- 10 Aug 2021
- Cold Call Podcast
The Science of Sales Conversations with Gong’s Amit Bendov
Gong’s business proposition is simple: provide software that automatically captures, understands, and analyzes written and spoken sales conversations to help sales teams sell more effectively. But can technology that leverages conversational insights make a measurable impact on a company's bottom line? Associate Professor Alison Wood Brooks and Gong CEO and co-founder Amit Bendov discuss what salespeople can learn from their own conversations and how Gong can defend against current and future competitors, in the case, "Gong: Resonating Conversational Insights." Open for comment; 0 Comments.
- 08 Sep 2020
- Sharpening Your Skills
Capitalism Works Better When I Can See What You're Doing
Lower prices. More innovation. Better government. Transparency fuels the basic principles of competitive business and open government. Well, most of the time. Open for comment; 0 Comments.
- 13 Mar 2019
- Research & Ideas
Ignore This Advice at Your Own Peril
Refusing to act on advice from a respected colleague or mentor can backfire and damage your working relationship, a new study says. Hayley Blunden explains the career implications of seeking counsel from others. Open for comment; 0 Comments.
- 05 Dec 2018
- Research & Ideas
Why Managers Should Reveal Their Failures
If you want to get your messages through to employees, be ready to confess your own management shortcomings, counsels Alison Wood Brooks. Open for comment; 0 Comments.
- 18 Mar 2018
- Working Paper Summaries
Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors
Think more carefully and strategically about expressing gratitude while negotiations are still underway. Even if negotiators feel grateful for concessions from a counterpart, it may not help them, and it might even hurt them, to express it then and there. Wait until the deal is done before saying thanks.
- 16 Mar 2018
- Working Paper Summaries
Amount and Diversity of Digital Emotional Expression Predicts Happiness
Emoticons might seem trivial because they require just the tap of a finger, but this study shows how emoticons make a difference in overall emotion expression. People use emoticons to highlight the emotions they intend to convey, and emoticons also serve as predictors—and causes—of happiness and well-being.
- 15 Mar 2018
- Working Paper Summaries
Backhanded Compliments: How Negative Comparisons Undermine Flattery
Backhanded compliments seem like praise but can leave a sting. This study explores the psychology of backhanded compliments. Flatterers deploy backhanded compliments to garner liking while conveying social status. Recipients view praise of this kind as strategic put-downs and penalize would-be flatterers even as the backhanded compliment undermines their motivation and perseverance.
- 03 Jan 2018
- Sharpening Your Skills
5 Career-Related New Year’s Resolutions (and 5 Tips for Keeping Them)
Here are well-researched tips from Harvard Business School faculty to help you keep your career-related resolutions this year. Open for comment; 0 Comments.
- 31 Oct 2017
- First Look
New Research and Ideas, October 31, 2017
Mutual funds and unicorns ... Harvard’s investigation into a soccer scandal ... Business sustainability from a historical perspective.
- 30 Oct 2017
- Research & Ideas
Asking Questions Can Get You a Better Job or a Second Date
Knowing how to keep a conversation going can improve your career as well as your social life, according to research by Alison Wood Brooks and colleagues. Open for comment; 0 Comments.
- 30 May 2017
- First Look
First Look at New Research and Ideas, May 30
Advice for those seeking advice ... Should CEOs become social activists? ... What companies don’t know about location.
- 19 Sep 2016
- Research & Ideas
Why Isn't Business Research More Relevant to Business Practitioners?
There’s a pervasive paradox in academia: Research conducted at business schools often offers no obvious value to people who work in the world of business. Professors and practitioners weigh in on how to enhance the relevance of research. Open for comment; 0 Comments.
- 06 Sep 2016
- First Look
September 6, 2016
How to make the other side play fair...Why organic agriculture thrives in some countries but not others...When humor works
- 02 Aug 2016
- First Look
August 2, 2016
Can rituals decrease performance anxiety? ... How to attract attention on the internet ... The risk of eliminating what you are known for.
- 26 Jul 2016
- First Look
July 26, 2016
Looking under Disney's 'tentpole' strategy ... The right way to show distress at work ... Quick payment boosts employment growth.
- 23 Sep 2015
- Research & Ideas
Men Want Powerful Jobs More Than Women Do
While women and men believe they are equally able to attain high-level leadership positions, men want that power more than women do, according to new research by Francesca Gino, Caroline Wilmuth, and Alison Wood Brooks. Open for comment; 0 Comments.
- 30 Apr 2014
- Research & Ideas
Venture Investors Prefer Funding Handsome Men
Studies by Alison Wood Brooks and colleagues reveal that investors prefer pitches from male entrepreneurs over those from female entrepreneurs, even when the content of the pitches is identical. And handsome men fare best of all. Open for comment; 0 Comments.
- 23 Oct 2013
- Research & Ideas
Overcoming Nervous Nelly
In situations from business negotiations to karaoke, Alison Wood Brooks explores the harmful effects of anxiety on performance—and how to combat them. Closed for comment; 0 Comments.
How to Live Happier in 2023: Diversify Your Social Circle
People need all kinds of relationships to thrive: partners, acquaintances, colleagues, and family. Research by Michael Norton and Alison Wood Brooks offers new reasons to pick up the phone and reconnect with that old friend from home.