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Publications
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- March–April 2023
- Article
The New-Collar Workforce
By: Colleen Ammerman, Boris Groysberg and Ginni Rometty
Many workers today are stuck in low-paying jobs, unable to advance simply because they don’t have a bachelor’s degree. At the same time, many companies are desperate for workers and not meeting the diversity goals that could help them perform better while also reducing...
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- October 2022
- Case
An Heir with No Spare: The Deitch Family Office
By: Lauren Cohen and Grace Headinger
Joe and Matt Deitch, father and son, knew it was time to start their own family office. Matthew had recently joined his father at the family’s three enterprises, and they both realized that their family’s needs had grown increasingly complex over the years. In search...
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Keywords:
Family Office;
Philanthropy;
Charitable Giving;
Family;
Family Business;
Talent and Talent Management;
Entrepreneurship;
Governance;
Values and Beliefs;
Job Search;
Organizational Design;
Organizational Structure;
Family Ownership;
Philanthropy and Charitable Giving;
Family and Family Relationships;
Financial Services Industry;
Real Estate Industry;
Technology Industry;
United States;
Massachusetts;
Boston;
Florida;
Miami
- September–October 2022
- Article
Seeking Purity, Avoiding Pollution: Strategies for Moral Career Building
By: Erin Reid and Lakshmi Ramarajan
This study builds theory on how people construct moral careers. Analyzing interviews with 102 journalists, we show how people build moral careers by seeking jobs that allow them to fulfill both the institution’s moral obligations and their own material aims. We...
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- March 2022
- Case
Skills-First Hiring at IBM
By: Boris Groysberg and Sarah Mehta
This case reviews IBM’s efforts to widen its hiring funnel and broaden its talent pool.
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Keywords:
Competency and Skills;
Experience and Expertise;
Talent and Talent Management;
Human Resources;
Employees;
Recruitment;
Retention;
Selection and Staffing;
Jobs and Positions;
Job Design and Levels;
Job Interviews;
Society;
Social Issues;
Technology Industry;
United States;
New York (city, NY)
- September 2021 (Revised September 2021)
- Case
On the Bubble: Startup Bootstrapping
By: Jeffrey J. Bussgang, Tom Quinn and Annelena Lobb
Bubble was a software company in the low-code/no-code market, making tools that allowed users without traditional programming backgrounds or technical skills to build software. The case covers cofounder Joshua Haas’s engineering background, as he experienced a high...
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Keywords:
Business Startups;
Business Growth and Maturation;
Business Model;
Business Plan;
Disruption;
Transformation;
Trends;
Customer Focus and Relationships;
Customer Relationship Management;
Decision Making;
Cost vs Benefits;
Decisions;
Entrepreneurship;
Venture Capital;
Equity;
Executive Compensation;
Recruitment;
Selection and Staffing;
Disruptive Innovation;
Technological Innovation;
Job Interviews;
Growth and Development Strategy;
Ownership Stake;
Opportunities;
Applications and Software;
Technology Adoption;
Technology Industry;
Web Services Industry;
New York (city, NY);
California;
France
- August 2021
- Case
Zoom Video Communications: Building a Culture of Diversity, Equity, & Inclusion During COVID-19
By: Karen G. Mills, Scott Duke Kominers, Christopher Stanton, Andy Wu, George Gonzalez and Gabriella Elanbeck
Keywords:
Diversity Management;
Diversity Training;
Cultural Change;
Cultural Diversity;
Inclusion;
Inclusive Growth;
Inclusive Hiring;
Hiring;
Hiring Of Employees;
Recruiting;
Performance Management;
Change Leadership;
Race And Ethnicity;
Racial Bias;
Racial Disparity;
Racial Injustice;
Racial Tensions;
Racism;
Organization;
Organization Process;
Organization Structure;
Structural/institutional Racism;
Leadership And Change Management;
Leadership And Managing People;
Leading;
Gender Bias;
Discrimination;
Inequalities;
Inequality;
Social Change;
Employee Attitude Development And Empowerment;
Employee Bonding;
Employee Empowerment;
Employee Engagement;
Employee Fairness;
Employee Morale;
Employee Performance Management;
Employee Relations;
Company Culture;
Company Values;
Values;
COVID-19 Pandemic;
Demographics;
Diversity;
Age;
Ethnicity;
Gender;
Business Processes;
Change Management;
Change;
Race;
Human Capital;
Human Resources;
Compensation and Benefits;
Employees;
Employee Relationship Management;
Recruitment;
Retention;
Selection and Staffing;
Jobs and Positions;
Job Interviews;
Leadership;
Leading Change;
Management;
Management Teams;
Business or Company Management;
Crisis Management;
Goals and Objectives;
Growth and Development;
Growth and Development Strategy;
Growth Management;
Management Style;
Organizational Change and Adaptation;
Organizational Culture;
Organizational Design;
Organizational Structure;
Organizations;
Mission and Purpose;
Culture;
Happiness;
Prejudice and Bias;
Satisfaction;
Equity;
Identity;
Leadership Style;
Values and Beliefs;
Technology Industry;
United States
- August 2021
- Article
Improving Sales Hiring
Sales hiring presents inherent challenges not found to the same extent in talent management in other functional areas. Moreover, common hiring practices make a tough job needlessly harder. This article suggests practical ways to improve sales hiring: Hire for the Task,...
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- February 2021
- Background Note
Jobs to Be Done: A Toolbox
By: Derek C. M. van Bever, Bob Moesta, Iuliana Mogosanu, Shaye Roseman and Katie Zandbergen
The Jobs to Be Done methodology is both a theory and a practical approach for understanding customer behavior and why people make the choices they make. Many practitioners, whether they work for startups or incumbent businesses, find Jobs to Be Done useful because it...
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- Winter 2021
- Editorial
Introduction
This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the...
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- November 2020
- Case
Truebird—An AlleyCorp Venture
By: Shikhar Ghosh and Shweta Bagai
In December 2018, Kevin Ryan and Wendy Tsu faced an important decision – to finalize the CEO candidate for Truebird, an innovative, automated coffee café concept. Like many of AlleyCorp and Ryan’s companies, Truebird started with the observation of an unmet need – an...
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- July 2020 (Revised September 2020)
- Case
The Honor Foundation: Accessing Special Operations Talent
By: Boris Groysberg and John Masko
In 2020, The Honor Foundation (THF), a nonprofit dedicated to helping U.S. military special operators to transition into civilian careers, was facing a series of strategic challenges. THF had been founded in 2013 by former Navy SEAL trainee Joe Musselman, who observed...
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Keywords:
Experience and Expertise;
Talent and Talent Management;
Curriculum and Courses;
Executive Education;
Social Entrepreneurship;
National Security;
Recruitment;
Retention;
Job Interviews;
Job Search;
Knowledge Use and Leverage;
Leadership Development;
Leadership Style;
Crisis Management;
Mission and Purpose;
Retirement;
Nonprofit Organizations;
War;
Education Industry;
San Diego;
Virginia
- March–April 2020
- Article
What's Really Holding Women Back? It's Not What Most People Think
By: R. Ely and Irene Padavic
Ask people to explain why women remain so dramatically underrepresented in the senior ranks of most companies, and you will hear from the vast majority a lament that goes something like this: High-level jobs require extremely long hours, women's devotion to family...
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- August 2019 (Revised March 2020)
- Background Note
Note on Structured Interviewing
By: Ethan Bernstein and Amy Ross
Making good hiring decisions is a critical management activity, yet many leaders just “wing it” when interviewing candidates to fill openings by having an organic conversation to assess the candidate’s fit, unknowingly subjecting the process to unconscious bias....
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- February 2019 (Revised May 2019)
- Case
Hot Chicken Takeover
By: William R. Kerr, Manjari Raman and Olivia Hull
By December 2018, entrepreneur Joe DeLoss’s fried chicken company, Hot Chicken Takeover, has opened three restaurants in Columbus, Ohio, using an unconventional employment model that helps people with criminal records get back on their feet. DeLoss is proud of the...
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Keywords:
Fair Chance Employment;
Fair Chance Hiring;
Open Hiring;
Inclusive Hiring;
Criminal Record;
Homelessness;
Therapeutic Employment;
Corporate Culture;
Managing The Future Of Work;
Food;
Entrepreneurship;
Social Entrepreneurship;
Values and Beliefs;
Fairness;
Human Resources;
Compensation and Benefits;
Recruitment;
Employees;
Retention;
Selection and Staffing;
Innovation Strategy;
Job Offer;
Job Interviews;
Human Capital;
Leadership;
Growth Management;
Corporate Social Responsibility and Impact;
Mission and Purpose;
Social Enterprise;
Social Issues;
Poverty;
Welfare;
Food and Beverage Industry;
Ohio;
United States
- 2020
- Working Paper
Social Attachment to Place and Psychic Costs of Geographic Mobility: How Distance from Hometown and Vacation Flexibility Affect Job Performance
By: Prithwiraj Choudhury and Ohchan Kwon
Using a natural experiment and field interviews, this paper studies how social attachment to place imposes psychic costs on workers who experience geographic mobility. This is especially salient when workers are assigned to locations far from their hometown, which may...
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- Article
Are You Suited for a Start-up?
By: Jeffrey Bussgang
Relative to established organizations, start-ups can be hard to figure out. What are the jobs to be done? The best entry points? How can you tell whether a company has potential for success and is the right fit for you?
The author advises that you first assess...
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- June 2016
- Article
Managing the High Intensity Workplace: An 'Always Available' Culture Breeds a Variety of Dysfunctional Behaviors
By: Erin M. Reid and Lakshmi Ramarajan
People today are under intense pressure to be “ideal workers”—totally committed to their jobs and always on call. But after interviewing hundreds of professionals in many fields, the authors have concluded that selfless dedication to work is often unnecessary and...
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- April 2014
- Article
15 Rules for Negotiating a Job Offer
By: Deepak Malhotra
The author, a professor of negotiation at Harvard Business School, offers specific pieces of advice for job candidates: Don't underestimate the importance of likability. Help prospective employers understand why you deserve what you're requesting. Make it clear that...
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- March 2011
- Article
The New Path to the C-Suite
By: Boris Groysberg, L. Kevin Kelly and Bryan MacDonald
Job requirements at the top of corporations have changed. Companies have come to expect much more from their C-level executives, who need new and different skills to deal with today's business realities. Exactly what abilities do firms want in their leaders—now and in...
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