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Show Results For
-
All HBS Web
(3,139)
- People (4)
- News (609)
- Research (2,109)
- Events (5)
- Multimedia (47)
- Faculty Publications (1,710)
- Research Summary
3D Negotiaton
In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details
- October 2014
- Teaching Note
MuMaté
By: Thomas Eisenmann
This teaching note is designed for use with "MuMaté: Funding Growth," "MuMaté (B-1): Confidential for Maxwell," "MuMaté (B-2): Confidential for Cantor," HBS Nos. 814-063, 813-149, 813-150, to help faculty deepen student comprehension of business issues and energize...
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- June 2008
- Article
Psychological Influence in Negotiation: An Introduction Long Overdue
By: Deepak Malhotra and Max H. Bazerman
This paper discusses the causes and consequences of the (surprisingly) limited extent to which social influence research has penetrated the field of negotiation and then presents a framework for bridging the gap between these two literatures. The paper notes that one...
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Keywords:
Social Issues;
Research;
Framework;
Negotiation Tactics;
Decisions;
Power and Influence;
Behavior;
Ethics
Malhotra, Deepak, and Max H. Bazerman. "Psychological Influence in Negotiation: An Introduction Long Overdue." Journal of Management 34, no. 3 (June 2008): 509–531.
- August 2011 (Revised October 2011)
- Case
PureTech Ventures in 2011
By: Andrei Hagiu, Cesar Castro and Sarah Murphy
In early May 2011, Daphne Zohar, founder and managing partner of PureTech Ventures, a life science venture creation company in Boston, MA, was reviewing a term sheet she had just received from a venture capital (VC) firm for one of PureTech's portfolio companies. The...
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Keywords:
Business Ventures;
Business Startups;
Venture Capital;
Investment;
Innovation and Invention;
Negotiation;
Partners and Partnerships;
Science-Based Business;
Opportunities;
Boston
Hagiu, Andrei, Cesar Castro, and Sarah Murphy. "PureTech Ventures in 2011." Harvard Business School Case 712-419, August 2011. (Revised October 2011.)
- 03 Jul 2010
- News
Hedge-Fund Lending Draws Scrutiny
- 02 Dec 2010
- News
Liberals: Obama Doesn't Compromise, He Caves
- June 1994 (Revised February 1999)
- Case
Marcia Radosevich and Health Payment Review--1989 (A)
Martha Radosevich, president of Health Payment Review, a small software start-up, confronts a serious cash-flow problem: Health Payment Review has built a PC-based prototype but has run out of funds to build a commercially acceptable mainframe product. As a stop-gap...
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Keywords:
Negotiation;
Cash Flow;
Entrepreneurship;
Applications and Software;
Sales;
Information Technology Industry
Bhide, Amar. "Marcia Radosevich and Health Payment Review--1989 (A)." Harvard Business School Case 394-204, June 1994. (Revised February 1999.)
- June 2003 (Revised December 2004)
- Case
Molded Dimensions, Inc.
By: H. Kent Bowen, Virginia Fuller and Doren Spinner
Mike Katz, an MBA with several years of manufacturing management experience, talks about purchasing Molded Dimensions, Inc. (MDI), a Wisconsin-based plastics manufacturer, with his wife Linda, who also has a manufacturing background. The case describes at length...
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Keywords:
Transition;
Entrepreneurship;
Investment;
Jobs and Positions;
Leadership;
Business or Company Management;
Negotiation Process;
Manufacturing Industry;
Wisconsin
Bowen, H. Kent, Virginia Fuller, and Doren Spinner. "Molded Dimensions, Inc." Harvard Business School Case 603-133, June 2003. (Revised December 2004.)
- June 1991 (Revised February 1994)
- Case
Transportation Displays, Inc. (A)
William Apfelbaum, president and CEO of Transportation Displays, Inc., must restructure both the company's method of doing business and its liabilities to keep it from bankruptcy. The value he hopes to receive from the reorganized company will be an important issue in...
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Fenster, Steven R. "Transportation Displays, Inc. (A)." Harvard Business School Case 291-064, June 1991. (Revised February 1994.)
- 15 May 2015
- News
Ethical Negotiation: Not an Oxymoron
- 05 Nov 2015
- News
An inside view from Powell, complete with regrets
- May 2021
- Case
Career at a Crossroads? (A)
By: James K. Sebenius and Alex Green
A career professional at a major consumer goods company, Kym Lew Nelson is hoping to negotiate a promotion to vice president, which would make her one of the senior-most African American women in the organization. But when Nelson’s white German boss arrives in the...
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Keywords:
Culture;
Negotiation;
Race;
Gender;
Organizational Culture;
Prejudice and Bias;
United States
Sebenius, James K., and Alex Green. "Career at a Crossroads? (A)." Harvard Business School Case 921-018, May 2021.
- 02 Aug 2021
- News
Americans Owe $140 Billion in Medical Debt. Here’s How to Avoid It
- 09 Aug 2011
- News
Downgrading America?
- December 1994 (Revised October 1996)
- Case
Patriot National Insurance Company: Case and Simulation
Designed to be used in conjunction with Byrnes, Byrnes & Townsend. Discusses a suit brought by a woman client who was badly injured in an automobile accident and alleges that a proximate cause of the accident was faulty repairs on her car by a Patriot-insured auto...
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Hammond, John S., and Marjorie Corman Aaron. "Patriot National Insurance Company: Case and Simulation." Harvard Business School Case 395-134, December 1994. (Revised October 1996.)
- 26 Aug 2015
- News
Five steps to a solid contract
- October 2012 (Revised February 2013)
- Case
Innova Capital: The Transition
By: Josh Lerner and Ann Leamon
The partners at Innova Capital, a leading mid-market private equity investor in Poland, must negotiate a transition of power between the two ex-patriate founders and three talented young Polish partners. If they fail to find an accomodation, the entire firm will...
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Keywords:
Firm Structure;
Career Management;
Emerging Market;
Succession;
Entrepreneurship;
Private Equity;
Venture Capital;
Negotiation;
Investment;
Restructuring;
Transition
Lerner, Josh, and Ann Leamon. "Innova Capital: The Transition." Harvard Business School Case 813-064, October 2012. (Revised February 2013.)
- August 2018 (Revised April 2021)
- Case
The Fuji-Xerox Merger
By: Guhan Subramanian and Annie Zhao
In January 2018, Xerox, a well-known American digital document firm, convened its board of directors to decide whether to approve a merger with Japanese imaging company Fujifilm. Activist Xerox shareholders were suing to halt the transaction, and documents unearthed...
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Keywords:
Mergers and Acquisitions;
Negotiation Deal;
Negotiation Process;
Corporate Governance;
Law
Subramanian, Guhan, and Annie Zhao. "The Fuji-Xerox Merger." Harvard Business School Case 919-002, August 2018. (Revised April 2021.)