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Negotiating Effectively in Family Business Systems
Malhotra, Deepak; Davis, John A.Case HBS-807144-ELeadership and People ManagementExplores how families in business can apply five principles of negotiation that are used effectively by non-family members. The distinctive characteristics of family relationships and of family business systems--which affect the use of these principles--are described.Starting at €8.20
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"Powering Down" Leadership in the U.S. Army
Weinberger, DavidArticle HBS-W1011B-ELeadership and People ManagementAccording to long-held U.S. Army tradition, leadership is based on a rigid hierarchy. Are you a young officer not sure what to do? Look one level up. But in modern warfare, particularly in Iraq and Afghanistan, teams of soldiers are distributed across-and embedded in-an entire population. This has sparked a movement toward leadership training that encompasses not only the skills of single individuals, but the effectiveness of the teams they lead....Starting at €8.20
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Authenticity: Is It Real or Is It Marketing? (HBR Case Study and Commentary)
Weinberger, DavidArticle HBS-R0803A-ELeadership and People ManagementMarty Echt, the new head of marketing at Hunsk Engines, is determined to bring the motorcycle maker back to its roots. He says it's not enough to project authenticity to customers--employees must personally subscribe to the brand's values. Should the company's CEO support Marty's "real deal" vision? Five experts comment on this fictional case study in R0803A and R0803Z. Bruce Weindruch, the founder and CEO of the History Factory, says that an aut...Starting at €8.20
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Authenticity: Is It Real or Is It Marketing (HBR Case Study)
Weinberger, DavidArticle HBS-R0803X-ELeadership and People ManagementMarty Echt, the new head of marketing at Hunsk Engines, is determined to bring the motorcycle maker back to its roots. He says it's not enough to project authenticity to customers--employees must personally subscribe to the brand's values. Should the company's CEO support Marty's "real deal" vision? Five experts comment on this fictional case study in R0803A and R0803Z. Bruce Weindruch, the founder and CEO of the History Factory, says that an aut...Starting at €8.20
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Strategies of Influence
Malhotra, DeepakTeaching Note HBS-910039-ELeadership and People ManagementInstructor's guide - not available for classroom use. Strategies of Influence (SOI) is a stand-alone session that teaches students about the psychology of persuasion. Students are presented a series of mini-case vignettes, each of which illustrates a specific strategy that negotiators can use to make their ideas, offers, proposals, and requests more compelling-i.e., more likely to elicit a "yes" rather than a "no". The session is designed as an e...Starting at €0.00
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El caso HBR: Autenticidad: es real o es marketing
Weinberger, DavidArticle HBS-R0803ALeadership and People ManagementMarty Echt, el nuevo director de marketing de motores de Hunsk, se determina para traer la parte posterior fabricante de motocicletas a sus raíces. Él dice que no es suficiente para la autenticidad del proyecto a los clientes - los empleados deben suscribir personalmente a los valores de la marca. En caso de que la visión "auténtico" apoyo CEO de la compañía de Marty? Cinco expertos comentan en este caso ficticio en R0803A y R0803Z. Bruce Weindru...Starting at €8.20
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Cuando ganar lo es todo
Malhotra, Deepak; Ku, Gillian; Murnighan, J. KeithArticle HBS-R0805ELeadership and People ManagementEste artículo incluye una vista previa de una página que resume rápidamente las ideas clave y proporciona una visión general de cómo los conceptos funcionan en la práctica, junto con sugerencias para la lectura adicional. En el calor de la competencia, los ejecutivos pueden fácilmente convertirse en obsesionado con vencer a sus rivales. Este estado emocional de adrenalina, lo que los autores llaman la excitación competitiva, a menudo conduce a ma...Starting at €8.20
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Authenticity: Is It Real or Is It Marketing (Commentary for HBR Case Study)
Weinberger, DavidArticle HBS-R0803Z-ELeadership and People ManagementMarty Echt, the new head of marketing at Hunsk Engines, is determined to bring the motorcycle maker back to its roots. He says it's not enough to project authenticity to customers--employees must personally subscribe to the brand's values. Should the company's CEO support Marty's "real deal" vision? Five experts comment on this fictional case study in R0803A and R0803Z. Bruce Weindruch, the founder and CEO of the History Factory, says that an aut...Starting at €8.20
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When Winning Is Everything
Malhotra, Deepak; Ku, Gillian; Murnighan, J. KeithArticle HBS-R0805E-ELeadership and People ManagementThis article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. In the heat of competition, executives can easily become obsessed with beating their rivals. This adrenaline-fueled emotional state, which the authors call competitive arousal, often leads to bad decisions. Managers can minimize the potential for competitive arousa...Starting at €8.20