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- May 2023
- Article
Equilibrium Effects of Pay Transparency
By: Zoë B. Cullen and Bobak Pakzad-Hurson
The public discourse around pay transparency has focused on the direct effect: how workers seek
to rectify newly-disclosed pay inequities through renegotiations. The question of how wage-setting
and hiring practices of the firm respond in equilibrium has received...
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Keywords:
Pay Transparency;
Online Labor Market;
Privacy;
Wage Gap;
Corporate Disclosure;
Wages;
Negotiation
- 2023
- Working Paper
The Link Between Integrative Bargaining and Leadership Evaluations
By: Julian J. Zlatev and Francis J. Flynn
We draw from implicit leadership theory and the dual concern theory of conflict resolution to posit a link
between negotiation style and leadership evaluations. Specifically, we propose that individuals who are
more skilled at integrative, but not distributive,...
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- 2023
- Working Paper
Is Pay Transparency Good?
By: Zoë Cullen
Countries around the world are enacting pay transparency policies to combat pay discrimination.
71% of OECD countries have done so since 2000. Most are enacting transparency horizontally,
revealing pay between co-workers of similar seniority within a firm. While...
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Keywords:
Pay Transparency;
Trends;
Transition;
Communication Strategy;
Wages;
Policy;
Europe;
North America;
Australia
- 2023
- Working Paper
Too Many Managers: The Strategic Use of Titles to Avoid Overtime Payments
By: Lauren Cohen, Umit Gurun and N. Bugra Ozel
We find widespread evidence of firms appearing to avoid paying overtime wages by exploiting a
federal law that allows them to do so for employees termed as “managers” and paid a salary above a
pre-defined dollar threshold. We show that listings for salaried positions...
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- 2022
- Chapter
Of Learning and Forgetting: Centrism, Populism, and the Legitimacy Crisis of Globalization
By: Rawi Abdelal
Every order is a bargain with disappointments and trade-offs. Thus is every order an unstable equilibrium. The first era of globalization, circa 1870–1914, created both international prosperity and domestic instability. That instability was fully realized during the...
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- April 2022
- Teaching Note
Tempur Sealy International (A, B & C)
By: Benjamin C. Esty and Daniel Fisher
Teaching Note for HBS Case Nos. 718-422, 718-423, and 718-424. The cases explore the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms...
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Keywords:
Porter's 5 Forces;
Bargaining Power;
Buyer Power;
Customer Power;
Supplier Power;
Negotiations;
Value Capture;
Private Equity;
Consumer Durables;
Consumer Discretionary;
Mattresses;
B-2-B;
Industry Dynamics;
Leadership;
Compensation;
Corporate Strategy;
Business Strategy;
Value Creation;
Competition;
Cooperation;
Distribution;
Negotiation;
Industry Structures;
Customers;
Relationships;
Distribution Industry;
Manufacturing Industry;
Retail Industry;
Consumer Products Industry;
United States;
South Africa
- March 2022
- Article
Contractual Restrictions and Debt Traps
By: Ernest Liu and Benjamin N. Roth
Microcredit and other forms of small-scale finance have failed to catalyze entrepreneurship in developing countries. In these credit markets, borrowers and lenders often bargain over not only the interest rate but also implicit restrictions on types of investment. We...
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- 2022
- Chapter
State-Formation, Statist Islam, and Regime Instability: Evidence from Turkey
By: Kristin Fabbe
Religion, and particularly the forces of political Islam and state secularism, have been central to discussions of regime stability in the Turkish case. Intense polarization, political instability, and military interventions have propelled Turkey into crisis about once...
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- January 2022 (Revised February 2022)
- Teaching Note
Universal During COVID: The Future of Theatrical Windows
By: Hong Luo, Henry McGee and Carol Lin
The COVID-19 pandemic brought enormous disruption to the movie industry, closing theaters indefinitely by mid-March 2020, halting television and film production, and throwing theatrical release schedules into disarray. Shell had assumed the CEO position at NBC...
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- November 2021
- Case
Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (A)
By: James K. Sebenius and Alex Green
Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant...
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- November 2021
- Supplement
Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (B)
By: James K. Sebenius and Alex Green
This case describes, largely in his own words, how Schwarzman dealt with the eight negotiation challenges in the (A) case (922-005); with respect to each challenge, a series of generalizations follows to enhance one's effectiveness in negotiation.
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- November 2021
- Case
Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)
By: James K. Sebenius and Alex Green
Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant...
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- November 2021
- Supplement
Steve Schwarzman on Dealmaking II: When They Hold All the Cards (B)
By: James K. Sebenius and Alex Green
This case describes, largely in his own words, how Schwarzman dealt with the eight negotiation challenges in the (A) case (922-007); with respect to each challenge, a series of generalizations follows to enhance one's effectiveness in negotiation.
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Keywords:
Dealmaking;
Bargaining;
Conflict Resolution;
Negotiation;
Private Equity;
Entrepreneurship
- October 2021
- Case
Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)
By: James K. Sebenius and Alex Green
When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for...
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- October 2021
- Supplement
Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)
By: James K. Sebenius and Alex Green
When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for...
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- 2021
- Working Paper
Equilibrium Effects of Pay Transparency
By: Zoë B. Cullen and Bobak Pakzad-Hurson
The public discourse around pay transparency has focused on the direct effect: how workers seek
to rectify newly-disclosed pay inequities through renegotiations. The question of how wage-setting
and hiring practices of the firm respond in equilibrium has received...
View Details
- April 16, 2021
- Article
A Playbook for Negotiators in the Social Media Era
By: James K. Sebenius, Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg and Paul Levy
The disruptive effects of social media have been felt in virtually every corner of the world. Yet the information revolution has been largely ignored in the field of negotiation. Through a series of case studies we explore how savvy practitioners can ethically harness...
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- March 2021
- Article
The Impact of the General Data Protection Regulation on Internet Interconnection
By: Ran Zhuo, Bradley Huffaker, KC Claffy and Shane Greenstein
The Internet comprises thousands of independently operated networks, where bilaterally negotiated interconnection agreements determine the flow of data between networks. The European Union’s General Data Protection Regulation (GDPR) imposes strict restrictions on...
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- January 2021 (Revised March 2021)
- Case
Juno (A): Leveraging Student Power
By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
In March 2020, Chris Abkarians and Nikhil Agarwal were in the midst of preparing the annual auction for their student loan assistance startup, Juno. Both current MBA students at Harvard Business School, the duo founded Juno in 2018 to leverage student bargaining power...
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Keywords:
Decision Making;
Decision Choices and Conditions;
Decisions;
Cost vs Benefits;
Education;
Higher Education;
Finance;
Borrowing and Debt;
Strategy;
Adaptation;
Alignment;
Negotiation;
Agreements and Arrangements;
Negotiation Participants;
Negotiation Process;
Negotiation Tactics;
Negotiation Deal;
Negotiation Offer;
Negotiation Types;
Financial Services Industry;
Education Industry;
North and Central America;
United States;
Massachusetts;
Boston
- January 2021
- Case
Toyota and Its Labor Union in Argentina (A)
By: Jorge Tamayo, Erik Snowberg and Jenyfeer Martinez Buitrago
In 2011, Daniel Herrero, CEO of Toyota Argentina (TASA) since 2010, was about to meet with the Secretary-General of the union representing automotive industry workers in the country. The company produced vehicles in Argentina since 1997 at their plant at Zárate, and,...
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