negotiation - Publications - Faculty & Research

Jun 23 2017
Testimonial

Gaining the Self-Awareness That Fosters Growth

Jan 23 2017
Testimonial

Reaching Beyond Your Comfort Zone

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

14 Jul 2009
First Look

First Look: July 14

the larger field of organizational research. We test this assertion by analyzing studies of negotiation published in top peer-reviewed management, psychology, sociology, and industrial relations journals from 1990 to 2005. Our findings... View Details

Keywords: Martha Lagace

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

Citation

Find at Harvard

04 Jan 2012
First Look

First Look: January 4

minorities. Read the paper: http://www.people.hbs.edu/mnorton/apfelbaum%20norton%20sommers.pdf Leveraging Tribal Sovereignty for Economic Opportunity: A Strategic Negotiations Perspective Authors:Gavin Clarkson and James K. Sebenius... View Details

Keywords: Carmen Nobel

Dee Ward Hock

In 1970, Hock created a reverse holding company tying together thousands of independent banks to create the Visa Network. His aggressive marketing and sharp negotiation skills enabled Visa to quickly capture 20% of the charge card... View Details

Keywords: Finance

Alumni WDYDWYD

Heather McLetchie-Leader

behind by empire. When my family had questions, answers came not only from the bible, but through ancestors and orishas, and via scrying crystals, divination books, and mourning ground experiences. Religion was less about one-God-one-religion than it was about people... View Details

Donald J. Trump

Taj Mahal and Trump Castle in Atlantic City. Known for his intimidating negotiating tactics, especially his ability to win lucrative tax abatement deals, Trump has made fortunes in residential and commercial real estate. View Details

Keywords: Construction & Real Estate

Juan T. Trippe

Known for his sharp negotiating skills, Trippe built PanAm into the world’s only truly global air carrier. Trippe’s success at PanAm was due in large part to his cooperation with different branches of national governments, winning large... View Details

Keywords: Transportation

Philip Lehman

Lehman was responsible for forming a profitable alliance with Goldman, Sachs that marked the beginning of a new type of investment house. Together they managed 114 negotiated offerings for 56 issuers. Their premiere interest was on the... View Details

Keywords: Finance

February 2019 (Revised January 2020)
Case

Pierre Foods Acquisition of Advance Foods (A)

By: Guhan Subramanian and Mike Harmon

This case (A), and its related cases (B-E), establish a setting to discuss an M&A transaction and some of the key legal contracts that are associated with it. In 2010, private equity backed food manufacturer Pierre Foods is contemplating the acquisition of a key... View Details

Keywords: Mergers and Acquisitions; Contracts; Agreements and Arrangements; Negotiation; Complexity

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November 2019
Case

Chief: Role for Lindsay Kaplan

By: Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley and Katherine Chen

In 2018, Lindsay Kaplan is preparing to meet with Carolyn Childers about the possibility of co-founding Chief, a New York-based peer network for women executives. Kaplan is currently the vice president of communications and brand engagement at a successful mattress... View Details

Keywords: Negotiation; Entrepreneurship; Leadership; North and Central America; United States; New York (state, US); New York (city, NY)

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