Persuasion

A confident approach is a useful strategy when dealing with difficult people.

Despite heavy investments to acquire talented data scientists and take advantage of the analytics boom, many companies have been disappointed in the results....

Why do so many big companies get poor returns on all the money they invest in innovation? A large body of research suggests that it's because their managers...

A genuine and human approach to transactions is rare, but it can transform a business.

You can't establish credibility without building trust, but trust takes time to develop. What can you do if you don't have time on your side?

How to persuade a client or senior executive to spend their limited resources.

Understanding others' goals for your performance gives you leverage in getting what you want and need to do your job.

Most executives know the basics of negotiation; some are spectacularly adept. Yet even experienced negotiators routinely leave money on the table, end...

Five rules for doing it right.

Brainstorm like crazy - and cut mercilessly.

All too often, people don't engage with their audience enough when making a presentation. Four steps can help you avoid that pitfall.

Executives who spot signs of big market shifts face a quandary: They need good data to convince stakeholders that their companies have to change. But...

For organizations to prosper, managers in the middle ranks must feel empowered to identify and promote the need for change. People at this level gather...

Most Westerners preparing for a business trip to China like to arm themselves with a list of etiquette how-tos. Such advice can help get companies in...

Help yourself and others understand the reason behind upspeak - and encourage users to break the habit. In partnership with BigThink Edge.

Ready to give persuasion a try? Overcome resistance by deciding how best to address Nia's hesitation to your idea.

Doreen wants tech-savvy Marcelo to demo a product for the sales force. He's nervous, so she keeps reassuring him he'll do fine-but he's not convinced....

David A. Garvin, professor at Harvard Business School, describes how Google used its own data to persuade skeptics.

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Your boss has given you an impossibly high-stakes assignment and said, "Just run with it." Don't. Instead, respectfully ask for your boss's input and...

In November 1999, 11 of Goldman Sachs' finest gathered to put the final touches on a revolutionary leadership development plan. Following Goldman's explosive...

This technical note is employed in MBA, executive education, and undergraduate courses that cover the art of persuasion. It is used in the core Management...

Examines the principles that apply in any persuasive business situation. Describes how to analyze the goals and audience; how to devise a persuasive message;...

With formal authority comes power. But few people realize that informal power--the kind that doesn't come with a title--can have just as much impact....

This technical note is used in management communications or strategic communication courses in MBA or executive education programs where students are...

Learn how to become a world-class communicator and, in doing so, become the best negotiator you can be. As one of the world's most experienced kidnap-for-ransom...

A year's worth of management wisdom, all in one place. We've reviewed the ideas, insights, and best practices from the past year of Harvard Business Review...

Students are required to develop a persuasion strategy for Universita' Bocconi, which is in the midst of a profound strategic redirection. Such redirection...

This leadership case package, a written case with a podcast supplement, describes the biggest challenges to confront four-star Admiral James G. Stavridis...

Communicating persuasively is a critical skill for leaders of any team or organization. Yet, connecting and resonating with an audience can nevertheless...

Build trust--and create more value. Whether you're negotiating a salary, a deal with a supplier, or your workload, thoughtful preparation increases your...

Even as a teenager, Nadine Vogel knew she wanted to be an executive with a FORTUNE 500 company. This case chronicles her journey and her life and career...

How to be human at work. HBR's Emotional Intelligence Series features smart, essential reading on the human side of professional life from the pages of...

Is your message getting through? The right communication tactics can motivate your people--and fuel your business. Get more of the ideas you want, from...

Self-awareness is the bedrock of emotional intelligence that enables you to see your talents, shortcomings, and potential. But you won't be able to achieve...

You've got a great idea that will increase profitability or productivity--but how do you get approval for the budget and resources to make it happen?...

Five years' worth of management wisdom, all in one place. Get the latest, most significant thinking from the pages of Harvard Business Review in "5 Years...

This specially priced collection provides insights that can help you succeed with your leadership challenges. It questions the conventional wisdom surrounding...

In an age when managers can no longer rely on formal power, persuading people is more important than ever. Persuasion is a process of learning from colleagues...

ARE YOUR WORKING RELATIONSHIPS WORKING AGAINST YOU? To achieve your goals and get ahead, you need to rally people behind you and your ideas. But how do...

A confident approach is a useful strategy when dealing with difficult people.

The PDF version of the "Guide to Better Business Writing, 2nd Edition" is no longer available and has been replaced by the "HBR Guide to Better Business...

Despite heavy investments to acquire talented data scientists and take advantage of the analytics boom, many companies have been disappointed in the results....

Why do so many big companies get poor returns on all the money they invest in innovation? A large body of research suggests that it's because their managers...

In November 1999, 11 of Goldman Sachs' finest gathered to put the final touches on a revolutionary leadership development plan. Following Goldman's explosive...

A genuine and human approach to transactions is rare, but it can transform a business.

This technical note is employed in MBA, executive education, and undergraduate courses that cover the art of persuasion. It is used in the core Management...

You can't establish credibility without building trust, but trust takes time to develop. What can you do if you don't have time on your side?

How to persuade a client or senior executive to spend their limited resources.

Understanding others' goals for your performance gives you leverage in getting what you want and need to do your job.