Publications
Publications
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- All HBS Web
(782)
- Faculty Publications (263)
- September 2007
- Article
Investigative Negotiation
By: Deepak Malhotra and Max H. Bazerman
This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Negotiators often fail to achieve results because they channel too much effort into... View Details
- July 2007 (Revised May 2008)
- Case
Central Bank: The ChexSystemsSM QualiFile® Decision
By: Dennis Campbell, Francisco de Asis Martinez-Jerez, Peter Tufano and Emily McClintock
The "Central Bank" series analyzes the use of information and product design for managing the counterparty risk of newly acquired customers. Central Bank, a mid-sized regional U.S. bank, was attempting to grow its customer base by increasing the number of new checking... View Details
- July 2007 (Revised July 2008)
- Case
The Beijing Dream
By: Arthur I Segel, Voon Siang Lee, Jialei Tian and Ying Laura Wang
The purchase of a single-family home is generally the major investment for most young couples in China. Shows in detail the process that a young couple goes through in late April 2007 to find, finance, and close on an apartment in Beijing within what they believe to be... View Details
- July 2007 (Revised May 2008)
- Case
Cable & Wireless America
By: Guhan Subramanian and Eliot Sherman
Describes the auction of Cable & Wireless America (CWA), a bankrupt subsidiary of the British telecommunications company Cable & Wireless. While an initial "stalking-horse" bid valued the assets at $125 million, after a long day and night of bidding between eight... View Details
- June 2007 (Revised April 2009)
- Case
Intel 2006: Rising to the Graphics Challenge
By: Willy C. Shih and Elie Ofek
Examines the evolution of the PC hardware industry over the span of two and a half decades. The open architecture design of the IBM Personal Computer followed by the rapid appearance of clones drove a high level of standardization and modularity in the industry, and... View Details
- April 2007
- Compilation
AOL/Time Warner: To Merge or Demerge?
By: David J. Collis and Troy Smith
This is a compilation of four analyst reports about the AOL/Time Warner merger of 2001. The first half cites three reports released in 2000, around the time the merger was announced, which give the logic and justifications for the merger. The second half is taken from... View Details
- December 2006 (Revised May 2008)
- Case
Lion Capital and the Blackstone Group: The Orangina Deal
By: G. Felda Hardymon, Josh Lerner and Ann Leamon
The managing partners of two private equity firms are hoping to forestall a third bidding round for a target company, the European beverage division of Cadbury Schweppes. As they wait to meet with the CEO, they revisit their assumptions on the deal and review the... View Details
- July 2006 (Revised October 2006)
- Case
Lenovo: Building A Global Brand
By: John A. Quelch and Carin-Isabel Knoop
Announced in December 2004, the $1.75 billion acquisition of IBM's PC division by Lenovo, China's largest PC maker, made headlines around the world. A relative upstart in the business, Lenovo acquired the division of IBM that invented the PC in 1981. While Lenovo was... View Details
- April 2006 (Revised April 2012)
- Background Note
The Company Sale Process
Lays out the steps, the timeline, and the process by which a company is sold. Focuses on the sale of companies with enterprise values greater than $100 million. These transactions are large enough to require the help of a financial adviser and attract both strategic... View Details
- March 2006 (Revised December 2009)
- Compilation
Skype
By: Peter A. Coles and Thomas R. Eisenmann
Presents eBay's rationale for its $2.6 billion acquisition in late 2005 of Skype, a fast growing voice-over-Internet protocol (VoIP) provider. Describes Skype's history, technology, business model, and competition, as well as government regulation of VoIP services. View Details
- November 2005 (Revised February 2006)
- Case
Oracle vs. PeopleSoft (A)
By: Lynn S. Paine, Guhan Subramanian and David Millstone
Focuses on the hotly contested takeover battle between software rivals Oracle and PeopleSoft in 2003 and 2004. Raises novel issues of takeover law under Delaware corporate law as well as issues of fair competition under California law. A central issue is whether the... View Details
- April 2005 (Revised June 2006)
- Case
NTT DoCoMo, Inc.: Mobile FeliCa
By: Stephen P. Bradley, Thomas R. Eisenmann, Masako Egawa and Akiko Kanno
Managers of DoCoMo, Japan's largest mobile phone company, are formulating a strategy for mobile FeliCa: contactless integrated circuits that will be built into DoCoMo phones, allowing them to be used for quick and convenient retail or commuter fare payments, building... View Details
- February 2005 (Revised November 2006)
- Case
Hewlett-Packard (A)
By: Rohit Deshpande and Seth Schulman
Since its controversial merger with Compaq, Hewlett-Packard had been under pressure by analysts and some stockholders to divest itself of its low-margin PC business. For CEO Carly Fiorina and others on HP's management team, however, PCs seemed integral to the company's... View Details
- November 2004 (Revised May 2010)
- Case
RightNow Technologies
By: William A. Sahlman and Dan Heath
The founder and CEO of a CRM software start-up must decide between an attractive acquisition offer and the opportunity to go public. Discusses the growth of the company--including a lengthy discussion of entrepreneurial bootstrapping--as well as an aborted IPO attempt... View Details
- February 2004 (Revised April 2007)
- Case
Random House
By: Bharat N. Anand, Kyle F. Barnett and Elizabeth Lea Carpenter
On June 12, 2003, the proposed merger of Random House and Time Warner Book Group was called off by the CEO of Random House's parent company, Bertelsmann. The announcement was welcomed by several critics who had questioned the logic of further consolidation in the book... View Details
- January 2004 (Revised August 2007)
- Teaching Note
Internet Customer Acquisition Strategy at Bankinter (TN)
By: Francisco de Asis Martinez-Jerez and V.G. Narayanan
Teaching Note to (9-103-021). View Details
- July 2003 (Revised April 2005)
- Case
Branding Citigroup's Consumer Business
By: Rohit Deshpande and Carin-Isabel Knoop
In Spring 1998, Citicorp and Travelers merged to create a financial powerhouse that united the bank with Travelers' consumer finance and brokerage businesses, including Salomon Smith Barney and Primerica. It was the first U.S. financial services company to combine... View Details
- July 2003 (Revised August 2003)
- Case
Global Healthcare Exchange
By: Lynda M. Applegate and Jamie Ladge
Founded in March 2000 at the height of the dot-com bubble, Global Healthcare Exchange (GHX) was one of 90 online marketplaces in the health care industry. The company's founders were among the largest suppliers in the industry, including Johnson & Johnson, GE Medical,... View Details
- June 2003
- Case
IBM and Linux (A)
By: Carliss Y. Baldwin, Siobhan O'Mahony and James Quinn
In the fall of 1998, Dan Frye, member of IBM's emerging technologies and business team, is trying to decide whether to forge a strategic alliance with the Linux Development Community (LDC). Just two years earlier, IBM had its first exposure to an "open source" software... View Details
- February 2003 (Revised March 2007)
- Case
Internet Customer Acquisition Strategy at Bankinter
By: Francisco de Asis Martinez-Jerez, V.G. Narayanan and Lisa Brem
Bankinter, a relatively small Spanish bank, has a large presence as an Internet financial services provider. Leading the way to profitability through the Internet will give Bankinter a major competitive advantage over the larger, more established Spanish banks. Ann... View Details