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- All HBS Web
(984)
- People (6)
- News (231)
- Research (599)
- Events (2)
- Multimedia (1)
- Faculty Publications (137)
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- November 2021 (Revised February 2022)
- Case
Advent International and Walmart Brazil's Deal
By: Victoria Ivashina, Ruth Costas and Pedro Levindo
Advent International, one of the world’s leading private equity firms, must decide whether to acquire Walmart’s subsidiary in Brazil or not. Although Walmart Brazil is losing cash at a rapid pace, Advent thinks it has a solid plan to recover the company’s finances.... View Details
Ivashina, Victoria, Ruth Costas, and Pedro Levindo. "Advent International and Walmart Brazil's Deal." Harvard Business School Case 222-047, November 2021. (Revised February 2022.)
- Article
Ignore June 30: Time is on the Side of a Better Iran Deal
Prior to the "interim deal" reached in November 2013, Iranian nuclear negotiators could—and did—play for time while the regime rapidly added more centrifuges and increased production of enriched uranium. That is no longer the case. For the first time in years, the... View Details
Keywords: International Relations; Negotiation Tactics; Negotiation Deal; Iran; United States; Iran; United States
Sebenius, James K. "Ignore June 30: Time is on the Side of a Better Iran Deal." Iran Matters (June 28, 2015).
- July 24, 2014
- Blog Post
How Internal Entrepreneurs Can Deal With Friendly Fire
By: Leonard A. Schlesinger and Charlie Kiefer
Schlesinger, Leonard A., and Charlie Kiefer. "How Internal Entrepreneurs Can Deal With Friendly Fire." Harvard Business Review Blogs (July 24, 2014). https://hbr.org/2014/07/how-internal-entrepreneurs-can-deal-with-friendly-fire/.
- 30 Jul 2014
- Lessons from the Classroom
Teaching The Deal
key negotiation strategies in the courses Negotiations and Deals. Both courses stress what corporate leaders learn from experience, that a manager's success depends largely on keen negotiation skills, whether the manager is trying to seal a View Details
- April 2021 (Revised December 2021)
- Case
The Carlyle Group: Carving Out Atotech
On January 31, 2017, The Carlyle Group ("Carlyle") closed its $3.2 billion acquisition of Atotech, an international Specialty Chemicals and Equipment company. In Carlyle's Washington, DC headquarters, the US-based deal team—Martin Sumner, Greg Nikodem, Tanaka Maswoswe... View Details
Keywords: Oil ＆ Gas; Deal; International Acquisition; International; Acquisition; Negotiation Deal; Transformation; Chemicals; Chemical Industry; United States; Europe; Asia; Germany
Kanter, Rosabeth Moss. "The Carlyle Group: Carving Out Atotech." Harvard Business School Case 321-153, April 2021. (Revised December 2021.)
- July 2021
- Teaching Note
The Carlyle Group: Carving Out Atotech
Teaching Note for HBS Case No. 321-153. On January 31, 2017, The Carlyle Group ("Carlyle") closed its $3.2 billion acquisition of Atotech, an international Specialty Chemicals and Equipment company. In Carlyle's Washington, DC headquarters, the US-based deal... View Details
- September 2012 (Revised September 2014)
- Exercise
Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation
By: Andy Zelleke and Anthony J. Mayo
- September 2012 (Revised September 2014)
- Exercise
Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton's Internal Deliberation
By: Andy Zelleke and Anthony J. Mayo
- 2014
- Working Paper
Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details
Sebenius, James K. "Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems." Harvard Business School Working Paper, No. 14-091, March 2014.
- September 1992
- Case
International Airlines
A frequent flyer for a large international airline encounters typical but recurring service problems. The marketing management of the company explores the use of information technology in understanding and dealing with the issues involved. Concepts of database... View Details
Keywords: Marketing Communications; Information Technology; Customer Focus and Relationships; Air Transportation Industry
Jones, Thomas O. "International Airlines." Harvard Business School Case 693-045, September 1992.
- July 2015
- Exercise
Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton's Internal Deliberation (A)—Charlton CEO
By: Andy Zelleke and Tony Mayo
Zelleke, Andy, and Tony Mayo. "Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton's Internal Deliberation (A)—Charlton CEO." Harvard Business School Exercise 316-015, July 2015.
- August 2015
- Exercise
Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation (D)—Riva's CFO
By: Andy Zelleke and Tony Mayo
Zelleke, Andy, and Tony Mayo. "Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation (D)—Riva's CFO." Harvard Business School Exercise 316-023, August 2015.
- July 2015
- Exercise
Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton’s Internal Deliberation (B)—Charlton COO
By: Andy Zelleke and Tony Mayo
Zelleke, Andy, and Tony Mayo. "Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton’s Internal Deliberation (B)—Charlton COO." Harvard Business School Exercise 316-016, July 2015.
- 07 Apr 2014
- Working Paper Summaries
Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
Keywords: by James K. Sebenius
- 01 May 2014
- Working Paper Summaries
Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
Keywords: by James K. Sebenius
- August 2015
- Exercise
Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation (A)—Chief Administrative Officer
By: Andy Zelleke and Tony Mayo
Zelleke, Andy, and Tony Mayo. "Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation (A)—Chief Administrative Officer." Harvard Business School Exercise 316-020, August 2015.
- 2011
- Working Paper
From Single Deals to Negotiation Campaigns
By: David A Lax and James K. Sebenius
Negotiation scholars typically take the individual deal, or a few linked deals, as the unit of analysis. While analyzing one deal requires a familiar conceptual framework, doing the same for a broader "negotiation campaign" calls for a different focus and set of... View Details
Keywords: Negotiation Deal; Framework; Business Subsidiaries; Agreements and Arrangements; Mergers and Acquisitions; Information Management; Finance; Business and Shareholder Relations; Corporate Governance; Business and Government Relations; Governing Rules, Regulations, and Reforms; Cross-Cultural and Cross-Border Issues
Lax, David A., and James K. Sebenius. "From Single Deals to Negotiation Campaigns." Harvard Business School Working Paper, No. 12-046, December 2011.
- August 2015
- Exercise
Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation (E)—Riva's Chief Strategy Officer
By: Andy Zelleke and Tony Mayo
Zelleke, Andy, and Tony Mayo. "Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation (E)—Riva's Chief Strategy Officer." Harvard Business School Exercise 316-024, August 2015.
- July 2015
- Exercise
Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton's Internal Deliberation (C)—Charlton Independent Director 1
By: Andy Zelleke and Tony Mayo
Zelleke, Andy, and Tony Mayo. "Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton's Internal Deliberation (C)—Charlton Independent Director 1." Harvard Business School Exercise 316-017, July 2015.
- August 2015
- Exercise
Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton’s Internal Deliberation (E)—Charlton Independent Director 3
By: Andy Zelleke and Tony Mayo
Zelleke, Andy, and Tony Mayo. "Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton’s Internal Deliberation (E)—Charlton Independent Director 3." Harvard Business School Exercise 316-019, August 2015.