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- All HBS Web (77)
- Faculty Publications (11)
- 21 Nov 2005
- Research & Ideas
Making Credibility Your Strongest Asset
they're willing to help even when they are busy, and they're unlikely to haggle about return favors. The same dynamic applies to external relationships with longtime customers, vendors, and clients. Negotiating successfully in a competitive environment isn't just a...
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by Michael Wheeler
- 11 Mar 2015
- Research & Ideas
How Do You Grade Out as a Negotiator?
We all know the feeling. After a hard negotiation we make the deal, put down the money, and feel excitement and relief that the bargaining is over. And then the doubts creep in. Did I get everything I could...
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by Michael Blanding
- 01 Jun 2007
- News
The Show Goes On
hoping to sell 2,000 tickets at $30 each. That’s close to our $70,000 operating budget. This year, we had some savvy negotiators who bargained with our lighting and sound vendors and managed to get a 10 percent reduction in price. Another...
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- 09 Nov 2015
- Research & Ideas
These Employers Pay Higher Salaries than Necessary
Imagine you walk into a shop where you don’t know the prices. Maybe it’s a Turkish souk, redolent with smells of saffron and turmeric. Or maybe it’s a New Hampshire antique store, full of dusty shelves of enticing oddities. You pick out your silk scarf or ceramic...
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- 09 Apr 2001
- Research & Ideas
The Manager’s Guide to Communicating with Customers Collection
Underhill. "If I go to a Web site that's hard to read because it's got funky type face, and I can't get service when I call, well, that's a problem." And many stores post signs with print far too small for many of their...
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- 23 May 2000
- Research & Ideas
The Emerging Art of Negotiation
elements. These elements can include how each person understands himself or herself; how they understand their relationship with the other person as well as that person's characteristics; and what they perceive and know about the View Details
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by Martha Lagace
- 24 May 2004
- Research & Ideas
Becoming an Ethical Negotiator
does it." Q: What makes a great, ethical negotiator in your view? A: Foresight is critical to maintaining ethical standards. People get into trouble when they make hasty decisions, or when they feel as if they've been backed into a corner. Before you go to the...
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by Martha Lagace
- 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 allowed to join forces with Humana,...
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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
- 16 Apr 2001
- Research & Ideas
Brand Power from Wedgwood to Dell: Part One
modern language, that was built around quality, elegance, and social stature or social place. How he came to that set of distinguishing characteristics, the essence of his brand, is a fascinating story that I worked long and hard to...
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by Martha Lagace
- 01 Jun 2012
- News
Made in the USA
galvanized wire used to make lobster traps and fencing. The coating comes in a variety of colors. Photo courtesy Riverdale Mills That philosophy has been a guiding tenet at Riverdale from Day One. While rehabbing the abandoned mill he bought at a View Details
- 01 Sep 2007
- News
To The Rescue
traditional Indian greeting. It’s hard for Western observers to fathom, but EMRI’s 108 service is India’s first coordinated emergency response system, similar to the 911 system in the United States. At least for residents of Andhra...
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- 10 Mar 2002
- Research & Ideas
Breakthrough Negotiation: Don’t Leave It On the Table
bolster their bargaining power, and channeling the flow of the process through time. They understand that actions taken away from the negotiating table can be as important as what goes on at the table, if not more so.1 Specifically,...
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by Michael Watkins
- 27 Feb 2007
- First Look
First Look: February 27, 2007
dearly for the intangible aspects of the product, which the firm works very hard to keep integrated with the physical product. Deals with a range of issues confronting creative economy companies, such as how to produce products with very...
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Martha Lagace
- 27 Jan 2009
- First Look
First Look: January 27, 2009
Publisher's Abstract Most organizational change initiatives fail spectacularly (at worst) or deliver lukewarm results (at best). In his international bestseller Leading Change, John Kotter revealed why change is so hard and provided an...
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Martha Lagace
- 20 Feb 2013
- Research & Ideas
Big Deal: Reflections on the Megamerger of American and US Airways
bargaining agreements with organized labor. Thus, while in bankruptcy, American was able to negotiate new labor agreements with its three largest unions, generating what some expect will be hundreds of millions of dollars in additional...
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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
- 01 Feb 1998
- News
Running Up the Score
modest and unassuming, is speaking, as he often does to young people, about the virtues of hard work, perseverance, and other old-fashioned values. When the Denver Broncos All-Pro running back finishes his talk, it's time to turn the...
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Garry Emmons
- Person Page
Media
Media
This lists media reports covering my firm dollarDEX Investments or me (or my colleagues), or columns written by me (or my colleagues). There are all... View Details
- 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