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Negotiation, Organizations & Markets

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HBS Working Knowledge

Controlling the Emotion of Negotiation

re Leslie K. John

Leslie John discusses the importance of asking (and answering) the right questions when negotiating, particularly under emotional stress.

From Sweetheart to Scapegoat: Brand Selfie-Taking Shapes Consumer Behavior

re Leslie K. John

Using a dataset of more than 280,000 user reviews on Yelp, this paper describes a series of eight studies exploring how brand selfie-taking affects consumers’ behavior and sense of connection toward

Are Candor, Humility, and Trust Making a Comeback?

re James L. Heskett, Amy C. Edmondson, Michael Beer, Ryan W. Buell and Francesca Gino

SUMMING UP: Have core leadership values been declining in recent years? If so, how do we get them back? James Heskett's readers provide answers.