Negotiation - Publications - Faculty & Research

09 Feb 2009
Research & Ideas

Uncompromising Leadership in Tough Times

high commitment culture and the talented people it took years to develop and impregnate with the company's DNA? Or will the HCHP organization be able to negotiate the crisis without liquidating its social and human capital? These moments... View Details

Keywords: by Martha Lagace

28 Aug 2007
First Look

First Look: August 28, 2007

worked. In the first decade of the 20th century, Charles Coffin demonstrated that he was an adept negotiator who amassed great wealth for GE in building generators and power equipment for local utilities in which GE also had a financial... View Details

Keywords: Martha Lagace

July 2018
Case

Financing Anghami's Growth

By: Ramana Nanda and Eren Kuzucu

In December 2012, less than two years into the founding of their music-streaming platform Anghami, cofounders Elie Habib and Eddy Maroun found themselves evaluating an unorthodox term sheet. Habib and Maroun needed to make a decision vis-à-vis the proposal put forth by... View Details

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14 Nov 2017
First Look

New Research and Ideas: November 14, 2017

October 2017 Negotiation Journal Prescriptions Based on a Realistic View of Human Behavior By: Bazerman, Max Abstract—No abstract available. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53096 November–December 2017... View Details

Keywords: Carmen Nobel

01 Oct 2013
First Look

First Look: October 1

and welfare. We find three main results. First, we show that allowing patent pools may reduce welfare when standards are negotiated and patent pools need to be ex-post incentive compatible. Second, we show that ranking combinations of... View Details

Keywords: Sean Silverthorne

05 Sep 2012
First Look

First Look: September 5

Nursing of North Carolina, and he had negotiated a purchase price of $3.5 million, or 4.2x trailing EBITDA. Medoff had completed his due diligence, arranged financing, and completed the legal documents required to complete the acquisition... View Details

Keywords: Sean Silverthorne

27 Nov 2006
Research & Ideas

Manly Men, Oil Platforms, and Breaking Stereotypes

of dimensions, from leadership style to negotiation skills to work values, but neglects the organizational features that underlie such differences. This body of research runs the risk of reifying differences, of making them seem natural.... View Details

Keywords: by Sarah Jane Gilbert; Energy; Utilities

18 Mar 2014
First Look

First Look: March 18

simplicity of accepting an equal split with the costs of negotiating a differentiated allocation of founder equity. We test the predictions of the theory on a proprietary dataset comprised of 1,476 founders in 511 entrepreneurial... View Details

Keywords: Sean Silverthorne

23 May 2017
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First Look at New Ideas and Research: May 23, 2017

M&A team decided to achieve this goal through targeted transactions or “precision M&A.” By 2014, after examining 20 or so possible deals, the company was in the process of negotiating a multibillion dollar asset swap with... View Details

Keywords: Carmen Nobel

21 Dec 2009
Research & Ideas

Good Banks, Bad Banks, and Government’s Role as Fixer

issuers and rating agencies, to select a rating agency for the bond issuer and negotiate a rating fee. This would eliminate the two worst abuses: the issuer shopping for a higher rating, and the issuer paying inflated fees to get a higher... View Details

Keywords: by Roger Thompson; Banking; Financial Services

10 Apr 2007
First Look

First Look: April 10, 2007

create a partnership to acquire the assets of Parmalat in Uruguay. Focuses on their analysis prior to submitting a bid and their plan for improving the operations once their bid is accepted. In addition to improving operations, they must View Details

Keywords: Martha Lagace

29 Sep 2009
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First Look: September 29

to make a minimum of 3x on its initial Merlin investment through the dividend recapitalization and at least 5x through the Tussauds acquisition. A third option arose while Blackstone was in negotiation with DIC. This was the opportunity... View Details

Keywords: Martha Lagace

August 2022
Case

Atlanta Ransomware Attack (A)

By: Amit Goldenberg and Julian Zlatev

This case describes the March 2018 Ransomware attack on the information technology (IT) systems of the city of Atlanta and the response by Mayor Keisha Lance Bottoms and her administration. The case includes a brief background on Bottoms and her young administration at... View Details

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18 Oct 2011
First Look

First Look: October 18

case:http://cb.hbsp.harvard.edu/cb/product/412058-PDF-ENG Term Sheet Negotiations: A 'Rich-vs.-King' Approach Noam Wasserman, Furqan Nazeeri, and Kyle AndersonHarvard Business School Note 812-028 To give students and entrepreneurs a framework to guide their term-sheet... View Details

Keywords: Sean Silverthorne

11 Aug 2009
First Look

First Look: August 11, 2009

interest in the field for both academics and practitioners. Researchers have built upon the work in behavioral decision theory, examining the ways in which negotiators may deviate from rationality. The 1990s brought a renewed interest in... View Details

Keywords: Martha Lagace

02 Feb 2010
First Look

First Look: Feb. 2

the long-established industry terms of contract between clients and managers change going forward? Was there an opportunity for clients to negotiate better terms? These issues all needed to be addressed in the context of protecting the... View Details

Keywords: Martha Lagace

15 Sep 2009
First Look

First Look: September 15

Zephyrs Baseball Club, Inc. 2006 Harvard Business School Case 110-022 This case centers around a dispute between the owners and the players regarding the profitability of professional baseball teams in connection with the negotiations for... View Details

Keywords: Martha Lagace

August 2022
Supplement

Atlanta Ransomware Attack (B)

By: Amit Goldenberg and Julian Zlatev

This case describes the March 2018 Ransomware attack on the information technology (IT) systems of the city of Atlanta and the response by Mayor Keisha Lance Bottoms and her administration. The case includes a brief background on Bottoms and her young administration at... View Details

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03 Nov 2009
First Look

First Look: Nov. 3

were in a precarious position. One such institution was Wachovia, which entered acquisition talks with Citigroup and Wells Fargo. This case describes the development of these negotiations throughout the week of September 26-October 3,... View Details

Keywords: Martha Lagace

09 Sep 2008
First Look

First Look: September 9, 2008

restructuring failed. Students are divided into five claimholder groups—secured debt holders, unsecured senior debt holders, etc.—and these groups, under the supervision of a bankruptcy judge, must negotiate a satisfactory plan of... View Details

Keywords: Sean Silverthorne

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Uncompromising Leadership in Tough Times

First Look: August 28, 2007

Financing Anghami's Growth

New Research and Ideas: November 14, 2017

First Look: October 1

First Look: September 5

Manly Men, Oil Platforms, and Breaking Stereotypes

First Look: March 18

First Look at New Ideas and Research: May 23, 2017

Good Banks, Bad Banks, and Government’s Role as Fixer

First Look: April 10, 2007

First Look: September 29

Atlanta Ransomware Attack (A)

First Look: October 18

First Look: August 11, 2009

First Look: Feb. 2

First Look: September 15

Atlanta Ransomware Attack (B)

First Look: Nov. 3

First Look: September 9, 2008

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