Publications

Educators

Initially making a name for himself in politics, Shapiro joined duPont in 1951 as a lawyer, handling some of its most important acquisitions and antitrust cases. His negotiating skills, coupled with his extensive political connections,... View Details

Keywords: Chemicals & Industrial

31 Jul 2012
First Look

First Look: July 31

have a large impact on the dynamics of corporate investment and growth. Investment is "locked in" in profitable firms when payout is heavily taxed. Thus, apart from any level effects, payout taxes change the allocation of capital. View Details

Keywords: Carmen Nobel

01 Dec 2004
News

Ideas: Books

and values of negotiation beyond formal legal requirements. They address issues such as what we owe our counterparts in the way of candor or disclosure, to what extent we should use financial or legal pressure to force settlement, and... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

January 1992
Case

Broward - Computerm Arbitration

By: Paul A. Vatter

Keywords: Negotiation; Contracts; Computer Industry

September 1982
Article

Scale Changes and Shared Information in Bargaining: An Experimental Study

By: A. E. Roth and M. Malouf

Keywords: Change; Information; Negotiation

Article

Renegotiation and the Form of Efficient Contracts

By: Jerry R. Green and J. J. Laffont

Two parties may agree to a mutually binding contract that will govern their behavior after an uncertain event becomes known. As there is no agent who can both observe this uncertain outcome and enforce the contract, contingent agreements are precluded. However, the... View Details

Keywords: Negotiation; Contracts

Read Now

04 Jan 2017
News

Trump's Twitter bark worse than his bite?

Jean Paul Getty

After accumulating a one-third interest in Getty Oil Company, Getty negotiated for a controlling interest in the company after the death of his father. Getty went on to merge Tidewater Oil Company, Skelly Oil Company, and the Missouri Oil... View Details

Keywords: Utilities & Energy

02 Jan 2008
Research & Ideas

Most Popular Stories 2007

true? As it turned out, good teams, which value communication, report more errors. In a recent research paper Edmondson and doctoral student Sara Singer explore this and other hidden barriers to organizational learning. Five Steps to Better Family View Details

Keywords: by Sean Silverthorne

Research Summary

Overview

By: John Beshears

In his research, Professor Beshears shows how managers can influence the behavior of customers and employees by changing the decision-making environment to call attention to a decision, to use psychological framing to shape assessments of options, or to help... View Details

Keywords: Behavioral Economics; Consumer Finance; Household Finance; Health Care; Organizational Economics; Decision Making; Economics; Negotiation; Behavioral Finance

June 1983
Article

Don't Bet on It: Contingent Agreements with Asymmetric Information

By: James K. Sebenius and John Geanakoplos

Keywords: Information; Agreements and Arrangements

1991
Chapter

An Economic Approach to the Study of Bargaining

By: A. E. Roth

Keywords: Negotiation; Economics; Mathematical Methods

February 1985 (Revised June 1986)
Supplement

Computervision-Japan (B)

Outlines the elements of a temporary sales agreement between Tokyo Electron Ltd. and Computervision Japan. View Details

Keywords: Agreements and Arrangements; Sales; Technology Industry; Japan

May 1999
Teaching Note

Car Wash Partners, Inc. TN

By: Paul A. Gompers

Teaching Note for (9-299-034). View Details

Keywords: Financing and Loans; Investment; Strategy; Negotiation Deal; Venture Capital; Service Industry

December 2010
Supplement

Ad Classification at Right Media — pre-class slides — supplement

By: Benjamin Edelman

Right Media considers systems and policies to make sure that ads are only shown on web sites where they are appropriate, and vice versa. Setting standards is particularly challenging given the large and growing marketplace, the numerous participants, their diverse... View Details

Keywords: Digital Marketing; Market Participation; Negotiation Tactics; Marketing Communications; Communication; Media; Advertising Industry; Media and Broadcasting Industry

02 Jan 2007
Research & Ideas

Most Popular Articles of 2006

In the six-year history of Harvard Business School's Working Knowledge, some types of articles have always been popular with our readers. Want to generate a lot of reader buzz? Then write about negotiation strategy, managing IT,... View Details

Keywords: by Sean Silverthorne

March 1999 (Revised November 2001)
Case

Honda-Rover (B): Honda Draws the Line

By: Ashish Nanda, James K. Sebenius and Ron Fortgang

Supplements the (A) case. View Details

Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom

Educators