Publications

Publications

Filter Results: (302) Arrow Down

Show Results For

← Page 10 of 302 Results →
  • 06 Nov 2007
  • First Look

First Look: November 6, 2007

Marquee Prospect Plays Hardball (A) Harvard Business School Case 908-010 Describes the hardball tactics facing Peter Welz, who seeks to negotiate a make-or-break contract with a vastly larger potential... View Details
Keywords: Sean Silverthorne
  • 13 Jul 2010
  • First Look

First Look: July 13

profit on these branded infant socks Kentucky Derby Hosiery Co. faces financial distress. In a generally bleak North American textile environment, Nichol ponders the most promising negotiating strategy and View Details
Keywords: Martha Lagace
  • 06 Sep 2016
  • First Look

September 6, 2016

negotiator who wants to be fair from the start ensure that his or her counterpart will be reasonable as well? The authors propose the final-offer arbitration challenge, which leverages an approach first applied in labor View Details
Keywords: Carmen Nobel
  • March 2003 (Revised January 2008)
  • Case

Northrop versus TRW

By: Carliss Y. Baldwin and James Quinn
TRW, a leading supplier of advanced technology products for the auto, defense, and aerospace markets, receives an unexpected stock-for-stock offer from defense company Northrop Grumman Corp. The $11.4 billion aggregate offer, which represents a 22% premium over the... View Details
Keywords: Mergers and Acquisitions; Decision Choices and Conditions; Governing and Advisory Boards; Laws and Statutes; Negotiation Tactics; Valuation; Aerospace Industry; Auto Industry; Ohio
Related
  • April 2009 (Revised August 2009)
  • Case

Petrobras in Ecuador (A)

By: Aldo Musacchio, Lena G. Goldberg and Ricardo Reisen de Pinho
On October 18, 2007, Ecuador's President Rafael Correa announced his intention to migrate Petrobras' existing participation contracts to exploit oil reserves in Ecuador's Blocks 18 and 31 to servicing agreements under which Petrobras would be paid a production fee and... View Details
Keywords: Metals and Minerals; Globalized Firms and Management; Corporate Governance; Government Administration; Taxation; Contracts; Negotiation Process; Negotiation Tactics; Public Ownership; Business and Government Relations; Business and Shareholder Relations; Brazil; Ecuador
Related
  • 29 Apr 2008
  • First Look

First Look: April 29, 2008

communicating mutual expectations, and tactics for negotiating priorities. Thought provoking and practical, Managing Your Boss enables you to lay the groundwork for one of the most crucial working... View Details
Keywords: Martha Lagace
  • 13 May 2013
  • Research & Ideas

How to Spot a Liar

Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths, which was published in the journal Discourse Processes. Asked why the topic of deception is important to business research, negotiation expert... View Details
Keywords: by Carmen Nobel
  • 30 May 2005
  • Research & Ideas

Six Steps for Making Your Threat Credible

potentially useless enterprise, and surrendering authority are the types of behaviors that smart negotiators usually try to avoid. It is critical to understand, however, that these tactics don't work because... View Details
Keywords: by Deepak Malhotra
  • 05 Dec 2016
  • Research & Ideas

How The 2016 Presidential Candidates Misled Us With Truthful Statements

Medicare to negotiate lower prices with drug companies and allow Americans to buy drugs at more affordable prices. The facts: Some of the information in the claim was true. The prices of brand-name drugs have more than doubled during that... View Details
Keywords: by Dina Gerdeman
  • 06 Mar 2006
  • Research & Ideas

Four Strategies for Making Concessions

Most people understand that negotiation is a matter of give-and-take: You have to be willing to make concessions to get concessions in return. But the process of making concessions is easier said than done. Consider how events unfolded in... View Details
Keywords: by Deepak Malhotra
  • Web

Topics - HBS Working Knowledge

(9) Nationality (2) Natural Disasters (4) Natural Environment (204) Negotiation Deal (1) Negotiation Offer (1) Negotiation Participants (1) View Details
  • Web

2023 Reunion Presentations - Alumni

challenging negotiations. Having systematically probed the strategies and tactics of this distinguished group, Professor Sebenius, who chairs the Great Negotiator program and coauthored the recently... View Details
  • 26 Sep 2023
  • Cold Call Podcast

The PGA Tour and LIV Golf Merger: Competition vs. Cooperation

Keywords: Sports
  • 1986
  • Book

The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain

By: David A Lax and James K. Sebenius
Keywords: Negotiation Tactics; Competitive Advantage
Related
  • 11 May 2016
  • Research & Ideas

Fix This! Why is it so Painful to Buy a New Car?

and its customers. Stories from the trenches Schlesinger recalled accompanying a relative who wanted to buy a car. After a lengthy sharp-elbows negotiation with the salesperson, the hopeful buyers marched out of the showroom when the... View Details
Keywords: by Sean Silverthorne; Auto
  • Web

Resources - Christensen Center for Teaching & Learning

School (A resource center for negotiation and alternative dispute resolution) INSEAD Kellogg Case Collection Northwestern University Ivey Publishing Richard Ivey School of Business Stanford Entrepreneurship Case Studies Stanford Graduate... View Details
  • Web

Skydeck - Alumni

Continental Airlines CEO Frank Lorenzo (MBA 1963) recounts the radical ideas and relentless negotiations that transformed the airline industry The Musts of 2024 Alumni recommendations from the year in media Solving the Underemployment... View Details
  • 04 Nov 2014
  • First Look

First Look: November 4

Benjamin Abstract—I examine Google's pattern and practice of tying to leverage its dominance into new sectors. In particular, I show how Google used these tactics to enter numerous markets, to compel usage of its services, and often to... View Details
Keywords: Sean Silverthorne
  • 30 Nov 2018
  • Blog Post

8 Reasons the Section Experience is the Best Part About HBS

house), I watch our class discussion like a tennis match. Back and forth – students share their views on what choices the case protagonist can make and negotiate one view or another. I find my moment — someone says something particularly... View Details
  • 01 Jun 2002
  • News

Up to the Challenge: Ipsita Dasgupta - Global Perspective, Local Results

provide microfinance to entrepreneurs. “People in developing countries grasp technology very quickly, but the big battle is literacy,” she remarks. Creating Web sites that use images and numbers instead of text is one tactic for crossing... View Details
Keywords: Julia Hanna; development; leadership; social issues; management; technology; Finance; Management, Scientific, and Technical Consulting Services; Professional Services