Publications

December 1997 (Revised September 2014)
Exercise

Discount and Hawkins Exercise: Confidential Instructions for Landlord

This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the "use, assignment, and... View Details

Keywords: Negotiation; Leasing; Real Estate Industry

May 1987
Supplement

NIKE Series: Questions/Answers with Phil Knight, Video

April 2006
Article

Closing the Deal

April 2004
Article

Anxious Moments: Openings in Negotiation

Keywords: Negotiation

October 2005
Article

Want to Pull Ahead of the Competition?

Keywords: Competition

November 2004
Article

From Engineering Management/R&D Management, to the Management of Innovation, to Exploiting and Exploring over Value Nets: 50 Years of Research Initiated by IEEE-TEM

By: Michael L. Tushman

Keywords: Engineering; Management; Research and Development; Innovation and Invention; Value; Research

October 1991 (Revised November 1996)
Case

Gordon Cain and the Sterling Group (A)

By: Michael C. Jensen

A Houston-based LBO firm makes two petrochemical acquisitions that benefit from improved industry conditions and improved organizational performance. The LBOs generate huge increases in value, creating problems for managers, who have large, undiversified equity... View Details

Keywords: Organizational Change and Adaptation; Value Creation; Business Exit or Shutdown; Leveraged Buyouts; Chemical Industry; Houston

2000
Book

Teaching Negotiation: Ideas and Innovations

Keywords: Teaching; Negotiation; Innovation and Invention

2003
Class Lecture

Fatal Ascent: Leadership Lessons from the 1996 Everest Tragedy

By: Michael A. Roberto

1974
Book

No-Fault Divorce

Keywords: Relationships

1980
Book

Divided Children

September 1994
Supplement

Otis Elevator Company: China Joint Venture (E-2)

Describes what happened and presents the perspectives of the three executives who played key roles in the process. A rewritten version of an earlier case. View Details

Keywords: Joint Ventures; Globalization; Global Strategy; Market Entry and Exit; China

September 1994
Case

Otis Elevator Company: China Joint Venture (D)

Describes a set of challenges facing Otis Elevator's joint venture in China as it seeks to expand to other regions of the country. A rewritten version of an earlier case. View Details

Keywords: Joint Ventures; Expansion; Growth and Development Strategy; Business Strategy; Globalization; Construction Industry; Manufacturing Industry; China

September 1994
Case

Otis Elevator Company: China Joint Venture (B-2)

Asks the students to evaluate the challenges a company faced in the summer of 1989 in the light of great political uncertainties. A rewritten version of an earlier case. View Details

Keywords: Joint Ventures; Risk and Uncertainty; Business Strategy; Government and Politics; Globalization; Construction Industry; Manufacturing Industry; China

June 1994 (Revised June 1995)
Case

Chandler Home Products: European Rationalization

Chandler, a large U.S. consumer products firm, is rationalizing its European operations. Tony Pesci, protagonist, is deciding which plants to close for maximum efficiency. The manufacturing/marketing relationship is strained as efficiency is being weighed against... View Details

Keywords: Debates; Cross-Cultural and Cross-Border Issues; Labor; Contracts; Operations; Performance Efficiency; Relationships; Consumer Products Industry; United States

August 1992
Case

Otis Pacific Asia Operations (A): National Challenges

Describes the elevator market and Otis's competitive position in four markets: Hong Kong, Malaysia, India, and Japan. The student is asked to evaluate the strategic and competitive challenges in each market, especially in light of strong Japanese competition across the... View Details

Keywords: Marketing Strategy; Network Effects; Problems and Challenges; Global Strategy; Goals and Objectives; Service Delivery; Competitive Advantage; Competition; Technology Industry; Manufacturing Industry; India; Japan; Malaysia; Hong Kong

November 1991 (Revised January 1995)
Case

Teradyne Japan

Describes a parent-subsidiary relationship in the high technology industry. The subsidiary, located in Japan, has been expanding its activities throughout the 1980s in the face of stiff local competition. Examines the dilemma facing corporate and country management as... View Details

Keywords: Relationships; Mergers and Acquisitions; Expansion; Competition; Business or Company Management; Communication; Buildings and Facilities; Business Subsidiaries; Japan