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      Cold Call
      A podcast featuring faculty discussing cases they've written and the lessons they impart.
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      • 23 Feb 2021
      • Cold Call Podcast

      Examining Race and Mass Incarceration in the United States

      The late 20th century saw dramatic growth in incarceration rates in the United States. Of the more than 2.3 million people in US prisons, jails, and detention centers in 2020, 60 percent were Black or Latinx. Harvard Business School assistant professor Reshmaan Hussam probes the assumptions underlying the current prison system, with its huge racial disparities, and considers what could be done to address the crisis of the American criminal justice system in her case, “Race and Mass Incarceration in the United States.”  Open for comment; 0 Comment(s) posted.

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      NegotiationRemove Negotiation →

      New research on negotiation from Harvard Business School faculty on issues including negotiation strategy, style, and tactics.
      Page 1 of 76 Results →
      • 31 Mar 2020
      • Cold Call Podcast

      Controlling the Emotion of Negotiation

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

      • 13 May 2019
      • Research & Ideas

      The Unexpected Way Whistleblowers Reduce Government Fraud

      by Kristen Senz

      Even unfounded allegations by whistleblowers can force government contractors to renegotiate their terms, say Jonas Heese and Gerardo Perez Cavazos. Open for comment; Comment(s) posted.

      • 08 Mar 2019
      • Research & Ideas

      Seven Negotiation Lessons from Amazon's HQ Disaster in Queens

      by James K. Sebenius

      After a lengthy courting process, Amazon thought its plan for a New York HQ campus was in the bag. But the company failed a primary goal of negotiations, says James Sebenius. Open for comment; Comment(s) posted.

      • 15 Oct 2018
      • Research & Ideas

      Shaky Business: How Handshakes Win Negotiations

      by Michael Blanding

      A handshake before a negotiation can have a surprisingly strong effect on the outcome, according to Michael Norton, Francesca Gino, and colleagues. Open for comment; Comment(s) posted.

      • 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.

      • 05 Jul 2018
      • Book

      Henry Kissinger's Lessons for Business Negotiators

      by Sean Silverthorne

      Much has been written about Henry Kissinger the diplomat and United States secretary of state, but surprisingly little about Kissinger the dealmaker. A trio of Harvard scholars remedies that with Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level. Co-author James Sebenius discusses what business negotiators can learn. Open for comment; Comment(s) posted.

      • 23 Jan 2018
      • Working Paper Summaries

      Transaction Costs and the Duration of Contracts

      by Alexander MacKay

      When buyers transact with sellers, they select not only whom to transact with but also for how long. This paper develops a model of optimal contract duration arising from underlying supply costs and transaction costs. The model allows for the quantification of transaction costs, which are often unobserved, and the impact of these costs on welfare.

      • 05 Apr 2017
      • Research & Ideas

      For Women Especially, It Pays to Know What Car Repairs Should Cost

      by Wendy Guild Swearingen

      Consumers can negotiate cheaper auto repair prices by convincing service reps they know something about market rates—helping women overcome gender discrimination, according to recently published research by Ayelet Israeli and co-authors. Open for comment; Comment(s) posted.

      • 05 Dec 2016
      • Research & Ideas

      How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky)

      by Dina Gerdeman

      Presidential candidates do it. Business leaders do it. You probably do it, too. Paltering is a gentle form of lying, but is reviled by negotiators on the receiving end. Research by Francesca Gino, Michael Norton, and colleagues. Open for comment; Comment(s) posted.

      • 05 Dec 2016
      • Research & Ideas

      How The 2016 Presidential Candidates Misled Us With Truthful Statements

      by Dina Gerdeman

      Paltering, a subtle form of lying where an almost true statement is used, is not unknown in the world of politics. Here are several examples. Open for comment; Comment(s) posted.

      • 23 May 2016
      • Research & Ideas

      A Little Understanding Motivates Copyright Abusers to Pay Up

      by Michael Blanding

      Many Internet users don't give a second thought to copying and reusing an image. Hong Luo and Julie Holland Mortimer explain how copyright holders can gently persuade abusers to do the right thing. Open for comment; Comment(s) posted.

      • 11 May 2016
      • Research & Ideas

      Fix This! Why is it so Painful to Buy a New Car?

      by Sean Silverthorne

      Car-buying sends shivers up the backbones of American consumers, so why hasn’t the industry stepped up to create a better experience? Leonard Schlesinger, Jill Avery, and Ryan Buell tell their own war stories and talk about how the battle might yet be won. Open for comment; Comment(s) posted.

      • 18 Apr 2016
      • Research & Ideas

      The Cost of Leaning-in

      by Carmen Nobel

      Women who are forced to negotiate tend to fare worse than if they hadn’t negotiated at all, according to research by Christine Exley, Muriel Niederle, and Lise Vesterlund. Open for comment; Comment(s) posted.

      • 13 Apr 2016
      • Working Paper Summaries

      Knowing When to Ask: The Cost of Leaning-in

      by Christine L. Exley, Muriel Niederle, and Lise Vesterlund

      The popular push for women to “lean in” holds that women should negotiate on their own behalf to overcome the gender wage gap. This study, however, shows the importance of choice in successful negotiations. Women usually choose to enter negotiations leading to financial gains and avoid negotiations that would result in financial losses. Regardless of the reasons for avoidance, leaning-in is not automatically the best advice for women.

      • 04 Apr 2016
      • Book

      How to Negotiate Situations That Feel Hopeless

      by Carmen Nobel

      In Negotiating the Impossible, Deepak Malhotra outlines key lessons for negotiating sticky situations, with examples that include the Cuban Missile Crisis, disputes in the National Football League and National Hockey League, and several instances of high-stakes deal-making where companies found themselves negotiating against the odds. Open for comment; Comment(s) posted.

      • 25 Jan 2016
      • Research & Ideas

      When Negotiating a Price, Never Bid with a Round Number

      by Carmen Nobel

      Investors who offer “precise” bids for company shares yield better outcomes than those who offer round-number bids, according to research by Petri Hukkanen and Matti Keloharju. Open for comment; Comment(s) posted.

      • 16 Dec 2015
      • Research & Ideas

      What Happens When Zambian Schoolgirls Receive Negotiation Training

      Research by Kathleen McGinn and colleagues shows how teaching negotiation skills to young Zambian women can greatly improve their health and educational outcomes. Open for comment; Comment(s) posted.

      • 09 Nov 2015
      • Research & Ideas

      These Employers Pay Higher Salaries than Necessary

      by Michael Blanding

      Some employers using online freelance marketplaces for the first time pay more than they have to for workers. Why? An information imbalance that job seekers can exploit, as explained in research by professor Christopher T. Stanton. Open for comment; Comment(s) posted.

      • 11 Mar 2015
      • Research & Ideas

      How Do You Grade Out as a Negotiator?

      by Michael Blanding

      Most negotiation training focuses on what happens before and during the talks. Michael Wheeler's new app helps users improve their skills after the deal is completed. Open for comment; 2 Comment(s) posted.

      • 11 Feb 2015
      • Working Paper Summaries

      Tommy Koh and the US-Singapore Free Trade Agreement: A Multifront ‘Negotiation Campaign’

      by Laurence A. Green & James K. Sebenius

      Sophisticated international negotiators don't just do a number of separate deals, hoping that they somehow add up to the ultimate result; instead, they design and wage carefully structured "negotiation campaigns." As the USSFTA case illustrates, it is useful in complex, multiparty situations for negotiators to think in terms of multifront campaigns that must combine to generate enough support for ultimate target agreements. The authors of this paper further outline steps involved in orchestrating a successful negotiation campaign. Closed for comment; 0 Comment(s) posted.

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