framework; Collaborative Innovation and Invention; Innovation and Management; Partners and Partnerships; Social and Collaborative Networks; Strategy
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    • 2009
    • Working Paper

    Assess, Don't Assume, Part II: Negotiating Implications of Cross-Border Differences in Decision Making, Governance, and Political Economy

    By: James K. Sebenius

    When facing a cross-border negotiation, the standard preparatory assessments—of the parties, their interests, their no-deal options, opportunities for and barriers to creating and claiming value, the most promising sequence and process design, etc.—should be... View Details

    Keywords: Decision Making; Cross-Cultural and Cross-Border Issues; Corporate Governance; Negotiation Process; Organizational Culture; Business and Government Relations
    Related
    • October 2008
    • Case

    Financial Crisis in Asia: 1997-1998 (Abridged)

    By: Huw Pill, Rafael M. Di Tella and Jonathan Schlefer
    What caused the 1997-98 Asia Crisis: Asian nations' poor economic management, international financial contagion, close "crony" relations between local politicians and capitalists? This case examines how the crisis erupted in Thailand and spread in a chain of events... View Details
    Keywords: Developing Countries and Economies; Financial Crisis; Ethics; Financial Institutions; Financial Management; Governing Rules, Regulations, and Reforms; Business and Government Relations; Asia
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    • May 2008
    • Supplement

    Tribune Company, 2007 (CW)

    By: Timothy A. Luehrman
    This case describes the proposed acquisition of Tribune Company by Sam Zell in 2007. Tribune Company is one of the largest newspapers and broadcasting companies in the United States. Zell's proposed acquisition is unusual in several respects. It is two-tiered, employs... View Details
    Keywords: Acquisition; Credit; Employee Stock Ownership Plan; Employees; Markets; Market Transactions; Negotiation Deal; Business and Shareholder Relations; Sales; Perspective; Journalism and News Industry; United States
    Related
    • 09 Nov 2023
    • HBS Case

    What Will It Take to Confront the Invisible Mental Health Crisis in Business?

    value is when one of the executive’s close family members dies. Because then the executive stays on, but they are going through the mental anguish of having lost someone who’s very close to them. It... View Details
    Keywords: by Kara Baskin; Health
    • 03 Nov 2009
    • First Look

    First Look: Nov. 3

    wrongdoers is consistent with their judgments, and we offer preliminary evidence on how to reduce these biases. Download the paper: http://www.hbs.edu/research/pdf/09-020.pdf Stock Price Fragility Authors:Robin Greenwood and David Thesmar Abstract We investigate the... View Details
    Keywords: Martha Lagace
    • October 2009
    • Case

    A Big (Double) Deal: Anadarko's Acquisition of Kerr-McGee and Western Gas Resources

    By: Clayton M. Christensen and Curtis Rising
    On June 23, 2006, Anadarko Petroleum Corporation announced that it was simultaneously acquiring two public companies, Kerr-McGee and Western Gas Resources, in all-cash deals. The total price was about $24 billion, a figure close to Anadarko's market cap at the time.... View Details
    Keywords: Acquisition; Business Model; Transformation; Negotiation; Organizational Culture; Public Ownership; Business and Shareholder Relations; Alignment; Valuation; Energy Industry; United States
    Related
    • March 2016 (Revised February 2020)
    • Teaching Note

    Compass Group: The Ascension Health Decision

    By: Ryan W. Buell
    In 2012, Compass Group (Compass) was on the verge of closing a $2 billion deal with Ascension Health (Ascension), one of the largest healthcare systems in the United States. Under the deal, Compass would provide foodservice management and cleaning services for 86 of... View Details
    Keywords: Operations Strategy; Sectorization; Operational Focus; Customer Compatibility; Service Operations; Service Delivery; Operations; Customer Focus and Relationships; Service Industry; Health Industry; United States
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    • 26 Jan 2009
    • Research & Ideas

    Where is Home for the Global Firm?

    about the best location or locations for managerial talent, for instance, they should be aware that reallocating talent is neither costless nor easy. Interpersonal relationships and internal communication networks rise in importance. As... View Details
    Keywords: by Martha Lagace
    • December 2012
    • Article

    Reflected Knowledge and Trust in Global Collaboration

    By: Mark Mortensen and Tsedal Neeley
    Scholars argue that direct knowledge about distant colleagues is crucial for fostering trust in global collaboration. However, their arguments focus mainly on how trust accrues from knowledge about distant collaborators' personal characteristics, relationships, and... View Details
    Keywords: Global Work; Organizational Studies; Knowledge; Trust; Cooperation; Global Range; Relationships; Behavior; Personal Characteristics
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