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HBSP (USA)
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La Ceiba: Navigating Microfinance and Relationships in Honduras (A)
Exley, Christine L.; Beshears, John; Brooks, Alison WoodCase HBS-918014-EThis case follows the Program Director of La Ceiba, a Honduras-based microfinance institution, as he navigates four challenging negotiation scenarios involving the organization's loan clients. Students are asked to adopt the perspective of the Program Director and to consider how they would act in these negotiation scenarios that are characterized by unclear objectives and severely asymmetric power dynamics. How should they approach negotiation s...Starting at €8.20
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La Ceiba: Navigating Microfinance and Relationships in Honduras (B)
Exley, Christine L.; Beshears, John; Brooks, Alison WoodCase HBS-918015-EThis case follows the Program Director of La Ceiba, a Honduras-based microfinance institution, as he navigates four challenging negotiation scenarios involving the organization's loan clients. Students are asked to adopt the perspective of the Program Director and to consider how they would act in these negotiation scenarios that are characterized by unclear objectives and severely asymmetric power dynamics. How should they approach negotiation s...Starting at €5.74
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Harvard Men's Soccer, Teaching Note
Brooks, Alison Wood; Coffman, KatherineTeaching Note HBS-918029-ETeaching note for case 918011.Starting at €0.00
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Emotion and the Art of Negotiation
Brooks, Alison WoodArticle HBS-R1512C-ENegotiations can be fraught with emotion, but it's only recently that researchers have examined how particular feelings influence what happens during deal making. Here the author shares some key findings and advice. (1) Anxiety leads to poor outcomes. You will be less nervous about negotiating, however, if you repeatedly practice and rehearse. You can also avoid anxiety by asking an outside expert to represent you at the bargaining table. (2) Ang...Starting at €8.20
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The Surprising Power of Questions
Brooks, Alison Wood; John, Leslie K.Article HBS-R1803C-EKnowledge and CommunicationMuch of an executive's workday is spent asking others for information--requesting status updates from a team leader, for example, or questioning a counterpart in a tense negotiation. Yet unlike professionals such as litigators, journalists, and doctors, wStarting at €8.20
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The Boss Has the Wrong Idea, Teaching Note
Coffman, Katherine; Brooks, Alison Wood; Clair, Judith A.; Chen, Katherine; Collis, Manuela; McGinn, Kathleen L.Teaching Note HBS-920053-ETeaching note for cases 920023 and 920024.Starting at €0.00
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Sarcasm, Self-Deprecation, and Inside Jokes: A User's Guide to Humor at Work
Bitterly, Brad; Brooks, Alison WoodArticle HBS-R2004G-EStrategyHumor is widely considered essential in personal relationships, but in leaders, it's seen as an ancillary behavior. Though some leaders use humor instinctively, many more could wield it purposefully. Humor helps build interpersonal trust and high-qualityStarting at €8.20
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Advika Consulting Services: Challenges and Opportunities in Managing Human Capital
Brooks, Alison Wood; Gino, Francesca; Lee, Julia J.; Staats, Bradley R.Case HBS-916033-EStarting at €8.20
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La Ceiba: Navigating Microfinance and Relationships in Honduras (A) and (B), Teaching Note
Exley, Christine L.; Beshears, John; Brooks, Alison WoodTeaching Note HBS-918016-ETeaching note for cases 918014 and 918015.Starting at €0.00
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The Organizational Apology
Schweitzer, Maurice E.; Brooks, Alison Wood; Galinsky, Adam D.Article HBS-R1509B-ELeadership and People ManagementAt some point, every company makes a mistake that requires an apology--to an individual; a group of customers, employees, or business partners; or the public at large. And more often than not, companies and their leaders fail to apologize effectively, if at all, which can severely damage their reputations and their relationships with stakeholders. Companies need clearer guidelines for determining whether a mistake merits an apology and, when it...Starting at €8.20