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New research on emotions from Harvard Business School faculty on issues including the role of emotions in effective negotiations, the harmful effects of anxiety on performance, and how advertisers can effectively capture and keep viewers' attention by evoking certain emotional responses.
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Employee Negativity Is Like Wildfire. Manage It Before It Spreads.

by Kristen Senz

One overwhelmed person's gripes can quickly escalate into collective distress. Research by Amit Goldenberg gives managers reasons to pay close attention to teams' emotions. He offers advice to help groups reframe negative experiences.

Why Anger Makes a Wrongly Accused Person Look Guilty

by Michael Blanding

Too often, people rely on biases and hunches to judge complex situations. Research by Leslie John shows how easy it is to make the wrong call. Open for comment; 0 Comments.

Keep Your Weary Workers Engaged and Motivated

by Boris Groysberg and Robin Abrahams

Humans are motivated by four drives: acquire, bond, comprehend, and defend. Boris Groysberg and Robin Abrahams discuss how managers can use all four to keep employees engaged. Open for comment; 0 Comments.

How Leaders Can Navigate Politicized Conversations and Inspire Collaboration

by Kristen Senz

Francesca Gino discusses the psychology of conversation in politicized workplaces and how managers can improve their conversation styles to create high-quality collaboration. Open for comment; 0 Comments.

What the Stockdale Paradox Tells Us About Crisis Leadership

by Boris Groysberg and Robin Abrahams

The Stockdale Paradox and survival psychology contain wisdom for how leaders can manage the coronavirus crisis, according to Boris Groysberg and Robin Abrahams. Open for comment; 0 Comments.

The Pursuit of Passion Propagates Privilege

by Josephine Tan and Jon M. Jachimowicz

While graduating students are often exhorted to do work they love to do, those from lower socioeconomic backgrounds are less likely to feel that they are a fit for and have the skills to thrive in a job that calls for passion.

Controlling the Emotion of Negotiation

Re: Leslie K. John

Leslie John discusses the importance of asking (and answering) the right questions when negotiating, particularly under emotional stress. Open for comment; 0 Comments.

When Your Passion Works Against You

by Dina Gerdeman

Passion is supposed to be the secret sauce that transforms average managers into dynamic leaders. The reality is more complicated, says Jon M. Jachimowicz. Open for comment; 0 Comments.

Feeling Stressed? Try Sniffing Your Romantic Partner's Shirt

by Carmen Nobel

Attention business travelers: Reducing on-the-road stress might be as simple as tucking a loved one’s t-shirt into your suitcase, according to new research by Marlise Hofer, Hanne K. Collins, Ashley V. Whillans, and Frances S. Chen. Open for comment; 0 Comments.

Summing Up: Why Can’t Organizations Engage Their Employees?

by James Heskett

Who is responsible for generating employee engagement? The employee, or the employee's managers? Readers of this month's James Heskett column have a lot to say on the issue. Open for comment; 0 Comments.

The Quest for Better Layoffs

by Carmen Nobel

Professor Sandra Sucher wants to change the way business thinks about workforce reductions. "We want people to learn about the forces they unleash in the firm when they institute layoffs." Open for comment; 0 Comments.

The Role of Emotions in Effective Negotiations

by Michael Blanding

Andy Wasynczuk, a former negotiator for the New England Patriots, explores the sometimes intense role that emotions can play in negotiations. Closed for comment; 0 Comments.

Overcoming Nervous Nelly

by Michael Blanding

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.

The Power of Rituals in Life, Death, and Business

by Carmen Nobel

Experimental research by Michael I. Norton, Francesca Gino, and colleagues proves multiple benefits of using rituals. Not only do they have the power to alleviate grief, but they also serve to enhance the experience of consuming food—even something as mundane as a carrot. Closed for comment; 0 Comments.

5 Weight Loss Tips From Behavioral Economists

by Carmen Nobel

Behavioral economists study what motivates people to buy, save, donate, and any other number of actions that build society. The following studies reveal proven methods of encouraging healthy eating and exercise. Open for comment; 0 Comments.

Creating Online Ads We Want to Watch

by Carmen Nobel

The mere fact that an online video advertisement reaches a viewer's computer screen does not guarantee that the ad actually reaches the viewer. New experimental research by Thales S. Teixeira looks at how advertisers can effectively capture and keep viewers' attention by evoking certain emotional responses. Closed for comment; 0 Comments.

Empathy: The Brand Equity of Retail

by Carmen Nobel

Retailers can offer great product selection and value, but those who lack empathy for their customers are at risk of losing them, says professor Ananth Raman. Closed for comment; 0 Comments.

A Decision-Making Perspective to Negotiation: A Review of the Past and a Look into the Future

by Chia-Jung Tsay & Max H. Bazerman

The art and science of negotiation has evolved greatly over the past three decades, thanks to advances in the social sciences in collaboration with other disciplines and in tandem with the practical application of new ideas. In this paper, HBS doctoral student Chia-Jung Tsay and professor Max H. Bazerman review the recent past and highlight promising trends for the future of negotiation research. In the early 1980s, Cambridge, Massachusetts, was a hot spot on the negotiations front, as scholars from different disciplines began interacting in the exploration of exciting new concepts. The field took a big leap forward with the creation of the Program on Negotiation, an interdisciplinary, multicollege research center based at Harvard University. At the same time, Roger Fisher and William Ury's popular book Getting to Yes (1981) had a pronounced impact on how practitioners think about negotiations. On a more scholarly front, a related, yet profoundly different change began with the publication of HBS professor emeritus Howard Raiffa's book The Art and Science of Negotiation (1982), which for years to come transformed how researchers would think about and conduct empirical research. Key concepts include: Even as it has transitioned from decision analysis to behavioral decision research to social psychology, the decision perspective to negotiation has remained central to practitioners and academics alike, offering both practical relevance and the foundation for exciting new lines of research. Some of the most recent directions being pursued are surprises that early contributors to the decision perspective could have never predicted, as negotiation scholars engage with other disciplines and draw insights from diverse fields ranging from philosophy to neurobiology. Such collaboration is a healthy sign for an ongoing line of negotiation research. Closed for comment; 0 Comments.

I’ll Have the Ice Cream Soon and the Vegetables Later: Decreasing Impatience over Time in Online Grocery Orders

by Todd Rogers, Katherine L. Milkman & Max H. Bazerman

How do people’s preferences differ when they make choices for the near term versus the more distant future? Providing evidence from a field study of an online grocer, this research shows that people act as if they will be increasingly virtuous the further into the future they project. Researchers examined how the length of delay between when an online grocery order is completed and when it is delivered affects what consumers order. They find that consumers purchase more "should" (healthy) groceries such as vegetables and less "want" (unhealthy) groceries such as ice cream the greater the delay between order completion and order delivery. The results have implications for public policy, supply chain managers, and models of time discounting. Key concepts include: Consumers spend less and order a higher percentage of "should" items and a lower percentage of "want" items the further in advance of delivery they place a grocery order. Encouraging people to order their groceries up to 5 days in advance of consumption could influence the healthfulness of the foods that people consume. Similarly, asking students in schools to select their lunches up to a week in advance could considerably increase the healthfulness of the foods they elect to eat. Online and catalog retailers that offer a range of goods as well as different delivery options might be able to improve their demand forecasting by understanding these findings. Closed for comment; 0 Comments.

The Power of Ordinary Practices

Re: Teresa M. Amabile

Seemingly mundane things that managers do can have great impact on their workers, says Professor Teresa Amabile. In this conversation with Professor Mike Roberts, she updates her ongoing research on creativity in the workplace by investigating how people's intense inner work lives affect their productivity—and how managers can encourage production. Closed for comment; 0 Comments.