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- All HBS Web (175)
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- All HBS Web (175)
- Faculty Publications (55)
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- 11 Dec 2018
- First Look
New Research and Ideas, December 11, 2018
world's food citizens—realize they must take more responsibility for society's nutritional needs, economic development, and the health of the environment. Goldberg argues that the traditionally commodity-oriented, bargaining relationship...
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Dina Gerdeman
- 11 Dec 2020
- Research & Ideas
Economic Jitters Push Pandemic Job Seekers to Big Companies, Not Startups
employer,” the researchers write. However, their work experience gives them greater bargaining power to pursue positions they would prefer. In normal times, startup employees and managers who are drawn to...
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by Rachel Layne
- 15 Nov 2004
- Research & Ideas
Solving the Health Care Conundrum
commodity, the major actors have focused primarily on lowering and shifting costs, increasing their bargaining power, and restricting services. Providers have offered broad and undifferentiated services, competing based on convenience and...
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- 22 Feb 2016
- Research & Ideas
The ‘Mother of Fair Trade’ was an Unabashed Price Protectionist
the federal Sherman Antitrust Act of 1890, which was designed to protect competition by outlawing monopolistic business practices. This fear of monopoly power made Americans leery of business agreements that smacked of price-fixing. Yet...
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- 18 Dec 2007
- First Look
First Look: December 18, 2007
board-level power and are heavily involved in areas like governance, capital allocation, data management, internal reporting and group-level budgeting and planning. What's more, other significant roles—such as the so-called group risk...
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Martha Lagace
- 27 Feb 2013
- Research & Ideas
Sidetracked: Why Can’t We Stick to the Plan?
"Nike" shoes, "Versace" T-shirts, "Louis Vuitton" bags, "Prada" wallets, and "Ray-Ban" sunglasses — all of them at bargain prices, and all of them closely resembling the authentic products...
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Re: Francesca Gino
- 02 Jan 2007
- Research & Ideas
Most Popular Articles of 2006
set-up, and why three dimensions are more powerful than one. Here's a Q&A and book excerpt. Negotiating When the Rules Suddenly Change Following the adoption of a collective bargaining agreement in 2005,...
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by Sean Silverthorne
- 24 Aug 2016
- Research & Ideas
Can Obamacare Be Saved?
stability for insurers? Consolidation in the health insurance industry is not the answer. While Aetna’s bargaining power with ever-more consolidated provider organizations would have improved if it were...
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- 09 Jul 2013
- Research & Ideas
Catching Up With Boards--Jay Lorsch
that establish the going rate for talent according to company size, industry, and geography. Salaries in these tables are reported in quartiles, from highest to lowest amounts, and no corporate compensation committee wants to say that it went View Details
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by Jim Aisner
- 10 Sep 2001
- Research & Ideas
The Negotiator’s Secret: More Than Merely Effective
analysis, all subjects were asked for their private assessment of the target company's fair value—as distinct from how they might portray that value in the bargaining process. Those assigned the role of seller gave median valuations more...
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by James K. Sebenius
- 27 Jan 2009
- First Look
First Look: January 27, 2009
and Max H. Bazerman Abstract When powerful people cause harm, they often do so indirectly through other people. Are harmful actions carried out through others evaluated less negatively than harmful actions carried out directly? Four...
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Martha Lagace
- 03 Oct 2017
- First Look
First Look at Research and Ideas, October 3, 2017
powerful insights and practical guidelines that allow managers to bridge professional divides and organizational boundaries in order to work together effectively, this is a new exploration of the challenges involved in today's global...
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by Sean Silverthorne
- 03 Mar 2003
- Research & Ideas
The Ingredients of a Deal Disaster
Experienced negotiators are generally comfortable working out the terms of an economic contract: They bargain for the best price, haggle over equity splits, and iron out detailed exit clauses. But these same seasoned professionals often...
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- 12 Jan 2016
- First Look
January 12, 2016
practice, disciplinary rigor, and successful search for powerful generalizations help explain the lasting impact of their 1965 book, A Behavioral Theory of Labor Negotiations. Central to their argument are three important...
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Carmen Nobel
- 20 Feb 2013
- Research & Ideas
Big Deal: Reflections on the Megamerger of American and US Airways
powerful economic incentive to lend to companies in Chapter 11. (Although American did not need such debtor-in-possession financing, United and Delta together raised almost $3.5 billion in DIP financing in their bankruptcies.) Chapter 11...
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- 14 Jul 2008
- Research & Ideas
HBS Cases: Reforming New Orleans Schools After Katrina
there are a few for-profit charter school companies. The schools have their own boards of directors, and usually are not obligated to abide by any collective bargaining agreements that exist for teachers and principals in their local...
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- 05 Feb 2008
- First Look
First Look: February 5, 2008
of influence. With this in mind, the paper seeks to achieve five objectives: (1) Define the domain of psychological influence as consisting of those tactics which do not require the influencer to change the economic or structural aspects of the View Details
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Martha Lagace
- 12 Oct 1999
- Research & Ideas
Media Metamorphosis: Advertising in the Technology Age
the long-standing "full service" industry norm, there has been a growing trend toward agencies unbundling the media function from creative and other services provided to clients. At the same time, multiproduct advertisers have sought to increase their View Details
- 15 Dec 2015
- First Look
December 15, 2015
findings and advice. Anxiety leads to poor outcomes. You will be less nervous about negotiating, however, if you repeatedly practice and rehearse. You can also avoid anxiety by asking an outside expert to represent you at the bargaining...
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Carmen Nobel
- 18 Nov 2021
- Op-Ed
5 Principles for Scaling Change from IBM’s High School Innovation
students were 100-percent students of color, and 60 percent of them were more than two years behind in reading and math—eliminated a barrier to scaling it. Some suggested making it a charter school. That way, you wouldn't have to pay attention to collective View Details
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by Kristen Senz