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    Cold Call
    A podcast featuring faculty discussing cases they've written and the lessons they impart.
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    • 14 Feb 2019
    • Cold Call Podcast

    The Delicious History of Hershey Chocolate

    Have you ever wondered how Hershey chocolate came to be so popular? Professor Nancy Koehn discusses the life and vision of Milton Hershey, the entrepreneur and philanthropist behind the Hershey chocolate bar, the town of Hershey, Pennsylvania, and the Milton Hershey School.  Open for comment; 0 Comment(s) posted.

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    Negotiation PreparationRemove Negotiation Preparation →

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    • 30 Jul 2018
    • Research & Ideas

    Why Ethical People Become Unethical Negotiators

    by Dina Gerdeman

    You may think you are an ethical person, but self-interest can cloud your judgment when you sit down at the bargaining table, says Max Bazerman. Open for comment; Comment(s) posted.

    • 17 Sep 2014
    • Sharpening Your Skills

    Sharpen Your Negotiation Skills

    by Sean Silverthorne

    Everyone negotiates, but few negotiate well. Here is a collection of Working Knowledge articles and faculty working papers that detail some of the the skills needed to negotiate successfully. Closed for comment; 0 Comment(s) posted.

    • 10 Sep 2001
    • Research & Ideas

    The Negotiator’s Secret: More Than Merely Effective

    by James K. Sebenius

    What turns merely effective negotiators into all-out expert negotiators? The ability to overcome six common mistakes, according to HBS professor James K. Sebenius. In this excerpt from the Harvard Business Review, he describes one of the most glaring. Closed for comment; 0 Comment(s) posted.

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