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The Mind of the Negotiator: The Winner's Curse
By: Max H. Bazerman
Keywords:
Negotiation
Bazerman, Max H. "The Mind of the Negotiator: The Winner's Curse." Negotiation 7, no. 4 (April 2004). (newsletter.)
- March 2004 (Revised April 2004)
- Background Note
Seeing What's on Red Auerbach's Mind
Analysis of an interview with Red Auerbach, HBR No. 87201. Alan M. Webber, who conducted the interview, probed for the lessons that Auerbach has learned from a long and productive career coaching and managing the Boston Celtics, a professional basketball team in the...
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Keywords:
Markets;
Research;
Sports;
Product Development;
Communication Intention and Meaning;
Sports Industry
Lassiter, Joseph B., III, and John T. Gourville. "Seeing What's on Red Auerbach's Mind." Harvard Business School Background Note 804-160, March 2004. (Revised April 2004.)
- February 2004
- Column
The Mind of the Negotiator: Do You Know When to Walk Away
By: M. Bazerman
Keywords:
Negotiation
Bazerman, M. "The Mind of the Negotiator: Do You Know When to Walk Away." Negotiation 7, no. 2 (February 2004). (newsletter.)
- February 2004
- Column
The Mind of the Negotiator: Escalation of Commitment
By: Max H. Bazerman
Keywords:
Negotiation
Bazerman, Max H. "The Mind of the Negotiator: Escalation of Commitment." Negotiation 7, no. 2 (February 2004). (newsletter.)
- Column
The Mind of the Negotiator: Great Expectations
By: Max H. Bazerman
Keywords:
Negotiation
Bazerman, Max H. "The Mind of the Negotiator: Great Expectations." Negotiation 7, no. 1 (January 2004). (newsletter.)
- Column
The Mind of the Negotiator: When Self-interest Is Sabotage
By: Max H. Bazerman
Keywords:
Negotiation
Bazerman, Max H. "The Mind of the Negotiator: When Self-interest Is Sabotage." Negotiation 6, no. 12 (December 2003). (newsletter.)
- November 2003
- Column
The Mind of the Negotiator: The Mythical Fixed Pie
By: Max H. Bazerman
Keywords:
Negotiation
Bazerman, Max H. "The Mind of the Negotiator: The Mythical Fixed Pie." Negotiation 1, no. 1 (November 2003). (newsletter.)
- 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...
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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.
- 2003
- Book
How Customers Think: Essential Insights into the Mind of the Markets
By: Gerald Zaltman
Zaltman, Gerald. How Customers Think: Essential Insights into the Mind of the Markets. Boston: Harvard Business School Press, 2003.
- September 2002
- Background Note
Presence of Mind
This case is reflection on the importance of acquiring presence of mind in negotiations. Using a variety of metaphors, the case explores different ways for negotiators to achieve this selfawareness. Athletes experience the phenomenon of "being in the zone," artists and...
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Keywords:
Management Skills;
Negotiation Tactics;
Negotiation Style;
Interpersonal Communication;
Decision Making
Wheeler, Michael A. "Presence of Mind." Harvard Business School Background Note 903-009, September 2002.
- 1 Aug 2002
- Other Presentation
Australian Competitiveness
Competitiveness presentation at the IIR Leading Minds conference in Sydney, Australia.
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Porter, Michael E. "Australian Competitiveness." Leading Minds Conference, Institute for International Research, Sydney, Australia, August 1, 2002.
- April 2001 (Revised November 2001)
- Case
AvantGo
By: Alan D. MacCormack and Kerry Herman
Richard Owen, CEO of AvantGo, is preparing for a meeting in which he will set the human resource policy for the firm going forward. It has been three months since the company's IPO, and given the tremendous cramp in hiring over the six months prior to the IPO, he knows...
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Keywords:
Initial Public Offering;
Management Teams;
Selection and Staffing;
Retention;
Growth and Development Strategy;
Performance Evaluation;
Information Technology;
Decisions;
Information Technology Industry;
Service Industry;
United States
MacCormack, Alan D., and Kerry Herman. "AvantGo." Harvard Business School Case 601-095, April 2001. (Revised November 2001.)
- February 2001
- Case
BarnesandNoble.com (C)
By: Jeffrey F. Rayport, Dickson Louie and William A. Sahlman
At the end of 1999, Steve Riggio, the vice chairman and acting CEO of barnesandnoble.com, wonders what his company should do next against Amazon.com, the online retailer who is the leading online book seller in the United States. While barnesandnoble.com has been...
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Keywords:
Competitive Strategy;
Competitive Advantage;
Internet and the Web;
Diversification;
Brands and Branding;
Retail Industry
Rayport, Jeffrey F., Dickson Louie, and William A. Sahlman. "BarnesandNoble.com (C)." Harvard Business School Case 901-024, February 2001.
- October 2000
- Case
GE's Two-Decade Transformation: Jack Welch's Leadership Multimedia Case
By: Christopher A. Bartlett and Meg Wozny
General Electric is faced with Welch's impending retirement, and the question on many minds is whether anyone can sustain the blistering pace of change and growth characteristic of the Welch era. After briefly describing GE's heritage and Welch's transformation of the...
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Bartlett, Christopher A., and Meg Wozny. "GE's Two-Decade Transformation: Jack Welch's Leadership Multimedia Case." Harvard Business School Multimedia/Video Case 301-040, October 2000.
- July 2000 (Revised October 2019)
- Exercise
Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING (Seller)
By: Michael Wheeler
The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis...
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Keywords:
Agreements and Arrangements;
Negotiation Participants;
Negotiation Tactics;
Value Creation;
Computer Industry
Wheeler, Michael. "Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING (Seller)." Harvard Business School Exercise 801-096, July 2000. (Revised October 2019.)
- July 2000 (Revised October 2019)
- Exercise
Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)
By: Michael Wheeler
The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis...
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Keywords:
Agreements and Arrangements;
Negotiation Participants;
Negotiation Tactics;
Value Creation;
Computer Industry
Wheeler, Michael. "Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)." Harvard Business School Exercise 801-097, July 2000. (Revised October 2019.)
- 2001
- Article
From Guilford to Creative Synergy: Opening the Black Box of Team Level Creativity
By: T. R. Kurtzberg and T. M. Amabile
Previous research, from Guilford's founding tradition to more modern research on individual creativity and general group processes, falls short of adequately describing team-level creativity. Alhough researchers have addressed brainstorming in groups with mixed...
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Kurtzberg, T. R., and T. M. Amabile. "From Guilford to Creative Synergy: Opening the Black Box of Team Level Creativity." Special Issue on Commemorating Guilford's 1950 Presidential Address Creativity Research Journal 13, nos. 3/4 (2001).
- December 1999 (Revised August 2001)
- Case
Millennium Pharmaceuticals, Inc. (A)
By: Stefan H. Thomke and Ashok Nimgade
Focuses on Millennium's strategy to grow and revolutionize drug development through the use of new technologies such as genomics. Describes how Millennium Pharmaceuticals--a fast-growing biotechnology firm in Cambridge, MA--has used strategic alliances to finance the...
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Keywords:
Cost Management;
Financing and Loans;
Medical Specialties;
Retention;
Growth and Development Strategy;
Time Management;
Product Development;
Problems and Challenges;
Alliances;
Technology;
Biotechnology Industry;
Pharmaceutical Industry;
Cambridge
Thomke, Stefan H., and Ashok Nimgade. "Millennium Pharmaceuticals, Inc. (A)." Harvard Business School Case 600-038, December 1999. (Revised August 2001.)
- November 1999
- Case
Interactive Minds (B)
By: Ashish Nanda, Thomas J. DeLong, Christina L. Darwall and Scot H. Landry
Two recent Harvard Business School graduates start a venture capital/consulting firm focused on opportunities related to the Internet.
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Keywords:
History;
Venture Capital;
Internet and the Web;
Capital Structure;
Entrepreneurship;
Consulting Industry
Nanda, Ashish, Thomas J. DeLong, Christina L. Darwall, and Scot H. Landry. "Interactive Minds (B)." Harvard Business School Case 800-114, November 1999.
- May 1999
- Article
Our Mind as a Barrier to Wiser Agreements
By: M. H. Bazerman, J. Gillespie and D. Moore
Keywords:
Agreements and Arrangements
Bazerman, M. H., J. Gillespie, and D. Moore. "Our Mind as a Barrier to Wiser Agreements." American Behavioral Scientist 42, no. 8 (May 1999): 1254–1276.