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Strategy

Why Businesses Should Negotiate Prices With Customers

H. Falcao, A. Komaromi

In most scenarios, B2C companies have more to gain by bargaining than not.

Strategy

Negotiators Should Decrease Concessions Across Rounds

K. S. Tey, R. Swaab, M. Schaerer, N. Madan

Signalling your bottom line reduces your counterparty’s ambitions.

Career

Performance Reviews Need a Brand-New P&L

Chengyi Lin

Is your firm’s performance review process helping or hindering progress for your high potentials?
2 comments

Career

The World’s Most Talent Competitive Countries, 2021

L. F. Monteiro, B. Lanvin

The pandemic revealed strengths and weaknesses in how nations develop and retain talent.
1 comment

Strategy

An Unintended Side-effect of Hedge Fund Activism? Human Capital Loss

Philipp Meyer-Doyle

When hedge fund activism triggers an exodus of key employees, everyone loses.

Strategy

The Importance of Incorporating Innovation in a Firm

R. Noyes, L. F. Monteiro

In this INSEAD Knowledge podcast, the author describes lessons from his work with innovation and multinationals.

Strategy

If Your Company Were a Political Party, Which Would It Be?

Ayman Jawhar

Four simple questions will tell you where your organisation stands on today’s wide-ranging ideological spectrum.

Strategy

Five Lessons From Xiaomi’s Path to Smartphone Supremacy

Chengyi Lin

Xiaomi’s leadership team idolised Steve Jobs. Now, it seems the student has become the master.
3 comments

Strategy

How the “Butterfly Effect” Can Harm Firm Performance

I. Stern, G. Chen

Firms need to develop appropriate HR risk management strategies to lessen the impact of unanticipated employee departures.
1 comment

Strategy

Research Hacks to Help You Negotiate Anything

Alena Komaromi

Even zero-sum negotiations can turn into a win-win.

Strategy

Strategising for Success in Winner-Take-All Industries

Phebo Wibbens

Wild differences in performance within a market are largely shaped by that market’s dependence on resources.

Strategy

Are You Asking the Right Questions of Your Data Team?

C. Zimmerman, T. Evgeniou, D. Kelly, J. Weng

Asking great questions is perhaps the most underappreciated skill of great data-driven leaders.
2 comments

Strategy

Xiaomi’s Road to Internet-of-Things Dominance

A. Chattopdhyay, H. Yang, J. Ma

The key to building the world’s largest IoT company? A novel collaboration-based strategy of “strategic coalescence”.

Strategy

CEOs Who Play to Type Win the Market

Guoli Chen

An important CEO attribute that shapes firm strategies such as mergers and acquisitions is uncovered.

Strategy

A ‘Lab in the Field’ Approach to Evidence-Based Management

P. Puranam, J. Singh, H. Rao

Simplified experimentation in the field may be the best of both worlds, provided its results are viewed with the proper perspective.