Carlson Executive Education Blog

Learning to Negotiate Like a Pro

Posted by Pri Shah on Jan 18, 2018 12:43:15 PM

Pri Shah, Associate Professor, Work and Organizations


Hear more from Professor Shah by registering for her upcoming webinar, Negotiation Strategies: Capitalizing on Your Gender Advantage. This webinar will feature tips for women professionals to close the pay gap by harnessing negotiation skills that women are known to be good at. Register Here.


Some days require more negotiation than others. Here’s a typical scenario: On the way into the office, you think about whether it’s time to ask the boss for a promotion. When you get to work, a client has emailed, asking to “revisit” your contract. A supplier calls to request a change of terms. During your morning meeting, the cross-functional project team squabbles over competing demands. And that evening, the boss asks if you can fly overseas for your first cross-cultural contract discussion. This would sure be a good day to have some strong negotiation skills, right?

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Innovation That Sticks: Maintaining Altitude in a World of Headwinds

Posted by Daniel Forbes on Dec 6, 2017 3:24:29 PM

Daniel Forbes, Schulze Distinguished Professor of Entrepreneurship, and Associate Professor, Strategic Management and Entrepreneurship


Ten years used to be a long time in the business world. But if you look back to all the innovations that have happened in the previous decade, you’ll remember a world in which you couldn’t use Google Chrome, fire up your iPad, call for an Uber, or rent an Airbnb. It was just ten years ago, in fact, that the iPhone was introduced.

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If you think being right is good enough—you’re wrong

Posted by Vladas Griskevicius on Nov 28, 2017 12:18:21 PM

Vladas Griskevicius, Carlson Foundation Endowed Chair in Marketing


You have all your facts lined up. Your spreadsheets are thorough and detailed. So why can’t you get anyone to agree with you?

No matter what you do for a living, you’ll probably reach a point in your career when you need to influence others and convince them to follow your suggestion, idea, or plan. When you were in the early stages of your career, co-workers might have deferred to you because of your experience and knowledge. But as you rise in an organization, you will almost certainly find that there comes a point when you need to rely on persuasion and social influence to get your point across and ensure that if you’re leading, others are following. 

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Stop talking to yourself: how hyper-fast research is changing the marketing landscape

Posted by Joe Redden on Nov 17, 2017 12:38:26 PM

Joe Redden, Associate Professor of Marketing


Five people are sitting in a room. They’re discussing the right pricing for a product, or the next new flavor to be rolled out, or which design feature to highlight on packaging. For most businesses these days, that decision gets made by those five people in the room, without an iota of input from consumers.

“But Joe,” you might tell me. “It’s time-consuming and expensive to conduct major consumer research. We’re a nimble, agile organization. We have to move fast on things like product design, flavors and features.” Even though that’s true, I have a solution for you.

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How to grow a business that’s flattened out? Time to think sustainably

Posted by Alfred Marcus on Nov 10, 2017 11:36:02 AM

Alfred Marcus, Edson Spencer Endowed Chair in Strategy and Technological Leadership


Many traditional companies find themselves at a crossroads these days. After an unbroken record of success, the products they’ve been producing for many years aren’t generating excitement among consumers or growth for their brand. As they seek new solutions to ensure a solid future for their organization, some may overlook an answer that’s right in front of them: products that focusand deliver onsustainability.

While some may view sustainability in business as an example of good intentions without real bottom line benefit, I’ve researched and found many companies realizing success with a sharper focus on sustainability. They’re applying shrewd business principles to these sustainability concepts, and they’re reaping rewards as a result. In my new book, Innovations in Sustainability: Fuel and Food,  I look at current examples of major companies revamping their approach and attitude respond to the increasing demand for products which are sustainably produced.

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How to prepare for a brave new world of financial services: Meet Fintech

Posted by Eric Zheng on Nov 1, 2017 10:42:11 AM

Eric Zheng, Professor, Information Systems and Finance at the University of Texas at Dallas 


People-to-people is long gone. People-to-machine is yesterday’s news. We are entering a world in which business is conducted primarily between machines. 

It’s happened before

No, it’s not a science fiction movie–it’s our current and growing reality, thanks to Fintech (financial technology), a catchall term that refers to the influx of technology tools, platforms, and ecosystems that make financial services more accessible, efficient, and affordable. 

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Three factors for a successful M&A deal and how to make sure you’ve got them covered

Posted by Jerry Caruso on Oct 31, 2017 10:55:16 AM

Jerry Caruso, former managing director for Lazard Middle Market LLC, has served as a senior lecturer at the Carlson School of Management


You hear about them all the time–M&A deals that are touted as sure-fire successes, but which end up fizzling before the ink dries on the final paperwork. When AOL was purchased by Time Warner in 2000, everyone was sure it was the deal of the century–until they were quick to declare it DOA. When Boston Scientific bought Guidant in 2006, it was held up in the business press as a prime example of a poorly made deal. Every day, it seems, otherwise smart businesspeople make acquisitions that don’t live up to expectations. 

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Sustainability has been the ultimate “moving target” for business. How you can move from talking points to action plans

Posted by Tim Smith on Oct 13, 2017 11:52:07 AM

Tim Smith, Professor, Sustainable Systems Management


You’ve thought about it. You’ve talked about it—a lot. You’ve included it as a bullet point on hundreds of PowerPoint presentations. But for many senior leaders, sustainability has been a subject that’s outside of the normal scope of businesstoo difficult to wrap your arms around and too all-encompassing to manage effectively.

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When you don’t know what you don’t know: Leading Business Analytics

Posted by Ravi Bapna on Oct 10, 2017 12:29:56 PM

Gedas Adomavicius, Carolyn I. Anderson Chair in Business Education and Professor, Department of Information and Decision Sciences

Ravi Bapna, Curtis L. Carlson Chair in Business Analytics and Information Systems, Program Director for MS-Business Analytics and Academic Director of the Carlson Analytics Lab

If you feel as if you’re being buried under a mountain of data, and if you often wonder if you’re realizing maximum value from all those bits and bytes, then you might be heartened to hear that–at least among the majority of your fellow businesspeople–you’re not alone. The corporate executives we teach and consult with tell us that while they’re hearing more and more about machine learning, artificial intelligence and analytics, they often feel overwhelmed and underprepared for handling the challenges of Big Data within their own organizations.

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Yes, there are still four P’s in Marketing — But they have new meanings in our digital age

Posted by Ravi Bapna on Aug 25, 2017 9:01:53 AM

Ravi Bapna, Curtis L. Carlson Chair in Business Analytics and Information, University of Minnesota

Digital technology has disrupted just about every segment of marketing, and the classic “Four P’s” are no exception. While they used to stand for pricing, product, promotion and placement, the power of social media marketing has prompted my development of “Four P’s 2.0,” which are participation, platform, personalization, and prediction. It’s now possible to look at the strategic and analytical aspects of digital marketing using the lens of both the old and the new Four P's. For example, an old P, placement, is no longer exclusively in a store, and also has significant implications for digital search. In the same way, modern promotions must take the power of prediction into account, with reliable ways for marketers to predict who will respond to campaigns and how to target them accordingly.

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