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Publications

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    • All HBS Web  (2,955)
      • Faculty Publications  (525)

      Search And BargainingRemove Search And Bargaining →

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      • 2007
      • Working Paper

      Fair (and Not So Fair) Division

      By: John W. Pratt
      Drawbacks of existing procedures are illustrated and a method of efficient fair division is proposed that avoids them. Given additive participants' utilities, each item is priced at the geometric mean (or some other function) of its two highest valuations. The... View Details
      Keywords: Fairness; Price
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      Pratt, John W. "Fair (and Not So Fair) Division." Harvard Business School Working Paper, No. 08-016, September 2007.
      • August 2007
      • Column

      Pitch Your Offer—and Close the Deal

      By: Deepak Malhotra and Max H. Bazerman
      The article offers several strategies on how to be a good negotiator and decision maker for business developments. The strategies that are presented were an extract from the book Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the... View Details
      Keywords: Decision Making; Negotiation; Negotiation Offer; Negotiation Tactics; Strategy
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      Malhotra, Deepak, and Max H. Bazerman. "Pitch Your Offer—and Close the Deal." Negotiation 10, no. 8 (August 2007).
      • July 2007 (Revised July 2008)
      • Case

      The Beijing Dream

      By: Arthur I Segel, Voon Siang Lee, Jialei Tian and Ying Laura Wang
      The purchase of a single-family home is generally the major investment for most young couples in China. Shows in detail the process that a young couple goes through in late April 2007 to find, finance, and close on an apartment in Beijing within what they believe to be... View Details
      Keywords: Property; Investment; Cost; Emerging Markets; Financing and Loans; Acquisition; Activity Based Costing and Management; Internet and the Web; Management Practices and Processes; Real Estate Industry; Beijing; United States
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      Segel, Arthur I., Voon Siang Lee, Jialei Tian, and Ying Laura Wang. "The Beijing Dream." Harvard Business School Case 208-015, July 2007. (Revised July 2008.)
      • 2007
      • Working Paper

      Coupled Search Processes: Why Is it so Difficult to Find that Organizational Design Matters?

      By: Nicolaj Siggelkow and Jan Rivkin
      Organizational design affects performance via coupled search processes. At low frequency, managers search for appropriate organizational designs. At higher frequency, managers use designs to search for high-performing operational choices. The two searches are coupled:... View Details
      Keywords: Competency and Skills; Operations; Organizational Design; Performance; Networks; Research; Cognition and Thinking; Strategy
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      Siggelkow, Nicolaj, and Jan Rivkin. "Coupled Search Processes: Why Is it so Difficult to Find that Organizational Design Matters?" Harvard Business School Working Paper, No. 07-106, June 2007.
      • January 2007 (Revised July 2013)
      • Case

      To JV or Not To JV? That Is the Question (for XTech in China)

      By: Daniel J. Isenberg and Paul W. Marshall
      XTech, a leading manufacturer of metal parts for the telecommunications industry, is being pushed by its large equipment vendor customers to establish a manufacturing operation in China. CEO Reinhold Hesse is debating several options: establishing a joint venture,... View Details
      Keywords: Entrepreneurs; Entrepreneurship; Search; Global Ventures; Succession; Acquisitions; Private Equity; Negotiation; Partners and Partnerships; Expansion; Joint Ventures; Management Succession; Decision Choices and Conditions; Corporate Entrepreneurship; Financing and Loans; Global Strategy; Acquisition; Manufacturing Industry; Telecommunications Industry; China; United States
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      Isenberg, Daniel J., and Paul W. Marshall. "To JV or Not To JV? That Is the Question (for XTech in China)." Harvard Business School Case 807-118, January 2007. (Revised July 2013.)
      • October 2006 (Revised October 2007)
      • Case

      Google Advertising

      By: Youngme E. Moon and David Chen
      In mid-2006, Google is the number one search engine in America with 99% of its revenues deriving from its simple, text-only advertising services. It is on track to bring in roughly $9.5 billion in advertising revenue in 2006, which would place it fourth among American... View Details
      Keywords: Digital Marketing; Disruptive Innovation; Media; Expansion; Internet and the Web; Advertising Industry; United States
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      Moon, Youngme E., and David Chen. "Google Advertising." Harvard Business School Case 507-038, October 2006. (Revised October 2007.)
      • August 2006
      • Article

      When Exploration Backfires: Unintended Consequences of Multi-level Organizational Search

      By: Nicolaj Siggelkow and Jan W. Rivkin
      Keywords: Organizations; Outcome or Result
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      Siggelkow, Nicolaj, and Jan W. Rivkin. "When Exploration Backfires: Unintended Consequences of Multi-level Organizational Search." Academy of Management Journal 49, no. 4 (August 2006).
      • February 2006 (Revised March 2006)
      • Case

      Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)

      By: Deepak Malhotra and Maly Hout
      On September 15, 2004, the existing collective bargaining agreement (CBA) between the National Hockey League (NHL) and the National Hockey League Players' Association (NHLPA) expired. Because the two sides had failed to negotiate a new CBA by that date, NHL... View Details
      Keywords: Negotiation Tactics; Negotiation Participants; Trust; Sports; Compensation and Benefits; Sports Industry; United States
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      Malhotra, Deepak, and Maly Hout. "Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)." Harvard Business School Case 906-038, February 2006. (Revised March 2006.)
      • December 2005
      • Article

      Up to Code: Does Your Company's Conduct Meet World-Class Standards?

      By: Lynn Paine, Rohit Deshpandé, Joshua D. Margolis and Kim Eric Bettcher
      Codes of conduct have long been a feature of corporate life. Today, they are arguably a legal necessity—at least for public companies with a presence in the United States. But the issue goes beyond U.S. legal and regulatory requirements. Sparked by corruption and... View Details
      Keywords: Business Ethics; Standards Of Conduct; Globalized Firms and Management; Cross-Cultural and Cross-Border Issues; Values and Beliefs; Corporate Accountability; Corporate Governance
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      Paine, Lynn, Rohit Deshpandé, Joshua D. Margolis, and Kim Eric Bettcher. "Up to Code: Does Your Company's Conduct Meet World-Class Standards?" Harvard Business Review 83, no. 12 (December 2005): 122–133.
      • 21 Oct 2005
      • Other Presentation

      In Search of a Competitive Identity: Towards A Competitiveness Agenda for Colombia

      By: Michael E. Porter
      This presentation draws on ideas from Professor Porter's articles and books, in particular, The Competitive Advantage of Nations (The Free Press, 1990), "The Microeconomic Foundations of Economic Development," in The Global Competitiveness Report 2005-06, (World... View Details
      Keywords: Economics; Colombia
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      Porter, Michael E. "In Search of a Competitive Identity: Towards A Competitiveness Agenda for Colombia." Institute for Strategy and Competitiveness, Cartagena, Columbia, October 21, 2005.
      • October 2005 (Revised February 2006)
      • Case

      Reactivity: A Case of Re-Invention

      By: Myra M. Hart and Sylvia Sensiper
      By the time Glenn Osaka joined Reactivity as its new CEO in January 2001, the Internet bubble had burst, the financial markets had turned, and the company's core businesses were drying up. He was not hired to lead a turnaround, but Osaka found that the firm's future... View Details
      Keywords: Management Style; Venture Capital; Organizational Culture; Applications and Software; Leadership Style; Product; Transformation; Organizational Change and Adaptation; Entrepreneurship; Growth and Development Strategy; Information Technology Industry; Consulting Industry
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      Hart, Myra M., and Sylvia Sensiper. "Reactivity: A Case of Re-Invention." Harvard Business School Case 806-025, October 2005. (Revised February 2006.)
      • 2005
      • Working Paper

      When Exploration Backfires: Unintended Consequences of Multi-Level Organizational Search

      By: Nicolaj Siggelkow and Jan W. Rivkin
      Citation
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      Siggelkow, Nicolaj, and Jan W. Rivkin. "When Exploration Backfires: Unintended Consequences of Multi-Level Organizational Search." Harvard Business School Working Paper, No. 06-016, October 2005.
      • fall 2005
      • Article

      Takeover Defenses and Bargaining Power

      By: Guhan Subramanian
      Keywords: Negotiation; Integration
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      Subramanian, Guhan. "Takeover Defenses and Bargaining Power." Journal of Applied Corporate Finance 17, no. 4 (fall 2005).
      • Article

      In Search of the Next "Killer App"

      By: Robert D. Austin and Richard L. Nolan
      Keywords: Online Technology
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      Austin, Robert D., and Richard L. Nolan. In Search of the Next "Killer App". MIT Sloan Management Review 46, no. 4 (Summer 2005): 96.
      • June 2005 (Revised October 2005)
      • Case

      Coach Roy Williams: What Next? (A)

      By: Thomas J. DeLong, Christoper Chang and Scott Schweitzer
      Roy Williams, head coach of the Kansas University Men's Basketball Team, was facing a major decision. The recent resignation of the coach at the University of North Carolina (UNC) had lead to speculation that Williams, a UNC alumnus, would be named as its new coach.... View Details
      Keywords: Decision Choices and Conditions; Resignation and Termination; Job Offer; Leading Change; Management Succession; Performance Improvement; Personal Development and Career; Sports; Kansas; North Carolina
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      DeLong, Thomas J., Christoper Chang, and Scott Schweitzer. "Coach Roy Williams: What Next? (A)." Harvard Business School Case 405-070, June 2005. (Revised October 2005.)
      • June 2005
      • Article

      Compensatory Transfers in Two-Player Decision Problems

      By: Jerry R. Green
      This paper presents an axiomatic characterization of a family of solutions to two-player quasi-linear social choice problems. In these problems the players select a single action from a set available to them. They may also transfer money between... View Details
      Keywords: Bargaining; Cost Allocation; Decision Making
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      Green, Jerry R. "Compensatory Transfers in Two-Player Decision Problems." International Journal of Game Theory 33, no. 2 (June 2005): 159–180.
      • April 2005 (Revised July 2005)
      • Case

      Ilene Lang and the Catalyst Search (A)

      By: Myra M. Hart and Laura L. Nash
      Catalyst, the nonprofit organization dedicated to championing women in professional ranks, is searching for a new president--only the third in its 42-year history. Ilene Lang, a corporate executive and entrepreneur with over 25 years of experience in high-tech... View Details
      Keywords: Strategy; Nonprofit Organizations; Work-Life Balance; Job Search; Gender; Service Industry
      Citation
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      Hart, Myra M., and Laura L. Nash. "Ilene Lang and the Catalyst Search (A)." Harvard Business School Case 805-074, April 2005. (Revised July 2005.)
      • April 2005
      • Supplement

      Ilene Lang and the Catalyst Search (B)

      By: Laura L. Nash and Myra M. Hart
      Supplements the (A) case. View Details
      Keywords: Service Industry
      Citation
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      Nash, Laura L., and Myra M. Hart. "Ilene Lang and the Catalyst Search (B)." Harvard Business School Supplement 805-137, April 2005.
      • February 2005
      • Case

      Bayside Motion Group (A)

      By: H. Kent Bowen and Bradley R. Staats
      After purchasing a business and successfully growing it for 18 years, the sole owner is presented with an attractive acquisition offer from a Fortune 500 company. The company's future is bright, but is now the right time to sell? Can he create more value by waiting?... View Details
      Keywords: Acquisition; Decisions; Entrepreneurship; Cash Flow; Private Equity; Financing and Loans; Growth Management; Success; Private Ownership
      Citation
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      Bowen, H. Kent, and Bradley R. Staats. "Bayside Motion Group (A)." Harvard Business School Case 605-040, February 2005.
      • January 2005 (Revised February 2005)
      • Case

      Ray Rogers and the Corporate Campaign (A)

      By: James K. Sebenius and Michael A. Wheeler
      Sets the stage for analyzing the strategy of labor organizer Ray Rogers in bringing J.P. Stevens to the bargaining table when conventional union tactics failed. Though set in the specific context of labor-management relations, it illustrates much more fundamental... View Details
      Keywords: Strategy; Negotiation Preparation; Negotiation Tactics; Labor Unions; Labor and Management Relations; Manufacturing Industry; United States
      Citation
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      Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (A)." Harvard Business School Case 905-054, January 2005. (Revised February 2005.)
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