Strategy

Featured Strategy Articles

UBS Reports Writedowns of 18.5 Billion GBP

Is Your Company Addicted to Value Extraction?

Is your company focused on creating value — or on siphoning it off from others?

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How to Win With a Multisided Platform Business Model

What does it take to set up a platform where many constituencies can do business?

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Bridging the Sustainability Gap

Measuring sustainability’s impact on revenue, productivity and risk would speak to mainstream investors.

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How Much Bluffing Is OK?

When Is It Legal to Lie in Negotiations?

April 15, 1991 | G. Richard Shell

When someone asks, “What is your bottom line?” few negotiators tell the truth. But how much bluffing is ok? Business negotiations law is infused with ethical considerations. Author G. Richard Shell outlines the basic elements of legal fraud, illustrating the evolving concepts with numerous cases in which negotiators have been penalized for what some consider merely unethical behavior. “An ethical sensibility, far from being a ‘luxury’ in business negotiations, may be a negotiator’s best counselor,” Shell writes.

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Can You Retrain Expensive Customers?

When Should You Fire Customers?

January 6, 2014

Many customers are simply not profitable. Letting them go is one option, but so is trying to train them out of expensive behavior. Options suggested by Jiwoong Shin and K. Sudhir, both of Yale School of Management, include reducing services to unprofitable customers and educating them to use less costly service channels. “We recognize the mix of concerns, both ethical and practical, that swirl around firing customers,” write Shin and Sudhir. “We advocate firing customers only as a last resort.”

The Shareholders vs. Stakeholders Debate

Do managers run companies better when they are agents of all stakeholders or when they focus their allegiance on shareholders? And do different directions affect innovation?

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