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- All HBS Web (138)
- Faculty Publications (62)
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- 06 Mar 2006
- Research & Ideas
Four Strategies for Making Concessions
unreciprocated. In this article, I present four strategies to help you maximize the likelihood that others will acknowledge your gestures of goodwill and reciprocate in kind. 1. Label Your Concessions In negotiation, don't assume that...
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by Deepak Malhotra
- 2008
- Chapter
Corporate Honesty and Business Education: A Behavioral Model
By: Rakesh Khurana and Herbert Gintis
Since the mid-1970s neoclassical economic theory has dominated business school thinking and teaching in dealing with the nature of human motivation. However valuable in understanding competitive product and financial markets, neoclassical economic theory employs an...
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Keywords:
Business Education;
Ethics;
Managerial Roles;
Corporate Social Responsibility and Impact;
Organizational Culture;
Business and Shareholder Relations;
Mathematical Methods;
Behavior
Khurana, Rakesh, and Herbert Gintis. "Corporate Honesty and Business Education: A Behavioral Model." In Moral Markets: The Critical Role of Values in the Economy, edited by Paul J. Zak. Princeton University Press, 2008.
- 09 Feb 2015
- Research & Ideas
Professional Networking Makes People Feel Dirty
flesh-pressing more palatable. But Gino notes that powerful people know they can contribute reciprocal value to most professional interactions. Thus, before attending a networking event, it may behoove low-power people to consider...
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by Carmen Nobel
- 05 Apr 2004
- Research & Ideas
Six Ways to Build Trust in Negotiations
understands what the other side values. Label your concessions Actions may speak louder than words, but actions in negotiation are often ambiguous. Concessions, unilateral or otherwise, are only influential in building trust or encouraging View Details
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by Deepak Malhotra
- 12 Nov 2012
- Research & Ideas
Pay Workers More So They Steal Less
more than workers in competing organizations? Would theft decrease? Before doing her research, Sandino hypothesized that higher compensation would discourage stealing for several reasons. First, employees receiving higher pay would feel more warmly toward their...
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- Research Summary
Institutions and Corporate Lobbying
“Institutions and Make-or-Buy Decision of Lobbying: The Role of Sociopolitical Legitimacy on Foreign MNEs’ Lobbying Internalization”
In this study, I examine how legitimacy comes into play in foreign MNEs’ make-or-buy decisions... View Details
Keywords:
Institutions;
Make V. Buy;
Lobbying;
Legitimacy;
Corruption;
Culture;
Multinational Enterprise;
United States
- 25 Jul 2005
- Research & Ideas
Fool vs. Jerk: Whom Would You Hire?
that we like people who are similar to us; people we are familiar with; people who have reciprocal positive feelings about us; and people who are inherently attractive, either in their appearance or their personality—that is, they are...
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by Tiziana Casciaro & Miguel Sousa Lobo
- 06 Mar 2020
- Book
A Great Teacher's Lessons for Leading
indulge me personalizing aspects of the covenant-creation process. From the first moment in the classroom, the teacher is laying the groundwork to create a covenant with students—a relationship where the student develops faith in the teacher and the teacher View Details
- 05 Nov 2009
- Research & Ideas
A Market for Human Cadavers in All but Name?
out—perhaps even reciprocating the exchange in another academic year. With the advent of entrepreneurial ventures, nothing in a way has changed; only new suppliers have come onboard in this commerce. However, the number of cadavers...
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- 06 Aug 2001
- Research & Ideas
Go Globalor No? Can You Make the Case?
presenter from Group B. "We came up with the idea of Benro but didn't have time to pursue it. They might be willing to talk about reciprocal distribution." Benro was a small software shop in Norway. Greg knew if had made about...
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by Walter Kuemmerle
- 18 Mar 2014
- First Look
First Look: March 18
and Fortune 500 executives. The bet-by providing "no-strings-attached" help to ecosystem partners, the partners might someday reciprocate by steering founders seeking funding to a16z. The case closes by asking whether a16z...
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Sean Silverthorne
- 26 Sep 2007
- Sharpening Your Skills
Sharpening Your Skills: Negotiation
others acknowledge your gestures of goodwill and reciprocate in kind. Four strategies for building good will and reciprocity are to label your concessions and make them salient to the other party, demand and...
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- 30 Sep 2015
- Research & Ideas
Political Polarization: Why We All Just Can't Get Along
believed their partner would be trustworthy while Democrats predicted 62 percent would. Both wildly underestimated. The actual reciprocation rate of Player B was 93 percent for Republicans and 85 percent for Democrats. Minor and Hernandez...
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- 12 Nov 2013
- First Look
First Look: November 12
link: http://francescagino.com/#/judgment_research Working Papers When 3+1>4: Gift Structure and Reciprocity in the Field By: Gilchrist, Duncan, Michael Luca, and Deepak Malhotra Abstract—Do higher wages elicit View Details
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Sean Silverthorne
- 01 Oct 2001
- Research & Ideas
Connecting With Nonprofits
collaborations are characterized by clear purpose, mission congruency, high and mutually balanced value creation, effective communication, and deep reciprocal commitment." —James Austin It is important to note that progression along...
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by James Austin
- 06 Dec 2006
- Op-Ed
India Needs to Encourage Trade with China
business, only to oversee considerable value destruction in the years since. That is, the mere fact of aggressive expansion should not strike fear. The Chinese do not generally reciprocate Indians' attitudes to them. That is, they don't...
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by Tarun Khanna
- 23 Apr 2019
- First Look
New Research and Ideas, April 23, 2019
ingrained in our capitalist system, and the conceptual and practical problems presented by this doctrine and related theory of the firm. Next, I propose an alternate, principle-based guideline for corporate purpose that blends Aristotle’s theory of View Details
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Dina Gerdeman
- 28 Jul 2016
- Op-Ed
Where is TripAdvisor for Doctors?
persuade them to reciprocate by adding reviews themselves. In addition, you need a business model that monetizes the site traffic without diminishing the site’s credibility. Once these issues are resolved, health care consumers will...
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- 05 May 2009
- First Look
First Look: May 5, 2009
hypothesize that obligation toward others would follow the norms of both direct and indirect reciprocity. Direct reciprocity predicts that obligation toward network members increases to the extent that one receives resources directly from...
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Martha Lagace
- 27 Mar 2007
- First Look
First Look: March 27, 2007
Cooperation and Reciprocity in the Workplace Author:Julio J. Rotemberg Publication:Chap. 21 in Handbook of the Economics of Giving, Altruism and Reciprocity. Vol. 2, edited by Serge-Christophe Kolm and Jean Mercier Ythier, 1371-1435....
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Martha Lagace