Publications

October 2000 (Revised May 2001)
Case

Richard Spellman (B)

Presents the final version of the agreements introduced in the (A) case. View Details

Keywords: Contracts; Agreements and Arrangements; Internet and the Web; Executive Compensation; Personal Development and Career; Business Startups; Management Teams

April 2006 (Revised March 2007)
Case

Drexel Burnham Lambert (A): "The Smartest People on Wall Street Can be Had"

By: Boris Groysberg, Anahita Hashemi and Brendan Reed

In February 1990, Drexel Burnham Lambert declared bankruptcy amid a slew of scandals. Equities chief Arthur Kirsch hoped to keep his high-performing 600-person team intact. Could he find a company that would take on such a massive group hire? Competitors were already... View Details

Keywords: Decision Making; Decision Choices and Conditions; Insolvency and Bankruptcy; Selection and Staffing; Leadership; Negotiation; Groups and Teams; Power and Influence; Society

October 2001 (Revised March 2006)
Case

Chad-Cameroon Petroleum Development and Pipeline Project (A), The

By: Benjamin C. Esty and Carrie Ferman

On June 6, 2000, the World Bank's and IFC's board of directors was scheduled to vote on whether to approve funding for the $4 billion Chad-Cameroon Petroleum Development and Pipeline project. Although the project presented a unique opportunity to alleviate poverty in... View Details

Keywords: Risk Management; Negotiation; Ethics; Social Issues; Economic Sectors; Investment; Cost vs Benefits; Project Finance; Developing Countries and Economies; Corporate Finance; Mining Industry; Chad; Cameroon

1995
Chapter

Towards a Winning Climate Coalition

By: James K. Sebenius

Keywords: Climate Change; Alliances; Negotiation

1991
Article

Binding Parties to Agreements in Environmental Disputes

By: M. A. Wheeler and L. Bacow

Keywords: Natural Environment; Agreements and Arrangements

February 1997
Article

Ultimatum Bargaining with a Committee: Underestimating the Importance of Decision Rule

By: D. M. Messick, D. A. Moore and M. H. Bazerman

Keywords: Negotiation; Groups and Teams; Decision Making

January 2007
Background Note

Note on Biotech Business Development

By: Richard G. Hamermesh and Robert F. Higgins

Describes the business development process in biotechnology companies. Topics covered include: participants in the licensing process and their interests, the major steps in the licensing process, the terms that are part of most agreements, and the most contentious... View Details

Keywords: Agreements and Arrangements; Entrepreneurship; Intellectual Property; Biotechnology Industry

November 1985 (Revised December 1994)
Case

Leckenby Co.

This game is a highly structured exercise in labor-management bargaining. If union and management cannot reach agreement within two days, then the union will strike. The costs of a strike are not the same for the two sides. Similarly, the cost of a settlement to... View Details

Keywords: Negotiation; Accounting; Labor and Management Relations

September 2004
Article

Too Much of A Good Thing? The Role of Choice in Negotiation"

By: Michael Wheeler

Keywords: Negotiation; Decision Choices and Conditions

December 2008 (Revised April 2010)
Case

Proteus Biomedical: Making Pigs Fly

By: Richard G. Hamermesh, Lauren Barley and Ginger Graham

Proteus is a healthcare start-up that has developed technology to embed electronics for computing and sensing in existing medical devices and drugs. The technology could potentially change the basis of competition in the pharmaceutical industry. The company is... View Details

Keywords: Business Startups; Entrepreneurship; Technological Innovation; Rights; Negotiation Deal; Business Strategy; Health Industry; Medical Devices and Supplies Industry; Pharmaceutical Industry

February 2003 (Revised February 2009)
Case

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

By: Kathleen L. McGinn and Nicole Nasser

In late 2001, Yahoo!'s new executive leadership team faces a decision. With online advertising revenues significantly off, the company has decided to explore new strategic businesses, including online recruiting. The team must decide whether to make a bid for... View Details

Keywords: Mergers and Acquisitions; Decisions; Recruitment; Management Teams; Negotiation Deal; Employment Industry

June 2001
Case

NESWC (A)

By: Michael A. Wheeler

Documents attempts to restructure a public-private partnership between the operator of a $200 million trash-to-energy cogeneration plant and a consortium of two dozen Massachusetts municipalities. Describes the process that led to a one-sided agreement, as well as the... View Details

Keywords: Private Sector; Public Sector; Energy Generation; Corporate Governance; Governing Rules, Regulations, and Reforms; Negotiation Deal; Negotiation Process; Partners and Partnerships; Wastes and Waste Processing; Energy Industry; Massachusetts