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- All HBS Web (77)
- Faculty Publications (11)
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- 07 Jul 2008
- Research & Ideas
Innovation Corrupted: How Managers Can Avoid Another Enron
defraud shareholders had already entered guilty pleas. Skilling and Lay argued that these 15 plea bargainers were all honest men who had been bullied into false confessions by the "witch hunt" tactics of the Justice Department....
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- 07 Feb 2012
- First Look
First Look: February 7
communication on payoffs in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference revealing, it may effectively frame bargaining around a logic of...
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Sean Silverthorne
- 08 Mar 2021
- In Practice
COVID Killed the Traditional Workplace. What Should Companies Do Now?
A year ago, COVID-19 forced many companies to send employees home—often with a laptop and a prayer. Now, with COVID cases subsiding and vaccinations rising, the prospect of returning to old office routines appears more possible. But will employees want to flock back to...
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by Dina Gerdeman
- 27 Apr 2016
- Research & Ideas
How the FBI Reinvented Itself After 9/11
It is hard to imagine a more difficult and tragic trial by fire for a new leader. On September 4, 2001, Robert Mueller started his new job as the sixth director of the Federal Bureau of Investigation. A mere week later, on September 11,...
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by Carmen Nobel
- 22 Apr 2019
- Research & Ideas
Why Salespeople Struggle at Leading
shouldn’t ever manage, Cespedes cautions. Quite the contrary; sales managers make important decisions that affect salespeople’s lives—doling out territories and quotas—and it’s hard to gain the staff’s respect if managers have never...
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by Dina Gerdeman
- 30 May 2005
- Research & Ideas
Six Steps for Making Your Threat Credible
for being willing to sacrifice dollars for principle. Some negotiators intentionally bargain hard every time to create reputational capital, which entails an investment (in this example, in how you are...
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by Deepak Malhotra
- 27 Feb 2006
- Research & Ideas
When Rights of First Refusal Are a Bad Deal
a sweet opportunity for the tenant. But the timing of the deal works in favor of the landlord, who can now present an ultimatum to the third party saying that if the third party offers a price below $100,000 the renter has a right to match the offer. The BA-ROFR not...
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- 13 May 2013
- Research & Ideas
How to Spot a Liar
to lie," Van Swol says. "Using so much of your brain to lie may make it hard to monitor yourself in other areas." Liars used far more third-person pronouns than truth tellers or omitters. "This is a way of distancing...
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by Carmen Nobel
- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
LLC. Martha Lagace: 3-D Negotiation presents a multi-dimensional approach for people who thought negotiation was only about what happens at the bargaining table. What common mistakes do you see and what typical assumptions about...
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by Martha Lagace
- 01 Jun 2007
- What Do You Think?
How Should Pay Be Linked to Performance?
items caught my eye recently. The first was the report from the Home Depot annual meeting contrasting this year's investor-friendlier tone set by the company's new CEO, Frank Blake, with last year's, led by then-CEO Robert Nardelli. It's View Details
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by Jim Heskett
- 11 Aug 2003
- Research & Ideas
Why Budgeting Kills Your Company
keep a tight rein on costs—but the dynamics of the budgeting process often undermine this effort. "In tough times like these, any significant real cost growth feels imprudent and is hard to justify for most businesses," writes...
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by Loren Gary
- 08 Oct 2008
- Research & Ideas
Book Excerpt: A Sense of Urgency
required if the firm was to leap into the future. Even the few employees who were mobilized into action found that the firm's needs were overwhelming. Morale sank. Losses continued to grow. Then the firm was bought by someone at a bargain...
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by John P. Kotter
- 26 Sep 2005
- Research & Ideas
What Perceived Power Brings to Negotiations
Power at the bargaining table is rarely distributed evenly. A job seeker lacking alternative offers is not going to have much "hammer" in salary discussions with a prospective employer. But what happens when you are perceived to...
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by Mallory Stark
- 28 Apr 2008
- HBS Case
Negotiating with Wal-Mart
Muccio: Negotiating the P&G Relationship with Wal-Mart," HBS professor Jim Sebenius and Research Associate Ellen Knebel show two very different organizations doing just that. The cases are part of a series that involve hard View Details
- 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
- 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