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All HBS Web
(3,340)
- Faculty Publications (1,254)
- June 1990
- Article
The Role of Bargaining Zones and Agents: A Negotiation Simulation
By: Y. M. Kim, M. H. Bazerman and M. A. Neale
Keywords:
Negotiation
Kim, Y. M., M. H. Bazerman, and M. A. Neale. "The Role of Bargaining Zones and Agents: A Negotiation Simulation." Organizational Behavior Teaching Review 14, no. 3 (June 1990): 53–63.
- 1990
- Book
Research on Negotiation in Organizations: A Series of Analytical Essays and Critical Reviews
By: B. H. Sheppard, M. H. Bazerman and R. J. Lewicki
Sheppard, B. H., M. H. Bazerman and R. J. Lewicki, eds. Research on Negotiation in Organizations: A Series of Analytical Essays and Critical Reviews. Vol. 3. JAI Press, 1990.
- April 1990 (Revised June 1993)
- Teaching Note
Understanding the U.S. Dollar in 1985 & 1987, Teaching Note
By: W. Carl Kester
- April 1990 (Revised November 1992)
- Case
Population Services International: The Social Marketing Project in Bangladesh (Abridged)
By: James E. Austin
Population Services International (PSI) was a not-for-profit agency founded to disseminate family planning information and to market birth control products, primarily in less developed countries seeking to curb their population explosions. In 1976, PSI concluded an...
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Keywords:
Conferences;
Developing Countries and Economies;
Information Publishing;
Growth and Development Strategy;
Marketing Strategy;
Social Marketing;
Agreements and Arrangements;
Product;
Nonprofit Organizations;
Pharmaceutical Industry;
Bangladesh;
Washington (state, US)
Austin, James E. "Population Services International: The Social Marketing Project in Bangladesh (Abridged)." Harvard Business School Case 590-061, April 1990. (Revised November 1992.)
- March 1990 (Revised October 1994)
- Case
IBM-Fujitsu Dispute
Describes a dispute between IBM and Fujitsu over allegations that Fujitsu stole proprietary IBM software for controlling mainframe computers. Also describes a novel arbitration agreement intended to resolve the dispute, an overview of intellectual property law in the...
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Keywords:
Trade;
Ethics;
Intellectual Property;
Law;
Negotiation Process;
Relationships;
Software;
Information Technology Industry
Badaracco, Joseph L., Jr. "IBM-Fujitsu Dispute." Harvard Business School Case 390-168, March 1990. (Revised October 1994.)
- 1990
- Article
Tactical Behavior and Negotiation Outcomes
By: L. R. Weingart, L. L. Thompson, J. S. Carroll and M. H. Bazerman
Weingart, L. R., L. L. Thompson, J. S. Carroll, and M. H. Bazerman. "Tactical Behavior and Negotiation Outcomes." International Journal of Conflict Management 1 (1990): 7–32.
- December 1989 (Revised June 2003)
- Case
Bayside
By: William J. Poorvu and Richard Ellis Crum
Explores the issues associated with leasing office space in a softening market from the perspective of a young leasing agent. Addresses market and lease analysis, negotiating tactics and strategy, and management of a financial partnership.
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Keywords:
Management;
Partners and Partnerships;
Negotiation Tactics;
Markets;
Business Strategy;
Leasing;
Corporate Finance;
Real Estate Industry
Poorvu, William J., and Richard Ellis Crum. "Bayside." Harvard Business School Case 390-113, December 1989. (Revised June 2003.)
- December 1989
- Article
Risk Aversion and the Relationship between Nash's Solution and Subgame Perfect Equilibrium of Sequential Bargaining
By: A. E. Roth
Roth, A. E. "Risk Aversion and the Relationship between Nash's Solution and Subgame Perfect Equilibrium of Sequential Bargaining." Journal of Risk and Uncertainty 2, no. 4 (December 1989): 353–365.
- July 1989
- Case
Merger Negotiations Between Farmland, Cenex, and Land O'Lakes (A)
By: Ray A. Goldberg
Goldberg, Ray A. "Merger Negotiations Between Farmland, Cenex, and Land O'Lakes (A)." Harvard Business School Case 590-003, July 1989.
- July 1989 (Revised September 1989)
- Supplement
Merger Negotiations Between Farmland, Cenex, and Land O'Lakes (B)
By: Ray A. Goldberg
Goldberg, Ray A. "Merger Negotiations Between Farmland, Cenex, and Land O'Lakes (B)." Harvard Business School Supplement 590-004, July 1989. (Revised September 1989.)
- July 1989
- Supplement
Merger Negotiations Between Farmland, Cenex, and Land O'Lakes (C)
By: Ray A. Goldberg
Goldberg, Ray A. "Merger Negotiations Between Farmland, Cenex, and Land O'Lakes (C)." Harvard Business School Supplement 590-005, July 1989.
- 1989
- Chapter
Collaborative Arrangements and Global Technology Strategy: Some Evidence from the Telecommunications Equipment Industry
By: Gary P. Pisano and David Teece
Keywords:
Global Strategy;
Innovation Strategy;
Communication Technology;
Agreements and Arrangements;
Cooperation;
Telecommunications Industry
Pisano, Gary P., and David Teece. "Collaborative Arrangements and Global Technology Strategy: Some Evidence from the Telecommunications Equipment Industry." In Research on Technological Innovation, Management, and Policy. Vol. 4, edited by Richard S. Rosenbloom and Robert A. Burgelman. Greenwich, CT: JAI Press, 1989.
- June 1989
- Article
An Experimental Study of Sequential Bargaining
By: J. Ochs and A. E. Roth
Keywords:
Negotiation
Ochs, J., and A. E. Roth. "An Experimental Study of Sequential Bargaining." American Economic Review 79, no. 3 (June 1989): 355–384.
- 1989
- Chapter
Analytic Themes of the U.S. Program on the Processes of International Negotiation
By: James K. Sebenius and Howard Raiffa
- October 1988
- Case
Harris Seafoods Leveraged Buyout
Describes set of issues confronting Alison Lassiter, who is trying to help Charlie Harris arrange a leveraged buyout of the shrimp company he runs, a division of a publicly traded company, Katy Industries. Lassiter has prepared a memorandum discussing and analyzing the...
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Keywords:
Leveraged Buyouts;
Venture Capital;
Financing and Loans;
Equity;
Cost vs Benefits;
Negotiation Tactics;
Negotiation Preparation;
Financial Management;
Strategy;
Management Analysis, Tools, and Techniques;
Planning;
Food and Beverage Industry;
Industrial Products Industry
Sahlman, William A. "Harris Seafoods Leveraged Buyout." Harvard Business School Case 289-019, October 1988.
- 1988
- Book
Doing Deals: Investment Banks at Work
By: Robert G. Eccles and Dwight B. Crane
Eccles, Robert G., and Dwight B. Crane. Doing Deals: Investment Banks at Work. Boston, MA: Harvard Business School Press, 1988.
- September 1988
- Article
The Deadline Effect in Bargaining: Some Experimental Evidence
By: A. E. Roth, J. K. Murnighan and F. Schoumaker
Roth, A. E., J. K. Murnighan, and F. Schoumaker. "The Deadline Effect in Bargaining: Some Experimental Evidence." American Economic Review 78, no. 4 (September 1988): 806–823.
- June 1988 (Revised December 1991)
- Case
An Tai Bao Coal Mining Project
By: W. Carl Kester and Richard P. Melnick
An Tai Bao is the world's largest open-pit coal mine and is located in China's Shanxi province. After eight years of planning and negotiating, Occidental Petroleum, the foreign partner in the deal, is about to sign an ownership and financing agreement for $475 million...
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Keywords:
Planning;
Agreements and Arrangements;
Non-Renewable Energy;
Equity;
Partners and Partnerships;
Negotiation Deal;
Joint Ventures;
Mining Industry;
China
Kester, W. Carl, and Richard P. Melnick. "An Tai Bao Coal Mining Project." Harvard Business School Case 288-041, June 1988. (Revised December 1991.)
- May 1988 (Revised November 1990)
- Case
Airbus vs. Boeing (B): The Storm Intensifies
Discusses the growing competition faced by U.S. producers of civil aircraft due to the success and expanding product line of Airbus Industries. Designed to foster discussion of international trade policy as it affects producers in the industry and to encourage firm...
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Keywords:
Trade;
Policy;
Negotiation;
Competition;
Competitive Strategy;
Aerospace Industry;
United States
Salter, Malcolm S. "Airbus vs. Boeing (B): The Storm Intensifies." Harvard Business School Case 388-145, May 1988. (Revised November 1990.)