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Photo of Andrew Wasynczuk

Unit: Negotiation, Organizations & Markets

Contact:

(617) 495-8043

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Areas of Interest

  • compensation
  • managerial incentives
  • motivation
  • negotiation
  • performance measurement

Andrew Wasynczuk

Senior Lecturer of Business Administration

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Andy Wasynczuk joined the faculty of Harvard Business School in the spring of 2005. He has taught a wide range of negotiation courses in the required and elective MBA curriculum.  He currently teaches the popular elective course on Negotiation as well as Managing, Organizing and Motivating for Value.  The latter explores the manager's role in influencing and motivating individuals and teams at an interpersonal level as well as the design and management of the formal systems used to motivate employees (e.g. incentive compensation, promotion, recognition).  He is also actively involved in the GMP executive education program. 

Wasynczuk came to HBS after sixteen years with the New England Patriots and related enterprises. He originally joined the Kraft family in 1989 as Chief Operating Officer of Foxboro Stadium and helped navigate a progression of moves which led to a championship organization both on and off the field. As Chief Operating Officer for the New England Patriots and Gillette Stadium, Wasynczuk managed the daily business operations of every department in both organizations. In addition to his operating responsibilities, he oversaw the development of various player compensation analysis tools, which continue to be instrumental to the team’s ongoing leadership in salary cap management. Wasynczuk’s negotiating expertise was evident not only in his player negotiations, but also in many off-field negotiations. He led the negotiations and campaigns necessary to secure the local, state and federal approvals that were required to build Gillette Stadium in Foxboro. He was involved in the negotiations for the Stadium construction contract and oversaw its ultimate implementation. He was at the center of the naming rights negotiations for the Stadium. During Wasynczuk’s last five years with the team, the organization built and opened world class Gillette Stadium and brought three Superbowl Championships to New England.

Prior to joining the Kraft organization, Wasynczuk was a consultant at Bain & Company in Boston.  He received his MBA from HBS in 1983. He also holds B.S. and M.S. degrees in Electrical Engineering from Case Western Reserve University.  Wasynczuk serves on several charitable boards, including Case Western Reserve University and St. Sebastian's School. Andy and his wife, Rebecca, have four children and live in Westwood, MA.

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PublicationsTeaching

Journal Articles

  1. Article | Harvard Business Review

    The Gentleman's 'Three'

    Brian Hall and Andrew Wasynczuk

    Citation:

    Hall, Brian, and Andrew Wasynczuk. "The Gentleman's 'Three'." Harvard Business Review 89, nos. 7-8 (July–August 2011). (HBR Case Study.)  View Details
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Cases and Teaching Materials

  1. Case | HBS Case Collection | September 2018

    Verisk: Trailblazing in the Big Data Jungle

    Andrew Wasynczuk, Francesca Gino and Karim Sameh

    This case revolves around Verisk Analytics' initiatives to drive innovation throughout the firm's many business verticals. Verisk, originally named ISO, started life as an insurance rating agency in the early 1970s, acting as an intermediary between insurance companies and state governments. Over time, the firm transformed from being a non-profit to a for-profit entity, while expanding its lines of business to realms other than insurance. By both exploring the history of the insurance industry and Verisk's unique position within it, the case provides readers with an understanding of the firm's growth strategy and why innovation is so crucial for its success. The case leaves readers to ponder Verisk's innovation and growth strategy, challenging them to assess its strengths and weaknesses.

    Keywords: Verisk; Argus; Wood Mackenzie; Insurance; energy; analytics; data; big data; Acquisitions; acquisition strategy; innovation; organic growth; Innovation Strategy; Innovation Leadership; Technological Innovation; Acquisition; Growth and Development Strategy; Insurance Industry; Energy Industry; Consulting Industry; United States; United Kingdom; New York (state, US); England;

    Citation:

    Wasynczuk, Andrew, Francesca Gino, and Karim Sameh. "Verisk: Trailblazing in the Big Data Jungle." Harvard Business School Case 919-014, September 2018.  View Details
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  2. Case | HBS Case Collection | January 2018

    Pravost Consulting Services

    Andrew Wasynczuk and Tiffany Y. Chang

    Pravost Consulting Services considers a division manager's response to the stringent demands of his boss who lambasts him for the division's weak performance. Six months earlier Jakub Kowalski, CEO of Pravost, promoted Viktor Novak to head up the faltering Pravost Consulting Services (PCS). For the most recent two quarters, however, PCS proved to be unfertile ground for Novak who failed to reach Kowalski's (or his own) goals for the division. Kowalski who has a reputation for being a very demanding CEO, often reciting quotes by historical military leaders, drew a sharp line in the sand for Novak: either shape up or else. With heavy rates of attrition in PCS, Novak considers what to do and whether to focus on a long-term solution in which he believes or a short-term fix to placate his boss.

    Keywords: consulting; Consulting Services; Employee Retention; retention; Eastern Europe; Performance; Attrition; culture; Poland; Krakow; Retention; Performance Improvement; Organizational Culture; Consulting Industry; Information Technology Industry; Poland; Europe;

    Citation:

    Wasynczuk, Andrew, and Tiffany Y. Chang. "Pravost Consulting Services." Harvard Business School Case 918-033, January 2018.  View Details
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  3. Case | HBS Case Collection | February 2018

    Road Rage at the DMV

    Andrew Wasynczuk, Katherine Baldiga Coffman and Karim Sameh

    When Hewlett-Packard Enterprise notified the Rhode Island's Governor's Office that it wouldn't be able to deliver a "fully-functioning" technology upgrade for the Department of Motor Vehicles, both parties had reached a breaking point. While HPE argued that it would need more money to complete the system, the Governor's cabinet was convinced that HPE was violating its contractual obligations. The case covers Rhode Island's perspective of the strategic maneuvering each side made in preparation for anticipated adjudication.

    Keywords: Department of Motor Vehicles; Hewlett Packard; Hewlett Packard Enterprise; HP; HPE; dispute resolution; litigation; Governor; government; dispute; Negotiation Process; Conflict and Resolution; Negotiation; Government and Politics; Technology Industry; Rhode Island;

    Citation:

    Wasynczuk, Andrew, Katherine Baldiga Coffman, and Karim Sameh. "Road Rage at the DMV." Harvard Business School Case 918-013, February 2018.  View Details
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  4. Supplement | HBS Case Collection | August 2017

    Golden Rule Video Supplement

    Andrew Wasynczuk

    Keywords: ethics; Business ethics; business law; corporate accountability; law; Executives; management education; management; negotiation; negotiator's dilemma; negotiations; value creation; value; moral compass; moral leadership;

    Citation:

    Wasynczuk, Andrew. "Golden Rule Video Supplement." Harvard Business School Multimedia/Video Supplement 917-702, August 2017.  View Details
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  5. Teaching Note | HBS Case Collection | April 2017

    Golden Rule

    Andrew Wasynczuk

    Jim Golden wants to radically change how catastrophic trucking accident lawsuit claims are handled by his trucking company. He wants to “do the right thing” for both the claimant and his company. Golden is a former litigator with 16 years of experience defending corporations in wrongful death lawsuits. After becoming disenchanted with the traditional “deny, delay, defend” method of litigation, which is aggressive, adversarial, costly, and drags the process out for as long as possible, Golden decides to re-think how he practices law. Golden wants to introduce a “negotiation counsel” approach to claims where his company is at fault. Initially, he is unsure of specific tactics, but envisions non-adversarial, communicative, and problem-solving interaction. He believes that if all parties involved in a claim engaged in a joint problem solving manner (rather than as a win/lose contest), practical, just, and emotionally satisfying agreements can be reached much more quickly. Teaching Note for HBS No. 909-017.

    Keywords: ethics; Business ethics; business law; corporate accountability; law; Executives; management education; management; negotiation; negotiator's dilemma; negotiations; value creation; value; moral compass; moral leadership; Lawsuits and Litigation; Ethics; Moral Sensibility; Corporate Accountability; Negotiation; Conflict and Resolution; Value Creation;

    Citation:

    Wasynczuk, Andrew. "Golden Rule." Harvard Business School Teaching Note 917-024, April 2017.  View Details
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  6. Exercise | February 2016

    Honoring the Contract: Role for YOUReka

    Andrew Wasynczuk, Francesca Gino and Karen Huang

    Citation:

    Wasynczuk, Andrew, Francesca Gino, and Karen Huang. "Honoring the Contract: Role for YOUReka." Harvard Business School Exercise 916-036, February 2016.  View Details
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  7. Exercise | February 2016

    Honoring the Contract—Role for Quantron

    Andrew Wasynczuk, Francesca Gino and Karen Huang

    Citation:

    Wasynczuk, Andrew, Francesca Gino, and Karen Huang. "Honoring the Contract—Role for Quantron." Harvard Business School Exercise 916-035, February 2016.  View Details
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  8. Case | HBS Case Collection | October 2014

    MCA Matsushita (A)

    Andrew Wasynczuk and Karen Huang

    Keywords: Music Corporation of America; Matsushita Electric Industra; Negotiation; Entertainment and Recreation Industry; Media and Broadcasting Industry; Motion Pictures and Video Industry; United States; Japan;

    Citation:

    Wasynczuk, Andrew, and Karen Huang. "MCA Matsushita (A)." Harvard Business School Case 915-014, October 2014.  View Details
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  9. Background Note | HBS Case Collection | January 2014 (Revised October 2014)

    Emotion in Negotiations: An Introduction

    Andrew Wasynczuk and Colleen Kaftan

    This note reviews some of the relevant research and offers advice for managing and dealing with emotions in the negotiation context. In particular, negotiators should strive to understand their own emotions and feelings, and be aware of the emotions the other party may be expressing. By learning to recognize and manage emotions, one is likely to improve many facets of the negotiation and obtain better outcomes for oneself and others.

    Keywords: Negotiation; Emotions;

    Citation:

    Wasynczuk, Andrew, and Colleen Kaftan. "Emotion in Negotiations: An Introduction." Harvard Business School Background Note 914-032, January 2014. (Revised October 2014.)  View Details
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  10. Teaching Note | HBS Case Collection | November 2013

    A.J. Washington: Retaining an NFL Star

    Andrew Wasynczuk and Karen Huang

    A.J. Washington explores the early phase of a contract negotiation between a professional football team and its star quarterback. This case illustrates the challenges associated with negotiation for human capital. Specifically, it explores the tension between negotiating a favorable deal with an employee, and the ability to enlist and motivate the greatest possible contribution from that employee to the organization. There are a number of pastures to explore in debriefing the case, with potential emphasis being placed on those most correlated to the course being taught. A.J. Washington serves particularly well as an introductory case in a Negotiation course surfacing themes of interest assessment, agency and contingent contracts. The case can also be used to explore topics in courses on compensation design or managing human capital.

    Keywords: negotiation; compensation; human capital; Human Capital; Negotiation; Sports; Compensation and Benefits; Sports Industry; United States;

    Citation:

    Wasynczuk, Andrew, and Karen Huang. "A.J. Washington: Retaining an NFL Star." Harvard Business School Teaching Note 914-018, November 2013.  View Details
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  11. Case | HBS Case Collection | December 2008 (Revised February 2015)

    A.J. Washington: Retaining an NFL Star

    Andrew Wasynczuk and Nicole Shae Bennett

    General Manager Luke Kolville, of the Los Angeles Spartans, struggles with the best approach to negotiate a long-term contract for his star quarterback. The agent for Washington is relatively new to the industry and has his sights set particularly high. Kolville needs to weigh a number of effects this negotiation will have on the player, his teammates, and the long-term prospects of the team.

    Keywords: Retention; Human Capital; Contracts; Managerial Roles; Negotiation; Groups and Teams; Sports Industry; Los Angeles;

    Citation:

    Wasynczuk, Andrew, and Nicole Shae Bennett. "A.J. Washington: Retaining an NFL Star." Harvard Business School Case 909-033, December 2008. (Revised February 2015.)  View Details
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  12. Case | HBS Case Collection | April 2009 (Revised October 2010)

    Golden Rule

    Andrew Wasynczuk, Katherine Dowd and Sara del Nido

    Jim Golden wants to radically change how catastrophic trucking accident lawsuit claims are handled by his trucking company. He wants to “do the right thing” for both the claimant and his company. Golden is a former litigator with 16 years of experience defending corporations in wrongful death lawsuits. After becoming disenchanted with the traditional “deny, delay, defend” method of litigation, which is aggressive, adversarial, costly, and drags the process out for as long as possible, Golden decides to re-think how he practices law. Golden wants to introduce a “negotiation counsel” approach to claims where his company is at fault. Initially, he is unsure of specific tactics, but envisions non-adversarial, communicative, and problem-solving interaction. He believes that if all parties involved in a claim engaged in a joint problem solving manner (rather than as a win/lose contest), practical, just, and emotionally satisfying agreements can be reached much more quickly.

    Keywords: ethics; Business ethics; business law; corporate accountability; law; Executives; management education; management; negotiation; negotiator's dilemma; negotiations; value creation; value; moral compass; moral leadership; Lawsuits and Litigation; Ethics; Moral Sensibility; Corporate Accountability; Negotiation; Conflict and Resolution; Value Creation;

    Citation:

    Wasynczuk, Andrew, Katherine Dowd, and Sara del Nido. "Golden Rule." Harvard Business School Case 909-017, April 2009. (Revised October 2010.)  View Details
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  13. Case | HBS Case Collection | January 2008 (Revised January 2010)

    iBasis, Inc.

    Andrew Wasynczuk, Katherine Dowd and Nicole Kravec

    iBasis examines the development of a long-term relationship between equipment manufacturer Cisco and start-up iBasis, a voice-over-internet wholesaler. Questions arise for iBasis founders as to how best to build a beneficial relationship with the much larger partner. How aggressive should they be in their pursuit of specialized equipment designs from Cisco? How should they protect their own intellectual property? After several years of market success, and several relationship defining mechanisms (from informal to a memorandum of understanding to specific equipment contracts), the partnership is tested with the dot-com bubble bursting. Not only is the relationship at risk, but iBasis' very survival is in question.

    Keywords: Technology; Intellectual Property; Value Creation; Equality and Inequality; Partners and Partnerships; Business Growth and Maturation; Price Bubble; Trust; Business Startups; Manufacturing Industry; Communications Industry; Web Services Industry;

    Citation:

    Wasynczuk, Andrew, Katherine Dowd, and Nicole Kravec. "iBasis, Inc." Harvard Business School Case 908-014, January 2008. (Revised January 2010.)  View Details
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  14. Background Note | HBS Case Collection | December 2008

    Incentives in the NFL (Abridged)

    Brian J. Hall, Andrew Wasynczuk, Jonathan Paul Lim, Sara del Nido and Katherine Dowd

    This note briefly describes compensation and incentive issues in one of the major US professional sports leagues, the National Football League (NFL). It first provides some background information on the labor market for players and the salary cap, and then describes incentive issues facing players and their agents.

    Keywords: Compensation and Benefits; Wages; Groups and Teams; Conflict of Interests; Motivation and Incentives; Sports Industry; United States;

    Citation:

    Hall, Brian J., Andrew Wasynczuk, Jonathan Paul Lim, Sara del Nido, and Katherine Dowd. "Incentives in the NFL (Abridged)." Harvard Business School Background Note 909-029, December 2008.  View Details
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  15. Supplement | HBS Case Collection | February 2006

    Smartix (D): Reflections from the Other Side of the Table

    James K. Sebenius and Andrew Wasynczuk

    Citation:

    Sebenius, James K., and Andrew Wasynczuk. "Smartix (D): Reflections from the Other Side of the Table." Harvard Business School Supplement 906-031, February 2006.  View Details
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