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Show Results For
- All HBS Web
(3,646)
- People (9)
- News (1,010)
- Research (2,227)
- Events (4)
- Multimedia (29)
- Faculty Publications (1,173)
- 28 Apr 2008
- HBS Case
Negotiating with Wal-Mart
perspective. There are numerous media accounts of the corporate monolith riding its suppliers into the ground. But what about those who manage to survive, and thrive, while dealing with the classic hardball negotiator? In "Sarah... View Details
- June 2011
- Case
Trouble in Islandia; Computer Associates 2001 - 2004
By: Jay W. Lorsch and Melissa Barton
The Board of Directors of Computer Associates deals with pressure from the U.S. Department of Justice as its members try to gain better insight into the accounting practices of the company's top management team. View Details
- May 1999 (Revised August 1999)
- Case
Westfield America
By: William J. Poorvu, Richard S. Tedlow and Daniel J. Rudd
The company is attempting to duplicate its Australian formula for successful mall ownership in the U.S. market. It must deal with rapidly evolving financial markets while recognizing and capitalizing on emerging trends in retailing. View Details
Keywords: Market Entry and Exit; Adaptation; Financial Markets; Property; Trends; Retail Industry; Real Estate Industry; Australia; United States
Poorvu, William J., Richard S. Tedlow, and Daniel J. Rudd. "Westfield America." Harvard Business School Case 899-260, May 1999. (Revised August 1999.)
- 28 Aug 2017
- News
Move Americans to Jobs, Not the Other Way Around
- September 2007
- Article
Investigative Negotiation
By: Deepak Malhotra and Max H. Bazerman
This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Negotiators often fail to achieve results because they channel too much effort into... View Details
Keywords: Knowledge Acquisition; Knowledge Use and Leverage; Negotiation Process; Negotiation Tactics; Motivation and Incentives; Perspective; Pharmaceutical Industry
Malhotra, Deepak, and Max H. Bazerman. "Investigative Negotiation." Harvard Business Review 85, no. 9 (September 2007).
- June 1999 (Revised November 2006)
- Case
Basil "Buzz" Hargrove and de Havilland, Inc. (A)
By: Kathleen L. McGinn and Angela Keros
Buzz Hargrove, national president of the Canadian Auto Workers, needs to find a way to secure an agreement from a negotiated contract with de Havilland, Inc. Local union leaders feel the deal is not good enough, but Hargrove is convinced management will close the plant... View Details
Keywords: Media; Power and Influence; Negotiation Deal; Leadership; Agreements and Arrangements; Business Exit or Shutdown; Labor Unions; Negotiation Types; Management Teams; Manufacturing Industry; Auto Industry; Canada
McGinn, Kathleen L., and Angela Keros. Basil "Buzz" Hargrove and de Havilland, Inc. (A). Harvard Business School Case 899-138, June 1999. (Revised November 2006.)
- February 2000 (Revised April 2004)
- Case
Butler Capital Partners and Autodistribution: Putting Private Equity to Work in France
Describes a proposed buyout transaction of Autodistribution, an entrepreneurial firm that is the leading car-parts distributor in France. The deal became feasible because of a failed takeover battle for Autodistribution's parent company. Private equity investor Butler... View Details
Keywords: Private Equity; Leveraged Buyouts; Valuation; Executive Compensation; Entrepreneurship; Distribution Industry; Auto Industry; France
Kuemmerle, Walter, and William J. Coughlin Jr. "Butler Capital Partners and Autodistribution: Putting Private Equity to Work in France." Harvard Business School Case 800-224, February 2000. (Revised April 2004.)
- February 2007
- Case
Orientation for Viewing "Startup.com"
By: Noam T. Wasserman
Introduces founders Kaleil Isaza Tuzman and Tom Herman as they start and grow govWorks.com. The movie "Startup.com" documents the challenges that these founders face in building their company while dealing with tensions within the founding team and managing a demanding... View Details
- October 2019 (Revised January 2020)
- Case
John Branca: Negotiating Michael Jackson's Thriller (A)
By: James K. Sebenius and Alex Green
John Branca, attorney to pop musician Michael Jackson, must negotiate a series of deals on behalf of his client in order to safeguard his financial interests and creative license during a period of rising stardom. View Details
Sebenius, James K., and Alex Green. "John Branca: Negotiating Michael Jackson's Thriller (A)." Harvard Business School Case 920-027, October 2019. (Revised January 2020.)
- November 2006
- Case
Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)
By: James K. Sebenius and Ellen Knebel
Describes the retailer-supplier negotiations of Frey Farms Produce in its growth from a small local produce supplier to becoming a supplier for Wal-Mart, the world's largest retailer. The (A) case sets up three negotiations led by Sarah Talley of Frey Farms Produce in... View Details
Sebenius, James K., and Ellen Knebel. "Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)." Harvard Business School Case 907-003, November 2006.
- February 1991 (Revised October 1991)
- Case
Fenchel Lampshade Co.
Describes the proposed purchase of a lampshade manufacturer by Steven and Michele Rogers, recent graduates of the Harvard Business School. Focuses on their plans to raise the capital necessary to buy the company. Among the issues raised are how to structure the deal... View Details
Keywords: Venture Capital; Financing and Loans; Negotiation Deal; Business or Company Management; Cost vs Benefits; Manufacturing Industry
Sahlman, William A. "Fenchel Lampshade Co." Harvard Business School Case 291-014, February 1991. (Revised October 1991.)
- 02 Nov 2010
- News
The Demand Economy
- December 1993
- Case
Bay State Milling Co.
By: Ray A. Goldberg
Flour milling in recent years has had a great deal of consolidation. The fourth generation of a privately held firm is debating how to protect themselves in the industry as consumption, production, competition, logistics, technology, and patterns are all changing. View Details
Keywords: Change Management; Transition; Economics; Cross-Cultural and Cross-Border Issues; Operations; Consolidation
Goldberg, Ray A. "Bay State Milling Co." Harvard Business School Case 594-080, December 1993.
- 21 Feb 2018
- News
Bon Secours and Mercy Health Merger Creates Regional Hospital Giant
- March 1998
- Case
Launch
Launch has developed an entertainment publication on CD-ROM with 240,000 subscribers and has recently introduced an on-line entertainment product (www.mylaunch.com) to complement the CD-ROM. Deals with multiple-channel delivery and platform selection and branding on... View Details
- 04 Feb 2020
- Video
Dr. Prathap C. Reddy
Prathap C. Reddy, founder of India-based Apollo Hospitals, describes his early challenges of dealing with Indian government policies that discouraged setting up of private hospitals. He discusses the political... View Details
- December 1983 (Revised August 1988)
- Background Note
The Start-Up Process
By: Howard H. Stevenson and Michael J. Roberts
Describes the various stages in the start-up process and describes in detail the questions that can be asked and the analysis that can be performed to help deal with the issues that arise at each stage. View Details
Keywords: Business Startups
Stevenson, Howard H., and Michael J. Roberts. "The Start-Up Process." Harvard Business School Background Note 384-179, December 1983. (Revised August 1988.)
- 2015
- Chapter
"Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details
Sebenius, James K. "Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems. In Negotiating in Times of Conflict, edited by Gilead Sher and Anat Kurz, 107–124. Tel Aviv: Institute for National Security Studies, 2015. Electronic.