Negotiations - Publications - Faculty & Research

Sep 25 2014
Testimonial

Balancing Practical Experience with Powerful Frameworks

Jun 15 2014
Testimonial

Making a More Strategic Contribution

May 13 2014
Testimonial

Leadership in Action: Boston Children's Hospital

December 2010
Supplement

Ad Classification at Right Media — slide supplement

By: Benjamin Edelman

Right Media considers systems and policies to make sure that ads are only shown on web sites where they are appropriate, and vice versa. Setting standards is particularly challenging given the large and growing marketplace, the numerous participants, their diverse... View Details

Keywords: Media; Digital Marketing; Market Participation; Negotiation Tactics; Marketing Communications; Communication; Advertising Industry; Media and Broadcasting Industry

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February 2002
Background Note

Mediating in the Wake of Disaster: The MIT Settlement

By: Michael A. Wheeler and Gillian Morris

In 1997, MIT freshman Scott Kruger died from alcohol poisoning after a ritual fraternity ceremony. His death sparked national controversy over the responsibility of universities for their students. For his parents, though, the pain was personal and almost solely... View Details

Keywords: Higher Education; Negotiation Deal; Moral Sensibility; Leadership; Situation or Environment; Framework; Legal Services Industry; Education Industry

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01 Mar 2012
News

Under the Hood

job is too big, but no job is beneath him, either. He’ll negotiate a multimillion-dollar contract and then the next day stand in the mud at our Eldora Speedway and hang sponsor banners. He’s not afraid to roll his sleeves up and get... View Details

Keywords: NASCAR; Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment; Transportation

October 1987 (Revised November 1991)
Case

Fiat--1986

By: W. Carl Kester and Richard P. Melnick

Describes Fiat's 1986 Euro-equity offering of $2.1 billion of stock. The offering proved to be highly problematic, particularly for the lead manager, Deutsche Bank, and raises questions about the future of the Euro-equity market. Students are provided opportunities to... View Details

Keywords: Equity; Stocks; Negotiation Deal; Outcome or Result; Opportunities; Auto Industry

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Profile

Aaron Chadbourne

the choices made by Kenneth Feinberg, the Special Master for TARP Executive Compensation. We wanted to write a case looking at his compensation decisions and their implications." Upon its completion, the case was taught in Managing, Organizing and View Details

01 Dec 2013
News

Faculty Books

a Chaotic World by Michael Wheeler (Simon & Schuster) Wheeler, the MBA Class of 1952 Professor of Management Practice, retired, shows how master negotiators thrive in the face of chaos and uncertainty. They understand View Details

01 Sep 2006
News

Does My Résumé Work?

you want to have after this job?” he elaborated. “If the offer is a step toward that goal, it makes the decision a lot easier.” Should I negotiate the offer? Davis urges applicants to negotiate only on... View Details

Keywords: Deborah Blagg; jobs; interviews; Business Schools & Computer & Management Training; Educational Services

01 Mar 2018
News

Can a Digital Platform Open Up the Opaque Metals Industry?

negotiations between producers and buyers, with a trader in the middle who typically knows the market better than either side. “You have to understand them and their problems and the market better than they do. You have to be an absolute... View Details

Keywords: Nicole Torres

17 Apr 2013
Research Event

Conference Challenges Gender Conventions

Negotiation Table In their presentation, Hannah Riley Bowles (HBS DBA'01) of the Harvard Kennedy School and Laura Kray of UC Berkeley spoke about a "negotiation scorecard"—a high-level view of the current state of View Details

Keywords: by Maggie Starvish

28 May 2008
First Look

First Look: May 28, 2008

Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH Harvard Business School Exercise 908-033 In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential... View Details

Keywords: Martha Lagace

1995
Chapter

Towards a Winning Climate Coalition

By: James K. Sebenius

Keywords: Climate Change; Alliances; Negotiation

Citation

1991
Article

Binding Parties to Agreements in Environmental Disputes

By: M. A. Wheeler and L. Bacow

Keywords: Natural Environment; Agreements and Arrangements

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February 1997
Article

Ultimatum Bargaining with a Committee: Underestimating the Importance of Decision Rule

By: D. M. Messick, D. A. Moore and M. H. Bazerman

Keywords: Negotiation; Groups and Teams; Decision Making

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January 2007
Background Note

Note on Biotech Business Development

By: Richard G. Hamermesh and Robert F. Higgins

Describes the business development process in biotechnology companies. Topics covered include: participants in the licensing process and their interests, the major steps in the licensing process, the terms that are part of most agreements, and the most contentious... View Details

Keywords: Agreements and Arrangements; Entrepreneurship; Intellectual Property; Biotechnology Industry

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November 1985 (Revised December 1994)
Case

Leckenby Co.

This game is a highly structured exercise in labor-management bargaining. If union and management cannot reach agreement within two days, then the union will strike. The costs of a strike are not the same for the two sides. Similarly, the cost of a settlement to... View Details

Keywords: Negotiation; Accounting; Labor and Management Relations

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