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  • All HBS Web  (437)
    • People  (2)
    • News  (120)
    • Research  (171)
    • Multimedia  (3)
  • Faculty Publications  (47)

Show Results For

  • All HBS Web  (437)
    • People  (2)
    • News  (120)
    • Research  (171)
    • Multimedia  (3)
  • Faculty Publications  (47)
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  • 01 May 2007
  • First Look

First Look: May 1, 2007

possibility that the effects of FDI differ by sector. Second, we differentiate FDI based on objective qualitative industry characteristics including the average skill intensity and reliance on external capital. Third, we use a new dataset... View Details
Keywords: Sean Silverthorne
  • 08 Jun 2009
  • Research & Ideas

The Return of the Salesman

the mid-1920s, Bruce Barton produced The Man Nobody Knows, comparing Jesus to a sales and advertising man. In the middle of the Great Depression, Dale Carnegie, a former Armour salesman, wrote the bestseller How to Win Friends and Influence People, which taught success... View Details
Keywords: by Sean Silverthorne; Retail
  • 15 Nov 2011
  • First Look

First Look: November 15

student the challenges and rewards of learning to be a more skilled negotiator. Negotiation requires the integration of keen analytic insight with emotional intelligence capabilities. Purchase this... View Details
Keywords: Sean Silverthorne
  • 30 Oct 2006
  • First Look

First Look: October 31, 2006

small open economy, final goods production is carried out by foreign and domestic firms, which compete for skilled labor, unskilled labor, and intermediate products. To operate a firm in the intermediate goods sector, entrepreneurs must... View Details
Keywords: Sean Silverthorne
  • 19 Jun 2007
  • First Look

First Look: June 19, 2007

FDI" in several different ways. First, we look at the possibility that the effects of FDI differ by sector. Second, we differentiate FDI based on objective qualitative industry characteristics including the average skill intensity... View Details
Keywords: Martha Lagace
  • 19 May 2009
  • First Look

First Look: May 19, 2009

of a key employee who has other offers of employment and is negotiating a stay-put bonus. The rights and interests of the surety company that provided the construction bond are also interwoven. The protagonist is the CEO of a... View Details
Keywords: Martha Lagace
  • 24 Jan 2012
  • First Look

First Look: Jan. 24

case:http://cb.hbsp.harvard.edu/cb/product/712442-PDF-ENG Ensighten Lena G. Goldberg, and Michael J. RobertsHarvard Business School Case 812-050 Focuses on a small start-up software company engaged in a negotiation over its software... View Details
Keywords: Sean Silverthorne
  • 07 Apr 2003
  • Research & Ideas

XTV: Xerox’s Attempted Recovery From “Fumbling the Future”

product line within Xerox. He had the support of Xerox's chief executive officer, David Kearns, for establishing the new internal structure. This structure would work much like an internal venture capital firm. Xerox would exploit Adams's View Details
Keywords: by Henry Chesbrough
  • 10 Mar 2009
  • First Look

First Look: March 10, 2009

work to China, DSHM would become uncompetitive. However, in outsourcing the work, some skills would necessarily have to be transferred, potentially teaching the future competition and providing them with a platform to attack DSHM's core... View Details
Keywords: Martha Lagace
  • 30 May 2000
  • Research & Ideas

Market Makers Bid for Success

efficient and higher quality. After I left McKinsey, I went to GE, where those two ideas came together. I saw the way that GE was doing high stakes face-to-face negotiations for materials, things like metal components, plastic components,... View Details
Keywords: by Staff; Web Services; Technology
  • 06 Mar 2012
  • First Look

First Look: March 6

(diversified), an insurer, a lab/diagnostic firm, a medical device manufacturer, a nursing home operator, a pharmaceuticals company (branded), a pharmaceuticals company (generics), and a private practice. Purchase this... View Details
Keywords: Sean Silverthorne
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