Publications

November 2000
Exercise

Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis

By: Michael A. Wheeler

This two-party exercise illustrates bidding strategy in the context of settling a large insurance claim. Specifically, the claimant (Biovent) and the insurer (Atlantis) are asked to submit confidential offers to a dispute resolution Web site that will determine whether... View Details

Keywords: Insurance; Bids and Bidding; Digital Platforms; Negotiation Process; Conflict and Resolution; Strategy; Internet and the Web

Find at Harvard

01 Feb 2022
What Do You Think?

Is Concierge Management an Answer to the “Big Quit”?

advocated for some kind of lower-key negotiated settlement. Ahmed Bougnine favored firing with cause, adding that “the damage (from his admitted misbehavior) could be much deeper on the invisible structure. It needs to be addressed with... View Details

Keywords: by James Heskett

28 Feb 2007
Research & Ideas

Capital Rules: The Tensions of Global Finance

Commission, in contrast, still approaches its accession negotiations just as it always has: Brussels negotiators insist, correctly, that the EU's rules unambiguously forbid all capital controls, and so... View Details

Keywords: by Rawi Abdelal

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

12 May 2009
First Look

First Look: May 12, 2009

organizations. What is the best structure for Planned Parenthood to fulfill its mission? Purchase this case: http://hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=309104 Real Property Negotiation Game: Buyer Case, Celia Hernandez (A)... View Details

Keywords: Martha Lagace

19 Dec 2012
Research & Ideas

Affordable Housing: Israel and the United States

States, the approaches are reasonable. The task is to translate a theoretically reasonable approach into a workable policy. Implementing any of these approaches will require negotiations between the federal and the local governments, to... View Details

Keywords: by Nicolas P. Retsinas, John H. Vogel & Charles S. Laven; Construction; Real Estate

March 2011
Teaching Note

First Boston's Union Carbide Deal: Acquiring a New Client (TN)

By: Robert G. Eccles and Penny Rossano

Teaching Note for 897201. View Details

Keywords: Governing and Advisory Boards; Negotiation Offer; Investment Banking; Relationships; Revenue; Capital Structure; Chemical Industry

February 2006 (Revised June 2007)
Case

Brazos Partners and Cheddar's Inc.

By: G. Felda Hardymon, Josh Lerner and Ann Leamon

Randall Fojtasek, a partner at Brazos Private Equity Partners, must decide whether to invest more money in Cheddar's restaurant chain, which the firm invested in 10 months earlier. The incremental investment would fund a real estate subsidiary that would own the... View Details

Keywords: Negotiation Deal; Price; Partners and Partnerships; Management; Investment; Leadership; Business Subsidiaries; Stocks

Working at Xerox for over three decades, McColough was instrumental in leveraging the company’s unique technology and product line. His sales and marketing efforts helped to establish the company as a worldwide leader in office equipment. As CEO, he expanded the firm’s... View Details

Keywords: Fabricated Goods

June 2003 (Revised September 2004)
Exercise

The Pacific Sentinel: Role for Chris Coleman

By: Kathleen L. McGinn and Dina R. Pradel

A new publishing company has just purchased the Pacific Sentinel, a fictional West Coast newspaper. The new publisher is willing to invest $1 million in the future success of the paper and has asked the executive editor and advertising manager to develop a joint plan... View Details

Keywords: Negotiation; Conflict of Interests; Decision Making; Publishing Industry

January 2001 (Revised April 2001)
Teaching Note

Lawyers & Leases TN

By: Richard G. Hamermesh and Michele Lutz

Teaching Note for (9-801-166). View Details

Keywords: Contracts; Negotiation; Entrepreneurship; Internet and the Web; Education; Education Industry

13 Jan 2015
First Look

First Look: January 13

Trade Agreement: A Multi-Front 'Negotiation Campaign' By: Green, Laurence A., and James K. Sebenius Abstract—Complex, multiparty negotiations are often analyzed as principals negotiating through agents, as... View Details

Keywords: Sean Silverthorne

Profile

Phil Strazzulla

virtually unbounded. To give some specifics, there was one day at HBS where I worked out in the morning with two former Navy SEALS, had a negotiation exercise against two people who had each won a national debate championship, and then... View Details

Keywords: Technology

September 2008 (Revised September 2018)
Case

Traversing a Career Path: Pat Fili-Krushel (A)

By: Kathleen L. McGinn, Deborah M. Kolb and Cailin B. Hammer

Pat Fili-Krushel, CEO and president of WebMD and past president of ABC Network, contemplates accepting Richard Parson's offer to become the first executive vice president of administration at AOL Time Warner. Accepting this position would be a move back into mainstream... View Details

Keywords: Decision Choices and Conditions; Job Offer; Managerial Roles; Negotiation Tactics; Personal Development and Career; Power and Influence; Media and Broadcasting Industry

January 1992
Teaching Note

MRC, Inc. (A) TN

By: William E. Fruhan Jr.

Teaching Note for (9-274-118). View Details

Keywords: Valuation; Acquisition; Organizations; Perspective; Negotiation Deal; Strategy

May 2008
Teaching Note

Lion Capital and the Blackstone Group: The Orangina Deal (TN)

By: G. Felda Hardymon, Josh Lerner and Ann Leamon

Teaching Note for [807005]. View Details

Keywords: Private Equity; Bids and Bidding; Negotiation Deal; Valuation; Financial Services Industry; Food and Beverage Industry