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- Faculty Publications (171)
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- All HBS Web (301)
- Faculty Publications (171)
- 01 Jun 2012
- News
Alumni Book Briefs
been held in makeshift storefronts in anonymous locations. In 2007 the authors took sample sales to the Internet with a members-only website for a select national group of 13,000 young, high-end shoppers. They provide straight talk on how to build a start-up and View Details
- Career Coach
Doug Lester
and wellness, tech, and mission-driven organizations. In addition to coaching at HBS, Doug works with individual and corporate clients through his private coaching practice Career Narratives. He writes regularly about the strategies and View Details
- April 2006 (Revised December 2006)
- Case
The Barber of Buenos Aires: Argentina's Debt Renegotiation
By: Noel Maurer and Aldo Musacchio
Tells the story of Argentina's aggressive strategy for renegotiating its sovereign debt from 2003 to 2005. Most creditors accepted the offer to swap their debt for new securities worth 35 cents on the dollar, with no recognition of all past-due interest. Many holdouts,...
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Keywords:
Private Sector;
Borrowing and Debt;
Insolvency and Bankruptcy;
International Finance;
Foreign Direct Investment;
Sovereign Finance;
Government and Politics;
Negotiation Tactics;
Outcome or Result;
Situation or Environment;
Argentina
Maurer, Noel, and Aldo Musacchio. "The Barber of Buenos Aires: Argentina's Debt Renegotiation." Harvard Business School Case 706-034, April 2006. (Revised December 2006.)
- November 2022
- Supplement
Arcos Dorados’ Quest for the Digitalization of Last-Mile Delivery in Colombia (B)
By: Jorge Tamayo, Jenyfeer Martinez Buitrago and Mariana Cal
In 2020, Francisco Staton, president of Arcos Dorados’ Caribbean Division, and Héctor Orozco, Managing Director of Arcos Dorados Colombia, were looking into Arcos Dorados’ options to consolidate its food delivery service in Colombia. This time the matter at hand hinged...
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Keywords:
Transformation;
Decision Making;
Decision Choices and Conditions;
Global Strategy;
Technological Innovation;
Growth and Development Strategy;
Agreements and Arrangements;
Negotiation Tactics;
Logistics;
Service Delivery;
Organizational Culture;
Performance Improvement;
Partners and Partnerships;
Strategy;
Food and Beverage Industry;
Latin America;
South America;
Colombia
Tamayo, Jorge, Jenyfeer Martinez Buitrago, and Mariana Cal. "Arcos Dorados’ Quest for the Digitalization of Last-Mile Delivery in Colombia (B)." Harvard Business School Supplement 723-396, November 2022.
- 09 Feb 2016
- First Look
February 9, 2016
also show how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal...
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Keywords:
Sean Silverthorne
- Web
The Founder Mindset - Course Catalog
writing a founders’ agreement. You’ll learn tactics for dealing with difficult situations, like firing an employee, pivoting your business model, or selling/closing the business. The course supplements case studies and discussions with...
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- 17 Mar 2022
- Research & Ideas
Navigating Tradeoffs: How Purpose Becomes a Company's ‘Lighthouse in the Storm’
stick with recyclable plastic due to a lack of viable alternatives, the company did its best to negotiate the interests of investors, end consumers, supermarkets, and the environment. And judging from the company’s overall social and...
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by Ranjay Gulati
- 03 Oct 2005
- What Do You Think?
What’s the Future of Globally Organized Labor?
competency and its ability to move up the value chain that will allow it to share the positive gains. If labor tries the old tactic of strikes, management will just outsource the staff from somewhere else ... " Globally organized...
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by James Heskett
- Web
Online Creating Brand Value Course | HBS Online
Consumer-Brand Relationships Identify the roles brands play in customers’ lives and differentiate between the different types of relationships consumers form with brands, the rules that govern those relationships, and how to negotiate...
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- 27 May 2014
- First Look
First Look: May 27
principles. In particular, I show how Google used these tactics to enter numerous markets, to compel usage of its services, and often to dominate competing offerings. I explore the technical and commercial implementations of these...
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Keywords:
Sean Silverthorne
- 19 Dec 2011
- Research & Ideas
Climbing the Great Wall of Trust
In recent conversations with US executives doing business in China, Harvard Business School Assistant Professor Roy Y.J. Chua heard about a new trend. In an East Asian version of cutting deals on the golf course, Chinese executives often take partners to teahouses to...
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Keywords:
by Michael Blanding
- 01 Oct 1996
- News
Leading In a New Era
negotiations are the two most pressing challenges in his industry. Carty, Charron, and Harad — all chiefs of their organizations (Carty reports directly to AMR chairman Robert Crandall) less than two years — have an exciting opportunity...
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Nancy O. Perry
- 01 Mar 2016
- News
Alumni and Faculty Books for March 2016
strategy necessary for people to begin the hard work of extracting that wedge. This book helps readers become aware when wedging is happening to them, illustrates what wedging tactics look like, and provides alternative ways to think...
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- 04 Dec 2012
- First Look
First Look: December 4
Law Review 126, no. 4 (forthcoming).18-23: (February 2013) Abstract Roger Fisher's career and writings not only offer lessons about negotiation but also about how an academic, especially in a professional school such as law or business,...
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Keywords:
Carmen Nobel
- 05 Feb 2008
- First Look
First Look: February 5, 2008
penetrated the field of negotiation and then presents a framework for bridging the gap between these two literatures. The paper notes that one of the reasons for its limited impact on negotiation research is...
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Keywords:
Martha Lagace
- 21 Oct 2008
- First Look
First Look: October 21, 2008
relationships, communication, time, autonomy, face, etc.) and different negotiation styles created challenges along with the business and strategic issues. The (A) case sets up the negotiations, highlights issue impasses, explores...
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Keywords:
Martha Lagace
- 01 Dec 2017
- News
Alumni and Faculty Books for December 2017
as a negotiator have escaped systematic analysis. While specific cases have been examined in depth, no serious cross-cutting study of Kissinger’s overall approach has extracted its lessons for today’s negotiators. We have extensively...
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- 26 Jul 2006
- Research & Ideas
The Strategic Way to Go to Market
more vehicles than they can sell and—unable to make money from new cars—turn to service and trade-ins to eke out margins. And at the bottom of the chain are customers trapped in high-pressure negotiations for a car that isn't the exact...
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by Sean Silverthorne
- 12 Jul 2016
- First Look
July 12, 2016
on preventing them. She outlines five tactics that research has shown to be effective: encourage reciprocity. You can build trust and prompt other parties to disclose strategic information by sharing information yourself. Ask the right...
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Keywords:
Sean Silverthorne
- Web
Print View - Course Catalog
them to anticipate deal challenges, and equip them with the skills to creatively address those challenges through contract and deal design. Topics developed throughout the course include: how negotiators create and claim value through the...
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