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- All HBS Web (176)
- Faculty Publications (56)
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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
- 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 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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- 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
- 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
- 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
- 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
- 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
- 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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- 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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- 16 Feb 2004
- Research & Ideas
Marketing Wine to the World
and bargaining power than small liquor stores. Smaller vineyards often can find it more difficult to secure shelf space, and all wineries find themselves facing pricing pressure from the retail and...
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- 13 May 2008
- First Look
First Look: May 13, 2008
procedures of Pratt (2007), including the Nash bargaining procedure, satisfy this. Other prominent efficient procedures do not. In two-agent problems, reducing the feasible set between the solution and one agent's maximum point increases...
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Martha Lagace
- 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
- 29 Jun 2007
- First Look
First Look: June 29, 2007
triggered PeopleSoft's poison pill, threatening this maneuver would have given Oracle bargaining power that it could have used to pay a lower price in its negotiated acquisition. The Commentary closes with...
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Martha Lagace
- 27 Feb 2007
- First Look
First Look: February 27, 2007
Macroeconomics (forthcoming) Abstract This paper presents a complete general equilibrium model with flexible wages where the degree to which wages and productivity change when cyclical employment changes is roughly consistent with postwar U.S. data. Firms with market...
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Martha Lagace
- 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
- 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
- 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
- 07 Apr 2014
- Research & Ideas
Negotiation and All That Jazz
agile, quick on their feet from moment to moment. That's not the same thing as winging it. Preparing For Uncertainty "Preparation is essential," he says. "You want to learn as much as you reasonably can before getting to the bargaining...
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by Michael Blanding