Javier Bosch

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Negotiating Is Not the Same as Haggling

There’s a popular misconception that in a negotiation you can either “win” or preserve your relationship with your counterpart — your boss, a customer, a business partner — but you can’t do both. People assume they need to make a choice between getting good results (by being hard and bargaining at …

Yes, You Can Make Meetings More Productive

High human capital productivity — one key to great financial results — requires hiring the right people, teaming them effectively, and eliminating organizational barriers to high performance. It also requires paying close attention to how people in the organization interact. At many companies, …

When and How To Let a Conflict Go

There’s lots of advice about how to tackle difficult conversations but there are certain discussions you’re just better off not having at all. Some conflicts with co-workers, neighbors, or spouses should be left alone; knowing when to let it go is just as critical as knowing when to engage.<p>The …

Managing Two People Who Hate Each Other

Managing people is never easy, but when the animosity between two of your direct reports escalates to the level of hatred, how do you minimize the drama and keep your team on track? Before you call for a professional mediator, remember that this is a fundamental part of your job as a manager. If …

A Key Ingredient for Creating Start-Ups: Young People

The presence of young workers appears to be necessary for the creation and growth of new firms, particularly in industries where young people have key technical skills, say Paige Ouimet of the University of North Carolina and Rebecca Zarutskie of the Federal Reserve Board. For example, in the …

Case Study: Is It Ever OK to Break a Promise?

<i>Editor’s note: This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. If you’d like your comment to be considered for publication, please be sure to include your full name, company or university affiliation, and</i> …

Two Kinds of People You Should Never Negotiate With

The first thing negotiation experts teach is to “separate the people from the problem.” The vast majority of the time, this is sound advice. But as a psychologist, I know that approximately 1% of the time, people <i>are</i> the problem. And in such cases, normal negotiation strategies just don’t work. …

Education Needs to Factor In Entrepreneurship

Nearly every debate about the “value” of a college degree is based on two questions: “Is college worth it?” and “Does someone with a degree earn more than someone without one?” Both of these questions come up year after year as headline fodder despite the fact that at a macro level, the answer to …

Let’s Be Honest About Lying

If lying — or even just exaggerating a bit — would help your team win, would you do it? More provocatively: <i>should</i> you do it?<p>Consider the case study unfolding right now in Brazil at the World Cup. For many players, pretending they’ve been fouled is no big deal. Called “flopping” or “diving,” a …

Why Women Don’t Negotiate Their Job Offers

Research shows that women are more reticent than men to negotiate their salary offers. For instance, one study of graduating MBA students found that half of the men had negotiated their job offers as compared to only one eighth of the women. This general pattern has been replicated in survey …

Manage a Difficult Conversation with Emotional Intelligence

I once worked with a leader — we’ll call him Karl — who needed to have a difficult conversation with an underperforming (but key) team member. To prepare, Karl built ammunition by creating a list of the employee’s shortcomings. He sensed that the interaction would end poorly and he felt extremely …

Why Smart People Struggle with Strategy

Strategy is often seen as something really smart people do — those head-of-the-class folks with top-notch academic credentials. But just because these are the folks attracted to strategy doesn’t mean they will naturally excel at it.<p>The problem with smart people is that they are used to seeking and …

Our Economic Malaise Is Fueling Political Extremism

The head of the fourth biggest and fastest rising political party in the world’s second most powerful economy is a racist. An aide to the Prime Minister of one of the world’s most promising societies is caught on camera kicking a protestor to the ground. The world’s largest democracy proudly elects …

High Frequency Trading and Finance’s Race to Irrelevance

John Maynard Keynes very famously proposed that the actions of rational agents in a market were akin to a fictional newspaper contest, where entrants were asked to pick who, out of a set of six women, was most beautiful. Those who successfully picked the most popular face would be eligible to win a …

Win at Workplace Conflict

No matter how sound or well-intentioned your ideas, there will always be people inside — and outside — your organization who are going to oppose you. Getting things done often means that you’re going to go head to head with people who have competing agendas. In my career studying organizational …

Managing a Negative, Out-of-Touch Boss

The most frequent question I get asked by the 250,000 people enrolled in my MOOC on leadership is, “How do I deal with my boss who is not only dissonant, but quite negative?” These bosses are “dissonant” in the sense that they’ve lost touch with themselves, others and their surroundings — and it’s …

How to Build Confidence

Very few people succeed in business without a degree of confidence. Yet everyone, from young people in their first real jobs to seasoned leaders in the upper ranks of organizations, have moments — or days, months, or even years — when they are unsure of their ability to tackle challenges. No one is …

Will You Be Able to Repay That Student Loan?

This month, thousands of college seniors are tossing their mortarboards in the air – and getting ready to start paying off their student loans.<p>But will they be able to? A recent National Bureau of Economic Research working paper by Lance J. Lochner and Alexander Monge-Naranjo takes a closer look at …

Managing Investors

Photography: Peter Murphy<p>During his decade as CEO of IBM, Sam Palmisano didn’t say a lot in public about the financial markets and their impact on his decision making. He didn’t say a lot in public, period. He’d made a conscious choice to keep a low profile, and he began breaking with that choice …

Narcissists Can Be Manipulated into Caring About the Environment

Although narcissists tend not to care about the societal benefits of pro-environmental activities, their attitudes change if their “green” behaviors are likely to be seen and admired by others, say Iman Naderi of Fairfield University and David Strutton of the University of North Texas. For example, …

Managing the Immoral Employee

Out of all the management questions we should be asking, this is surely the least asked. How do we handle individuals who are prone to unethical behaviors, especially if they are talented and hard to replace?<p>There are three reasons why this subject is more or less taboo. First, morality is hard to …

Most Work Conflicts Aren’t Due to Personality

Conflict happens everywhere, including in the workplace. When it does, it’s tempting to blame it on personalities. But more often than not, the real underlying cause of workplace strife is the situation itself, rather than the people involved. So, why do we automatically blame our coworkers? Chalk …

A Simple Tool for Making Better Forecasts

One of the most basic keys to good decision-making is accurate forecasting of the future. In order to bring about the best outcomes, a company must correctly anticipate the most likely future states of the world. Yet despite its importance, companies not only routinely make basic forecasting …

How to Break Up with Your Mentor

Having a great mentor can do wonders for your professional development and career. But even the best mentoring relationships can run their course or become ineffective. How do you know when it’s time to move on? And what’s the best way to end the relationship without burning bridges?<p><b>What the</b> …

You’ll Absorb More if You Take Notes in Longhand

College students who take notes on laptop computers are more likely to record lecturers’ words verbatim and are thus <b>less likely</b> to mentally absorb what’s being said, according to a series of experiments by Pam A. Mueller of Princeton and Daniel M. Oppenheimer of UCLA. In one study, laptop-using …

When We Learn From Failure (and When We Don’t)

When do you pass the buck and when do you take the blame? New research shows most of us only cop to failures if they can’t be attributed to something – or someone - else. But when we dodge accountability, we prevent ourselves from learning.<p>In their recent HBS working paper, Christopher G. Myers, …

How to Manage Someone You Don’t Like

Everybody complains about incompetent bosses or dysfunctional co-workers, but what about irritating direct reports? What should you do if the person you manage drives you crazy? If the behavior is a performance issue, there’s a straightforward way to address what’s irking you — but what do you do …

‘My Years with General Motors’, Fifty Years On

For fans of management books, this month marks a big anniversary. It was fifty years ago that Alfred Sloan’s now classic <i>My Years with General Motors</i> hit bookstores, and immediately appeared on <i>The New York Times’</i> nonfiction bestsellers list.<p>With recent editions out in Polish and Portuguese, Alfred …