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  • February 2014
  • Case

Tommy Koh: Background and Major Accomplishments of the 'Great Negotiator, 2014'

By: James K. Sebenius and Laurence A. Green
Significant negotiation-related achievements from the career of Ambassador Tommy Koh of Singapore are highlighted in brief form along with elements of his background and career. In light of these accomplishments, Koh was selected as the recipient of the 2014 Great... View Details
Keywords: Multiparty Negotiations; Dispute Resolution; Conference Diplomacy; Free Trade Agreements Environment; Environment; Singapore; ASEAN; United Nations; Negotiation; International Relations; Personal Development and Career; Trade; Conflict and Resolution; Singapore
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  • 23 Oct 2019
  • News

Negotiators Share Lessons from High-Stakes Global Diplomacy

co-directors, the course intentionally enrolls equal numbers of HBS, HKS, and HLS students, and explores how modern diplomacy and negotiation can effectively overcome barriers to agreement in civil and interstate conflicts, as well as in... View Details
Keywords: University Collaborations
  • January 2006
  • Case

Negotiating for the Motion Picture Association of America and the Motion Picture Association: Jack Valenti (A)

By: James K. Sebenius, Ellen Knebel and Erin Egan
Summarizes the background and career highlights of Jack Valenti, longtime head of the Motion Picture Association of America and the Motion Picture Association. Sets up three difficult negotiation challenges facing Valenti over a rating system for movies, the financial... View Details
Keywords: Decision Making; Film Entertainment; Television Entertainment; Negotiation; Problems and Challenges; United States
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  • 08 Mar 2019
  • Research & Ideas

Seven Negotiation Lessons from Amazon's HQ Disaster in Queens

As Amazon’s stunning pullout from New York fades into the news archives, its potent lessons for business negotiators risk being lost. Highly promising deals in diffuse multiparty settings with many potential spoilers, like Amazon’s... View Details
Keywords: by James K. Sebenius; Real Estate; Construction
  • September 2015 (Revised July 2017)
  • Case

The TTIP: Bridging the Transatlantic Economy

By: Dante Roscini and Christina Marin
In 2016, the United States and the European Union struggled to reach an agreement over the Transatlantic Trade and Investment Partnership (TTIP). Started in June 2013, TTIP negotiations had gone on much longer than anyone had expected. With elections coming on both... View Details
Keywords: International Trade; European Union; United States; Agreements and Arrangements; Trade; United States; European Union
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  • January 2004
  • Teaching Note

Worker Rights and Global Trade: The U.S.-Cambodia Bilateral Textile Trade Agreement (TN)

Teaching Note to (9-703-034). View Details
Keywords: Rights; Labor; Trade; Agreements and Arrangements; Markets; Business and Shareholder Relations; Development Economics; United States; Cambodia
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  • November 1995 (Revised February 2017)
  • Case

Luna Pen (A)

By: Kathleen McGinn and Michael Wheeler
Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm. View Details
Keywords: Strategy; Law; Negotiation Tactics; Decision Choices and Conditions; Gender; Culture; Trademarks; Power and Influence; Germany; Taiwan
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  • March 2001 (Revised March 2016)
  • Case

Charlene Barshefsky (A)

By: James K. Sebenius and Rebecca Hulse
Describes the challenges former U.S. Trade Representative Charlene Barshefsky faced while negotiating a trade agreement with China to improve its domestic intellectual property rights enforcement. After briefly describing Barshefsky's past experience with trade... View Details
Keywords: Trade; International Relations; Copyright; Negotiation Style; Negotiation Tactics; Alliances; Business and Government Relations; China; United States
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  • December 2010 (Revised April 2012)
  • Background Note

Stalemate at the WTO: TRIPS, Agricultural Subsidies, and the Doha Round

By: Arthur A. Daemmrich
This note analyzes disputes over intellectual property enforcement and agricultural trade barriers at the center of the Doha Round of World Trade Organization (WTO) negotiations. Fundamental principles of intellectual property rights and agricultural subsidies are... View Details
Keywords: Agribusiness; Trade; Globalization; Governance; International Relations; Intellectual Property; Agreements and Arrangements; Agriculture and Agribusiness Industry; Pharmaceutical Industry
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  • September 1998
  • Case

Cooperating to Compete: EGS of Turkey

By: Pankaj Ghemawat and C. Fritz Foley
In the early 1980s, Turkey adopted policies that liberalized trade as a part of a structural adjustment program. Within the garment industry, small- and medium-scale enterprises were not well positioned to take advantage of the new opportunities to compete in... View Details
Keywords: Trade; Corporate Governance; Policy; Partners and Partnerships; Competitive Strategy; Diversification; Turkey
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  • September 2002
  • Background Note

Note on WTO Disputes: Five Major Cases

By: David A. Moss and Nick Bartlett
Summarizes five major trade disputes before the World Trade Organization (WTO): (1) the Brazil-Canada aircraft dispute, (2) the European Union/United States foreign sales corporation dispute, (3) the Asian/United States shrimp and sea turtle dispute, (4) the United... View Details
Keywords: Trade; Conflict Management; Negotiation; Brazil; Canada; European Union; Asia; United States
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  • 01 Sep 2022
  • What Do You Think?

Is It Time to Consider Lifting Tariffs on Chinese Imports?

controversies, trade continues. It’s perhaps evidence that sanity still prevails in the business world. But it raises the question of whether it’s time for the US to send a message, however small, of positive intent toward China by... View Details
Keywords: Re: James L. Heskett

    Michael A. Wheeler

    Mike Wheeler joined the HBS faculty in 1993 and has taught extensively in its MBA, Executive, and distance learning programs. His highly interactive 8-week/40-hour HBS Online Negotiation... View Details

    Keywords: arts; construction; e-commerce industry; energy; federal government; green technology; internet; legal services; nonprofit industry; petroleum; pharmaceuticals; publishing industry; real estate; service industry; sports; state government; utilities
    • 12 Nov 2008
    • First Look

    First Look: November 12, 2008

    persistent effect on post-colonial outcomes. Download the paper: http://www.hbs.edu/research/pdf/05-041.pdf Cases & Course Materials The Amsterdam World Trade Center Harvard Business School Case 208-078 Late in September 2001, Hans... View Details
    Keywords: Martha Lagace
    • February 2003 (Revised February 2009)
    • Case

    Yahoo!: Becoming a Competitor in the Career Listings Space (B)

    By: Kathleen L. McGinn and Nicole Nasser
    After weighing the pros and cons of making an unsolicited bid for HotJobs.com (an online recruiting company already under contract to be acquired by TMP Worldwide), the executive team of Yahoo! decides to make an immediate move rather than wait for the Federal Trade... View Details
    Keywords: Mergers and Acquisitions; Management Teams; Bids and Bidding; Negotiation Process; Strategy
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    • 02 Apr 2021
    • Research & Ideas

    Salary Negotiations: A Catch-22 for Women

    a zero-sum game." “Negotiation is not a zero-sum game,” says Zlatev. “It's about trying to figure out what you value in the negotiation and what your counterpart values and how can you trade off on those... View Details
    Keywords: by Kristen Senz
    • 2014
    • Working Paper

    Tommy Koh: Background and Major Accomplishments of the 'Great Negotiator, 2014'

    By: James K. Sebenius and Laurence A. Green
    Significant negotiation-related achievements from career of Ambassador Tommy Koh of Singapore are highlighted in brief form along with elements of his background and career. In light of these accomplishments, Koh was selected as the recipient of the 2014 Great... View Details
    Keywords: Negotiation; International Relations; Personal Development and Career; United States; Singapore; Baltic Countries; Southeast Asia
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    • February 1992 (Revised April 1995)
    • Case

    Pfizer: Global Protection of Intellectual Property

    By: Lynn S. Paine and Michael Santoro
    Top officials at Pfizer are assessing their strategy for improving protection of Pfizer's patents around the world. The outcome of the Uruguay Round of the GATT negotiations is uncertain, and it is not clear whether an acceptable intellectual property protection... View Details
    Keywords: Patents; Trade; Policy; Government and Politics; Business Strategy; Agreements and Arrangements; Alliances; Cross-Cultural and Cross-Border Issues; Pharmaceutical Industry; United States; Japan; Europe
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    • February 2011 (Revised June 2011)
    • Case

    Stock Reform of Shenzhen Development Bank

    By: Li Jin, Li Liao, Aldo Sesia and Jianyi Wu
    Shenzhen Development Bank, China's first publicly traded company, was undergoing the non-tradable share reform. Its current controlling shareholder, private equity firm Newbridge Capital LLC, needs to negotiate with its diverse minority shareholders to find a... View Details
    Keywords: Capital; Private Equity; Investment; Corporate Governance; Managerial Roles; Emerging Markets; Negotiation; Business and Shareholder Relations; Conflict of Interests; Banking Industry; China
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    • March 2006 (Revised November 2010)
    • Background Note

    Protecting Foreign Investors

    By: Louis T. Wells Jr.
    Describes the emergence of several kinds of efforts to assure the safety of foreign investment in emerging markets: international arbitration, expanded official political risk insurance, credit from government agencies, and intervention by investors' home governments.... View Details
    Keywords: Foreign Direct Investment; Risk Management; Emerging Markets; Agreements and Arrangements; Business and Government Relations; Safety
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