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    • All HBS Web  (1,487)
      • Faculty Publications  (223)

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      7 Negotiation Tactics That Actually Work | HBS Online
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      How to Scale a Business: 6 Tactics to Utilize | HBS Online
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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...  View Details
      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
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      Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (A): Leveraging Student Power." Harvard Business School Case 921-032, January 2021. (Revised March 2021.)
      • January 2021 (Revised March 2021)
      • Supplement

      Juno (C): Leveraging Student Power

      By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
      In May 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to hold the annual auction for their student loan assistance startup. Five lenders submitted bids, and the co-founders ultimately opted to select Eager Bank as their partner for the 2020-2021...  View Details
      Keywords: Decision Making; Decision Choices and Conditions; Decisions; Cost vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing and Debt; Strategy; Adaptation; Alignment; Negotiation; Agreements and Arrangements; Negotiation Deal; Negotiation Offer; Negotiation Participants; Negotiation Process; Negotiation Tactics; Negotiation Types; Financial Services Industry; Education Industry; North and Central America; United States; Massachusetts; Boston
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      Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (C): Leveraging Student Power." Harvard Business School Supplement 921-034, January 2021. (Revised March 2021.)
      • January 2021 (Revised March 2021)
      • Exercise

      E-Commerce Analytics for CPG Firms (A): Estimating Sales

      By: Ayelet Israeli and Fedor (Ted) Lisitsyn
      The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for...  View Details
      Keywords: Data Analysis; Data Analytics; Cpg; Consumer Packaged Goods (cpg); Estimation; Online Channel; Retail Analytics; Retail; Retailing Industry; Data; Data Sharing; Bricks And Mortar; Ecommerce; Direct-to-consumer; Dtc; Data and Data Sets; Sales; Marketing; Retail Industry; Consumer Products Industry; United States
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      Israeli, Ayelet, and Fedor (Ted) Lisitsyn. "E-Commerce Analytics for CPG Firms (A): Estimating Sales." Harvard Business School Exercise 521-078, January 2021. (Revised March 2021.)
      • January 2021 (Revised March 2021)
      • Supplement

      E-Commerce Analytics for CPG Firms (A): Estimating Sales

      By: Ayelet Israeli and Fedor (Ted) Lisitsyn
      The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for...  View Details
      Keywords: Data Analysis; Data Analytics; Cpg; Consumer Packaged Goods (cpg); Estimation; Online Channel; Retail Analytics; Retail; Retailing Industry; Data; Data Sharing; Bricks And Mortar; Ecommerce; Data and Data Sets; Analysis; Sales; Goods and Commodities; Retail Industry; Consumer Products Industry; United States
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      Israeli, Ayelet, and Fedor (Ted) Lisitsyn. "E-Commerce Analytics for CPG Firms (A): Estimating Sales." Harvard Business School Spreadsheet Supplement 521-712, January 2021. (Revised March 2021.)
      • January 2021
      • Exercise

      E-Commerce Analytics for CPG Firms (B): Optimizing Assortment for a New Retailer

      By: Ayelet Israeli and Fedor (Ted) Lisitsyn
      The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for...  View Details
      Keywords: Data Analysis; Data Analytics; Cpg; Consumer Packaged Goods (cpg); Online Channel; Retail Analytics; Retail; Retailing Industry; Data; Data Sharing; Ecommerce; Crm; Loyalty Management; Assortment Planning; Assortment Optimization; Lifetime Value (ltv); Data and Data Sets; Analysis; Retention; Retail Industry; Consumer Products Industry; United States
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      Israeli, Ayelet, and Fedor (Ted) Lisitsyn. "E-Commerce Analytics for CPG Firms (B): Optimizing Assortment for a New Retailer." Harvard Business School Exercise 521-079, January 2021.
      • January 2021
      • Supplement

      E-Commerce Analytics for CPG Firms (B): Optimizing Assortment for a New Retailer

      By: Ayelet Israeli and Fedor (Ted) Lisitsyn
      The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for...  View Details
      Keywords: Data Analysis; Data Analytics; Cpg; Consumer Packaged Goods (cpg); Online Channel; Retail; Retail Analytics; Retailing Industry; Data; Data Sharing; Ecommerce; Assortment Optimization; Assortment Planning; Data and Data Sets; Retention; Retail Industry; Consumer Products Industry; United States
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      Israeli, Ayelet, and Fedor (Ted) Lisitsyn. "E-Commerce Analytics for CPG Firms (B): Optimizing Assortment for a New Retailer." Harvard Business School Spreadsheet Supplement 521-713, January 2021.
      • January 2021 (Revised March 2021)
      • Exercise

      E-Commerce Analytics for CPG Firms (C): Free Delivery Terms

      By: Ayelet Israeli and Fedor (Ted) Lisitsyn
      The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for...  View Details
      Keywords: Data; Data Analysis; Data Analytics; Data Sharing; Cpg; Consumer Packaged Goods (cpg); Delivery Planning; Customer Lifetime Value; Online Channel; Retail; Retail Analytics; Retailing Industry; Ecommerce; Grocery; Grocery Delivery; Margins; Data and Data Sets; Retention; Retail Industry; Consumer Products Industry; United States
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      Israeli, Ayelet, and Fedor (Ted) Lisitsyn. "E-Commerce Analytics for CPG Firms (C): Free Delivery Terms." Harvard Business School Exercise 521-080, January 2021. (Revised March 2021.)
      • January 2021 (Revised March 2021)
      • Supplement

      E-Commerce Analytics for CPG Firms (C): Free Delivery Terms

      By: Ayelet Israeli and Fedor (Ted) Lisitsyn
      The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for...  View Details
      Keywords: Data; Data Analysis; Data Analytics; Data Sharing; Cpg; Consumer Packaged Goods (cpg); Delivery Planning; Customer Lifetime Value; Online Channel; Retail; Retail Analytics; Retailing Industry; Ecommerce; Grocery; Grocery Delivery; Margins; Retention; Data and Data Sets; Analysis; Retail Industry; Consumer Products Industry; United States
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      Israeli, Ayelet, and Fedor (Ted) Lisitsyn. "E-Commerce Analytics for CPG Firms (C): Free Delivery Terms." Harvard Business School Spreadsheet Supplement 521-714, January 2021. (Revised March 2021.)
      • December 2020
      • Article

      Consumer Reactance to Promotional Favors

      By: Marco Bertini and Aylin Aydinli
      Promotional favors are an increasingly popular but seldom researched form of price promotion where the receipt of the saving by consumers depends on an action on their part that is nonmonetary in nature, such as completing a questionnaire, posting a review, or making a...  View Details
      Keywords: Promotional Favors; Conditional Discounts; Psychological Reactance; Price Promotions; Pricing; Marketing; Price; Consumer Behavior
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      Bertini, Marco, and Aylin Aydinli. "Consumer Reactance to Promotional Favors." Journal of Retailing 96, no. 4 (December 2020): 578–589.
      • Article

      Returnable Reciprocity: Returnable Gifts Are More Effective than Unreturnable Gifts at Promoting Virtuous Behaviors

      By: J.J. Zlatev and Rogers, T.
      Increasing virtuous behaviors, such as initiating healthy habits, is an important goal for policymakers and social scientists. To promote compliance with requests to perform virtuous behaviors, we study “returnable reciprocity.” Whereas traditional reciprocity involves...  View Details
      Keywords: Nudges; Reciprocity; Want-should Conflicts; Wellness; Health; Behavior; Change; Well-being
      Citation
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      Zlatev, J.J., and Rogers, T. "Returnable Reciprocity: Returnable Gifts Are More Effective than Unreturnable Gifts at Promoting Virtuous Behaviors." Organizational Behavior and Human Decision Processes 161, Supplement (November 2020): 74–84.
      • October 2020
      • Article

      What Goes Down When Advice Goes Up: Younger Advisers Underestimate Their Impact

      By: Ting Zhang and Michael S. North
      Common wisdom suggests that older is wiser. Consequently, people rarely give advice to older individuals—even when they are relatively more expert—leading to missed learning opportunities. Across six studies (N=3,445), we explore the psychology of advisers when they...  View Details
      Keywords: Advice; Expertise; Knowledge Sharing; Experience and Expertise; Age; Perception
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      Zhang, Ting, and Michael S. North. "What Goes Down When Advice Goes Up: Younger Advisers Underestimate Their Impact." Personality and Social Psychology Bulletin 46, no. 10 (October 2020): 1444–1460.
      • June 2020
      • Teaching Plan

      Chief

      By: Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, Amy Klopfenstein and Katherine Chen
      Teaching Plan serves as a supplement to the case for “Chief: Role for Carolyn Childers” (920-019), “Chief: Role for Lindsay Kaplan” (920-020), and “Scaling at Chief” (920-021).  View Details
      Keywords: Negotiation; Negotiation Tactics; Negotiation Participants; Agreements and Arrangements; Business Ventures; Business Startups; Business Model; Business Growth and Maturation; Demographics; Gender; Ownership; Ownership Stake; Strategy; Business Strategy; Expansion; Competition; Finance; Capital; Venture Capital; Service Industry; Technology Industry; North and Central America; United States; New York (city, NY); New York (state, US)
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      Coffman, Katherine B., Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, Amy Klopfenstein, and Katherine Chen. "Chief." Harvard Business School Teaching Plan 920-033, June 2020.
      • June 2020 (Revised March 2020)
      • Case

      Social Salary Setting at Spiber

      By: Ashley Whillans and John Beshears
      Can a “set your own salary” system boost employee happiness and motivation? Spiber made synthetic silk built from proteins mimicking the proteins found in spider silk, the world’s toughest known material by weight. Kazuhide Sekiyama and Junichi Sugahara established...  View Details
      Keywords: Compensation and Benefits; Motivation and Incentives; Happiness; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Biotechnology Industry; Japan; United States
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      Whillans, Ashley, and John Beshears. "Social Salary Setting at Spiber." Harvard Business School Case 920-050, June 2020. (Revised March 2020.)
      • March 2020 (Revised May 2020)
      • Case

      CIAM: Home-Grown Shareholder Activism in France

      By: Charles C.Y. Wang, Tonia Labruyere and Vincent Dessain
      The case discusses the strategy of CIAM, a French activist investment firm, involved in a case of a buy-out of minority shareholders in the telecommunications sector. Altice NV, an international telecommunications company based in the Netherlands that owned more than...  View Details
      Keywords: Corporate Governance; Private Equity; Strategy; Valuation; Investment Activism; Financial Services Industry; France
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      Wang, Charles C.Y., Tonia Labruyere, and Vincent Dessain. "CIAM: Home-Grown Shareholder Activism in France." Harvard Business School Case 120-072, March 2020. (Revised May 2020.)
      • December 2019
      • Case

      Negotiating for Equal Pay: The U.S. Women's National Soccer Team (A)

      By: Christine Exley, John Beshears, Manuela Collis and Davis Heniford
      In 2016, members of the U.S. Women's National Soccer Team (WNT) took steps to fight for equal pay relative to the U.S. Men's National Soccer Team. Their legal representative declared that the memorandum of understanding governing the relationship between the players...  View Details
      Keywords: Negotiation; Compensation and Benefits; Equality and Inequality; Gender; Prejudice and Bias; Negotiation Tactics; Corporate Governance; Lawsuits and Litigation; Sports; Sports Industry; United States
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      Exley, Christine, John Beshears, Manuela Collis, and Davis Heniford. "Negotiating for Equal Pay: The U.S. Women's National Soccer Team (A)." Harvard Business School Case 920-029, December 2019.
      • December 2019
      • Supplement

      Negotiating for Equal Pay: The U.S. Women's National Soccer Team (B)

      By: Christine Exley, John Beshears, Manuela Collis and Davis Heniford
      Supplements the (A) case and describes the events following from the actions of the WNT players.  View Details
      Keywords: Negotiation; Compensation and Benefits; Equality and Inequality; Gender; Prejudice and Bias; Ethics; Negotiation Tactics; Corporate Governance; Lawsuits and Litigation; Sports; Sports Industry; United States
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      Exley, Christine, John Beshears, Manuela Collis, and Davis Heniford. "Negotiating for Equal Pay: The U.S. Women's National Soccer Team (B)." Harvard Business School Supplement 920-030, December 2019.
      • August 2019
      • Background Note

      Note on Shared Ownership

      By: Ethan Bernstein and Nick Rekenthaler
      While several tactics can drive company performance by instilling a sense of shared ownership among employees, perhaps the most direct is to actually share ownership with employees. Many public and private companies across industries have done just that, and studies...  View Details
      Keywords: Employee Stock Ownership Plan; Human Resources; Employees; Human Capital; Ownership; Cooperative Ownership; Employee Ownership; Customer Ownership; Governance
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      Bernstein, Ethan, and Nick Rekenthaler. "Note on Shared Ownership." Harvard Business School Background Note 420-030, August 2019.
      • 2021
      • Working Paper

      Going Out or Opting Out? Capital, Political Vulnerability, and the State in China's Outward Investment

      By: Meg Rithmire
      How do state-business relations interact with outward investment in authoritarian regimes? This paper examines this question in the context of China’s rapid transformation into major capital exporter. While most political economy scholarship focuses on firms’ economic...  View Details
      Keywords: Outward Investment; Capital Controls; Investment; Global Range; Capital; Globalization; Policy; Government and Politics; China
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      Rithmire, Meg. "Going Out or Opting Out? Capital, Political Vulnerability, and the State in China's Outward Investment." Harvard Business School Working Paper, No. 20-009, June 2019. (Revised January 2021.)
      • May 2019
      • Case

      Elon Musk's Big Bets Update, 2019

      By: David B. Yoffie and Daniel Fisher
      This short case provides an update to Elon Musk's strategy and tactical moves with Tesla, Solar City, and SpaceX from 2016-2019.  View Details
      Keywords: Electric Vehicles; Batteries; Solar Power; Execution; Space Flight; Tesla; Solarcity; Spacex; Elon Musk; Technology; Risk and Uncertainty; Expansion; Renewable Energy; Strategy; Investment; Manufacturing Industry; Green Technology Industry; Auto Industry; Aerospace Industry; Battery Industry
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      Yoffie, David B., and Daniel Fisher. "Elon Musk's Big Bets Update, 2019." Harvard Business School Case 719-512, May 2019.
      • 2019
      • Working Paper

      How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS

      By: James K. Sebenius
      A remarkable 1993 negotiation rocked the world of American football with aftershocks that have directly shaped today’s entertainment and media landscapes and even our polarized politics. In December of that year, Rupert Murdoch’s fledgling Fox Network unexpectedly...  View Details
      Keywords: Bargaining; Football; Negotiation; Sports; Media; Negotiation Tactics
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      Sebenius, James K. "How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS." Harvard Business School Working Paper, No. 19-098, March 2019.
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      7 Negotiation Tactics That Actually Work | HBS Online
      Skip to Main Content image/svg+xml Courses Open Courses Mega Menu For Organizations Open For Organizations Mega Menu Insights Open Insights Mega Menu...
      How to Scale a Business: 6 Tactics to Utilize | HBS Online
      Harvard Business School HBS Online Business Insights Harvard Business School Online's Business Insights Blog provides the career insights you need to...
      → Search All HBS Web
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