Negotiation - Publications - Faculty & Research

07 Aug 2007
First Look

First Look: August 7, 2007

School Case 907-046 Describes Lazard's situation in 2001, and supplies context for the subsequent negotiation between its Chairman and his hand-picked successor. In 2001 Lazard, the last of the great investment houses to remain both... View Details

Keywords: Martha Lagace

15 Jan 2013
First Look

First Look: January 15

http://hbr.org/2013/01/when-the-crowd-fights-corruption/ar/1 Negotiating with Emotion Authors:Leary, Kimberlyn, Julianna Pillemer, and Michael Wheeler Publication:Harvard Business Review Abstract Abstract is unavailable at this time... View Details

Keywords: Sean Silverthorne

June 1993
Case

General Dynamics and Computer Sciences Corporation: Outsourcing the IS Function (A) and (B) (Abridged)

By: F. Warren McFarlan and Katherine N. Seger

Describes the largest information systems outsourcing agreement in the industry from the perspectives of both companies involved in the deal. View Details

Keywords: Restructuring; Transition; Job Cuts and Outsourcing; Contracts; Agreements and Arrangements; Business Strategy; Information Technology

Citation

Find at Harvard

05 Aug 2008
First Look

First Look: August 5, 2008

/b01/en/common/item_detail.jhtml?id=708499 Name Your Price: Compensation Negotiation at Whole Health Management (A) Harvard Business School Case 908-064 MBA student Monroe Davies is asked by a potential employer to determine his own... View Details

Keywords: Martha Lagace

03 Sep 2009
What Do You Think?

Are Retention Bonuses Worth the Investment?

that "most high value employee(s), if they decide to leave an organization, will negotiate an equivalent sign-on bonus." JA said, "I have found the best investment to be a solid severance program." Frank Fabela pointed... View Details

Keywords: by Jim Heskett

January 2022
Supplement

SpartanNash Company: The Amazon Warrants (B)

By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher

A continuation of the events described in the (A) Case, “SpartanNash Company: The Amazon Warrants,” (HBS Case No. 222-022). View Details

Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Food and Beverage Industry; United States

Citation

Purchase

January 2022
Case

SpartanNash Company: The Amazon Warrants (A)

By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher

As of 12/31/21, Amazon held $22 billion of equity and warrants in related companies. In fact, it often requests a free grant of warrants when it enters into a new commercial agreement with a supplier. Over the past 20 years, Amazon has gotten warrants in almost 20... View Details

Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Food and Beverage Industry; United States

Citation

Educators

Purchase

05 Dec 2017
First Look

First Look at New Research and Ideas, December 5, 2017

(n=290, n=188), an organization-based field study (n=94), and a negotiation simulation (n=124), demonstrate that giving advice enhances the advisor’s sense of power because it gives the advisor perceived influence over others’ actions.... View Details

Keywords: Sean Silverthorne

08 Dec 2015
First Look

December 8, 2015

would focus on 10 high-growth categories and divest 100 smaller brands in the portfolio. As of September 2015, Lafley had negotiated the sale of 93 brands. Shareholders were left wondering whether this would be enough. Two days before the... View Details

Keywords: Sean Silverthorne

30 May 2000
Research & Ideas

Market Makers Bid for Success

efficient and higher quality. After I left McKinsey, I went to GE, where those two ideas came together. I saw the way that GE was doing high stakes face-to-face negotiations for materials, things like metal components, plastic components,... View Details

Keywords: by Staff; Web Services; Technology

07 Apr 2003
Research & Ideas

Three Steps for Crisis Prevention

merger negotiations and antitrust consultations differently—and Honeywell might well be a part of GE today. Lapses in recognition occur when leaders remain oblivious to an emerging threat or problem—a lack of attention that can plague... View Details

Keywords: by Michael D. Watkins & Max H. Bazerman

05 Jun 2018
First Look

New Research and Ideas, June 5, 2018

the differences in contemporary perspectives. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54034 May 2018 Negotiation and Conflict Management Research Linda Babcock: Go-getter and Do-gooder By: Bazerman, Max, Iris... View Details

Keywords: Dina Gerdeman

05 Jan 2010
First Look

First Look: January 5

holding out as a strategic but minority shareholder in Endesa; or negotiating an agreement with Enel and/or E.ON. Purchase this case: http://cb.hbsp.harvard.edu/cb/product/210029-PDF-ENG AME Learning Inc. Thomas Eisenmann and Ann... View Details

Keywords: Martha Lagace

19 Aug 2008
First Look

First Look: August 19, 2008

Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=409023 Negotiating Equity Splits at UpDown Harvard Business School Case 809-020 Michael Reich is having severe doubts about how he split the equity with... View Details

Keywords: Sean Silverthorne

28 Feb 2005
Research & Ideas

How to Harness Auction Fever

organizations diagnose and solve the various types of trust problems that they face internally and externally. I also study issues related to international and ethno-political conflict (e.g., the effects of terrorism on the prospects of negotiation, the determinants of... View Details

Keywords: by Manda Salls; Web Services; Technology

February 2011
Exercise

Carbon Trading Simulation: Green Cement Inc.

By: Peter A. Coles

This simulation presents students the opportunity to experience firsthand the economics of carbon markets and permit trading. Each student has private role information about a company he or she manages. The student must make decisions about pollution-reducing... View Details

Keywords: Ethics; Investment; Markets; Agreements and Arrangements; Production; Corporate Social Responsibility and Impact; Business and Government Relations; Environmental Sustainability; Pollutants

Citation

Purchase

June 2025
Case

(Family) Size Matters: Nico Oprée and the Decreasing Power of Family Unity over Time

By: Lauren Cohen, Octavian Graf Pilati, Dominik V. Eynern and Sophia Pan

Nico Oprée, a fourth-generation (G4) member of his family’s heavy manufacturing business, found himself reflecting on how the firm would navigate a deepening shareholder conflict. While the second generation (G2) had managed the business in harmony, dynamics shifted... View Details

Citation

Educators

December 2002 (Revised February 2015)
Case

Jim Sharpe: Extrusion Technology, Inc. (Abridged)

By: H. Kent Bowen and Barbara Feinberg

Jim Sharpe, 10 years after receiving his MBA from Harvard and working for others, has finally become his own boss and 100% owner of manufacturer of aluminum extrusions. After 10 months of an unfunded search, he acquires the business in an LBO and prepares to face his... View Details

Citation

Educators

Purchase

January 2010
Case

Five and Six Dulles Station

By: Arthur I Segel

Cricket Real Estate Advisors needs to decide if they should invest in a proposed joint venture development with Buddy Holly & Associates. Holly is a successful northern Virginia office developer who plans to develop two buildings containing 232,750 rentable square... View Details