Publications

Educators

Article

Ignore June 30: Time is on the Side of a Better Iran Deal

By: James K. Sebenius

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

July 24, 2014
Blog Post

How Internal Entrepreneurs Can Deal With Friendly Fire

By: Leonard A. Schlesinger and Charlie Kiefer

24 Jul 2014
News

How Internal Entrepreneurs Can Deal with Friendly Fire

Keywords: corporate entrepreneurship; innovation; strategy

April 2021 (Revised December 2021)
Case

The Carlyle Group: Carving Out Atotech

By: Rosabeth Moss Kanter

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

Educators

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

Keywords: by Dina Gerdeman; Education

July 2021
Teaching Note

The Carlyle Group: Carving Out Atotech

By: Rosabeth Moss Kanter

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

Keywords: Oil ＆ Gas; Deal; International Acquisition; International; Acquisition; Negotiation; Negotiation Deal; Transformation; Chemicals; Markets; Bids and Bidding; Globalized Markets and Industries; Standards; Chemical Industry; United States; Europe; Asia; Germany

01 Jun 1997
News

Blockbuster Deals

and acquisitions are back - with a vengeance - in the 1990s. Across the global business landscape, some $1 trillion in M&A; deals were completed last year. That figure includes one hundred transactions of $1 billion or more in the United... View Details

Keywords: Garry Emmons and Nancy O. Perry

2014
Working Paper

Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

By: James K. Sebenius

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

Keywords: Strategy; Negotiation Tactics; Negotiation Participants; Negotiation Style

SSRN

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

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

Educators

August 2015
Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation (D)—Riva's CFO

July 2015
Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton’s Internal Deliberation (B)—Charlton COO

July 2015
Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton's Internal Deliberation (A)—Charlton CEO

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

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

August 2015
Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation (A)—Chief Administrative Officer

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