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  • All HBS Web  (727)
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    • News  (134)
    • Research  (513)
    • Multimedia  (3)
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  • January 1998 (Revised November 2003)
  • Case

Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A)

By: James K. Sebenius and David T. Kotchen
Describes secretive negotiations that took place between the top executives of Morgan Stanley and S.G. Warburg in the fall of 1994, when the two firms were contemplating a merger that would create one of the world's most powerful investment banks. By December, in order... View Details
Keywords: Negotiation; Investment Banking; Mergers and Acquisitions; Consolidation; Banking Industry; Financial Services Industry
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Sebenius, James K., and David T. Kotchen. "Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A)." Harvard Business School Case 898-140, January 1998. (Revised November 2003.)
  • 30 Sep 2002
  • Research & Ideas

Your Crisis Response Plan: The Ten Effective Elements

Organizations inevitably face crises, but few are well prepared to deal with them. The following elements summarize the findings of research and experience about what it takes to respond effectively in crisis situations. The accompanying... View Details
Keywords: by Michael Watkins
  • Research Summary

3D Negotiaton

By: James K. Sebenius

In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details

  • 07 May 2012
  • Research & Ideas

The Art of Haggling

I think we're obliged to give our students a realistic picture of how the world can sometimes work." To be effective, he says, negotiators must be adept at both styles of negotiating. That doesn't need to mean going for the jugular,... View Details
Keywords: by Katie Johnston
  • 26 Jul 2004
  • Research & Ideas

A Better Way to Negotiate: Backward

then negotiated successfully with Philips and used the agreement to forge a complementary deal with Sony. With Sony and Philips onboard, Perlman was able to negotiate for VC... View Details
Keywords: by James K. Sebenius
  • 12 Jan 2010
  • First Look

First Look: Jan. 12

kind of arrangements under negotiation such as the requirement that the majority of a joint venture be owned by a local partner? Are high-tech deals particularly sought after by the state? What recent View Details
Keywords: Martha Lagace
  • December 2007
  • Article

Private Power in Indonesia

By: Louis T. Wells
The Asian Currency Crisis led to the collapse of agreements Indonesia had negotiated for private electric power only a few years earlier. The ensuing struggle meant bad publicity and several hundred million dollars in costs for Indonesia. As Indonesia in 2007 was... View Details
Keywords: Energy Generation; Government Legislation; Knowledge Management; Knowledge Sharing; Risk Management; Agreements and Arrangements; Business and Government Relations; Indonesia
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Wells, Louis T. "Private Power in Indonesia." Bulletin of Indonesian Economic Studies 43, no. 3 (December 2007): 341–364.
  • August 1997 (Revised November 1998)
  • Case

Cambridge Technology Partners - 1991 Start Up

By: Paul A. Gompers and Catherine M. Conneely
Jim Sims tries to close the deal to create Cambridge Technology Partners (CTP) in a spin-out from a troubled technology consulting firm. The deal looks tenuous. View Details
Keywords: Business Startups; Negotiation Deal; Information Technology; Organizations; Information Technology Industry; Consulting Industry; Cambridge
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Gompers, Paul A., and Catherine M. Conneely. "Cambridge Technology Partners - 1991 Start Up." Harvard Business School Case 298-044, August 1997. (Revised November 1998.)
  • September 2010 (Revised April 2011)
  • Case

Sherritt Goes to Cuba (A): Political Risk in Unchartered Territory

By: Aldo Musacchio and Jonathan Schlefer
Ian Delaney, CEO of Sherritt, a primarily a mining company, visited Cuba in the early 1990s to negotiate a deal to export nickel for their Canadian refineries. The case describes the difficulties of doing business in Cuba and the challenges Delaney overcame to turn... View Details
Keywords: Business Conglomerates; Joint Ventures; Multinational Firms and Management; Growth and Development Strategy; Risk Management; Emerging Markets; Business and Government Relations; Mining Industry; Canada; Cuba; United States
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Musacchio, Aldo, and Jonathan Schlefer. "Sherritt Goes to Cuba (A): Political Risk in Unchartered Territory." Harvard Business School Case 711-001, September 2010. (Revised April 2011.)
  • October 2009
  • Case

A Big (Double) Deal: Anadarko's Acquisition of Kerr-McGee and Western Gas Resources

By: Clayton M. Christensen and Curtis Rising
On June 23, 2006, Anadarko Petroleum Corporation announced that it was simultaneously acquiring two public companies, Kerr-McGee and Western Gas Resources, in all-cash deals. The total price was about $24 billion, a figure close to Anadarko's market cap at the time.... View Details
Keywords: Acquisition; Business Model; Transformation; Negotiation; Organizational Culture; Public Ownership; Business and Shareholder Relations; Alignment; Valuation; Energy Industry; United States
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Christensen, Clayton M., and Curtis Rising. "A Big (Double) Deal: Anadarko's Acquisition of Kerr-McGee and Western Gas Resources." Harvard Business School Case 610-020, October 2009.
  • 04 Sep 2012
  • Working Paper Summaries

Level II Negotiations: Helping the Other Side Meet Its ‘Behind the Table’ Challenges

Keywords: by James Sebenius
  • November 2021
  • Case

Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)

By: James K. Sebenius and Alex Green
Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant... View Details
Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Entrepreneurship; Conflict and Resolution; Problems and Challenges; Negotiation Tactics; Financial Services Industry
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Sebenius, James K., and Alex Green. "Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)." Harvard Business School Case 922-007, November 2021.
  • April 2006 (Revised April 2012)
  • Background Note

The Company Sale Process

By: William E. Fruhan Jr.
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
Keywords: Mergers and Acquisitions; Auctions; Bids and Bidding; Agreements and Arrangements; Sales
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Fruhan, William E., Jr. "The Company Sale Process." Harvard Business School Background Note 206-108, April 2006. (Revised April 2012.)
  • 22 May 2018
  • First Look

New Research and Ideas, May 22, 2018

strong beliefs in the meaning of their work experience better performance. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54523 Negotiating a Better Future: How Interpersonal Skills Facilitate Inter-Generational... View Details
Keywords: Dina Gerdeman
  • May 2021 (Revised August 2021)
  • Case

Melissa Wood Health: How to Win in the Creator Economy

By: Eva Ascarza
In October 2020, Melissa Wood-Tepperberg, founder of the digital subscription wellness platform Melissa Wood Health (MWH) and creator of ‘The MWH Method,’ was evaluating the strategic directions of her company. What had started as a way to share workouts and wellness... View Details
Keywords: Lifestyle Brand; Brands and Branding; Strategy; Partners and Partnerships; Negotiation
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Ascarza, Eva. "Melissa Wood Health: How to Win in the Creator Economy." Harvard Business School Case 521-086, May 2021. (Revised August 2021.)
  • August 2012 (Revised March 2013)
  • Case

Preem (A)

By: Bo Becker, Annelena Lobb and Aldo Sesia
High yield bond fund Proventus Capital Partners (PCP) has invested in underwater bonds issued by Preem, a large oil refinery. As maturity approaches, in the midst of financial crisis, Preem appear unlikely to be able to refinance. Meanwhile, Prreem has a complicated... View Details
Keywords: Insolvency and Bankruptcy; Financial Liquidity; Restructuring; Courts and Trials; Negotiation; Bonds; Mining Industry; Energy Industry; Europe
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Becker, Bo, Annelena Lobb, and Aldo Sesia. "Preem (A)." Harvard Business School Case 213-008, August 2012. (Revised March 2013.)
  • December 1994 (Revised September 1996)
  • Case

Cementownia Odra (A)

The Polish government is privatizing Cementownia Odra, a cement firm. Tomasz Budziak, a team leader, is negotiating on behalf of the Polish Ministry of Privatization. Hans-Hugo Miebach, owner of a German cement company, has made an attractive offer; a deal hinges on... View Details
Keywords: Contracts; Negotiation; Privatization; Construction Industry; Germany; Poland
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Wu, George, and Arnold Holle. "Cementownia Odra (A)." Harvard Business School Case 895-004, December 1994. (Revised September 1996.)
  • Research Summary

Winning Coalitions

By: James K. Sebenius
James K. Sebenius is examining the most effective ways to generate and sustain cooperation among a corporations many stakeholders. As the number of stakeholders grows, and management actions more often involve players outside the traditional chain of command and... View Details
  • February 2016
  • Case

Hon Hai's Investment in Sharp

By: Mihir A. Desai, Keith Chi-ho Wong and Zachary Markovich
In March 2012, Hon Hai Precision Industry Company, Ltd. (Hon Hai) announced its investment in the Sharp Corporation (Sharp). The deal was structured in two parts: the first had Hon Hai investing in Sharp, and the second involved Hon Hai founder, chairman, and CEO Terry... View Details
Keywords: Hon Hai; Sharp; LCD-TFT; East Asia; Net Present Value; Acquisitions; Valuation; Negotiation Deal; Acquisition; East Asia
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Desai, Mihir A., Keith Chi-ho Wong, and Zachary Markovich. "Hon Hai's Investment in Sharp." Harvard Business School Case 216-035, February 2016.
  • September 2007 (Revised April 2013)
  • Case

Peter Welz: When a Marquee Prospect Plays Hardball (A)

By: James K. Sebenius and Ellen Knebel
Describes the hardball tactics facing Peter Welz, who seeks to negotiate a make-or-break contract with a vastly larger potential client. Welz's counterpart team is led by Preston Spitzer, a notoriously tough player who fully understands his side's massive advantages in... View Details
Keywords: Negotiation Process; Negotiation Tactics; Behavior; Conflict and Resolution; Competitive Advantage
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Sebenius, James K., and Ellen Knebel. "Peter Welz: When a Marquee Prospect Plays Hardball (A)." Harvard Business School Case 908-010, September 2007. (Revised April 2013.)
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