negotiating - Publications - Faculty & Research

Jul 28 2015
Testimonial

Building the Best Possible You

Oct 12 2014
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An Ideal Structure for Growing as a Leader

Sep 19 2014
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Developing the Skills to Connect—and to Lead

May 14 2014
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Creating the Organization's Future—One Leader at a Time

Oct 19 2014
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Moving the Camera, Widening the Aperture

Aug 28 2012
Testimonial

Participant Spotlight: PLD

01 Mar 2009
News

An Excerpt from The Innovator’s Prescription: A Disruptive Solution for Health Care

“The current health-care system generally is modular. Specialized companies operate hospitals, process paperwork, negotiate blanket service contracts, and manage outpatient and retail clinics. Most doctors’ offices are set up as... View Details

Keywords: Health, Social Assistance

29 Oct 2013
First Look

First Look: October 29

in a Chaotic World By: Wheeler, Michael Abstract—A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to View Details

Keywords: Sean Silverthorne

April 2016 (Revised January 2018)
Supplement

Project Deutschland: Unpeeling the Onion of a Distressed Real Estate Portfolio

By: Nori Gerardo Lietz and Ricardo Andrade

Keywords: Real Estate; Germany; Distress Investing; Non-performing Loan; Borrowing and Debt; Capital Structure; Private Equity; Negotiation Deal; Valuation; Real Estate Industry; Financial Services Industry; Germany; Europe

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March 2016 (Revised October 2018)
Case

Project Deutschland: Unpeeling the Onion of a Distressed Real Estate Portfolio

By: Nori Gerardo Lietz and Ricardo Andrade

James Tallest analyzed the opportunity to invest in a distressed portfolio of high quality properties in Germany by acquiring one or more non-performing loans from Deutschland Bank. While he considers the many aspects of the deal that is about to unfold, he must decide... View Details

Keywords: Real Estate; Distress Investing; Non-performing Loan; Borrowing and Debt; Capital Structure; Private Equity; Negotiation Deal; Valuation; Real Estate Industry; Financial Services Industry; Germany; Europe

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May 2016 (Revised August 2019)
Teaching Note

Project Deutschland: Unpeeling the Onion of a Distressed Real Estate Portfolio

By: Nori Gerardo Lietz and Ricardo Andrade

James Tallest analyzed the opportunity to invest in a distressed portfolio of high quality properties in Germany by acquiring one or more non-performing loans from Deutschland Bank. While he considers the many aspects of the deal that is about to unfold, he must decide... View Details

Keywords: Real Estate; Distress Investing; Non-performing Loan; Borrowing and Debt; Capital Structure; Private Equity; Negotiation Deal; Valuation; Real Estate Industry; Financial Services Industry; Germany; Europe

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06 Mar 2019
Sharpening Your Skills

Has the Glass Ceiling Been Broken (or at Least Cracked)?

Negotiation to Gendered NegotiationsHow does gender affect negotiations within organizations or rather how do organizations affect gender relations? Explaining the Persistence of Gender Inequality: The... View Details

Keywords: by Sean Silverthorne

Web

2013 Symposium - Race, Gender & Equity

Differences Don’t Tell the Full Story Alice Eagly Speaks at the 2013 Gender & Work Symposium Women As Leaders: Leadership Style Versus Leaders’ Goals Women As Leaders: Leadership Style Versus Leaders’ Goals Hannah Riley Bowles and Laura Kray Speak at the 2013 Gender &... View Details

February 2011 (Revised May 2011)
Case

Marlin & Associates and the Sale of Riverview Technologies

By: Richard S. Ruback and Royce Yudkoff

Riverview Technologies was a Stockholm, Sweden-based company that had developed software hedge funds. After spending more than a year in an organized sale process, the winning bidder had become increasingly difficult to work with and the closing had been substantially... View Details

Keywords: Mergers and Acquisitions; Entrepreneurship; Negotiation Deal; Negotiation Offer; Negotiation Process; Business and Shareholder Relations; Financial Services Industry

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27 Feb 2018
First Look

First Look at New Research and Ideas, February 27, 2018

challenging negotiation scenarios involving the organization's loan clients. Students are asked to adopt the perspective of the Program Director and to consider how they would act in these negotiation... View Details

Keywords: Sean Silverthorne

11 Jul 2011
Research & Ideas

Non-competes Push Talent Away

Several years ago, on his first day of work at a Boston-based speech-recognition software company, Matt Marx's new employer surprised him with a non-compete agreement. The terms stated that if Marx left the company, he couldn't work anywhere else in the industry for... View Details

Keywords: by Carmen Nobel; Technology

1983
Chapter

Information and Aspirations in Two Person Bargaining

By: A. E. Roth and J. K. Murnighan

Keywords: Negotiation; Information; Motivation and Incentives

Citation

1981
Chapter

Risk Aversion and Solutions to Nash's Bargaining Problem

By: R. Kihlstrom, A. E. Roth and D. Schmeidler

Keywords: Risk and Uncertainty; Negotiation; Mathematical Methods

Citation

June 2003 (Revised May 2004)
Exercise

The Pacific Sentinel: Role for Alex Martinez

By: Kathleen L. McGinn and Dina R. Pradel

A new publishing company has just purchased the Pacific Sentinel, a fictional West Coast newspaper. The new publisher is willing to invest $1 million in the future success of the paper and has asked the executive editor and advertising manager to develop a joint plan... View Details

Keywords: Negotiation; Acquisition; Business Strategy; Publishing Industry; Western United States

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