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  • All HBS Web  (4,547)
    • People  (16)
    • News  (1,044)
    • Research  (2,043)
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  • March 2010
  • Background Note

Airline Travel in the U.S.

By: Sunil Gupta and Kavita Shukla
How should airlines respond to the rising share of Online Travel Agencies (OTAs) as consumers increasingly search the web to buy tickets? View Details
Keywords: Management; Marketing Channels; Consumer Behavior; Market Participation; Agency Theory; Online Technology; Aerospace Industry; United States
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Gupta, Sunil, and Kavita Shukla. "Airline Travel in the U.S." Harvard Business School Background Note 510-096, March 2010.
  • December 1998 (Revised May 1999)
  • Exercise

Negotiating Peace Accords in Bellicoso for the Leader of the Student Revolutionary Front (SRF): General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details
Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador
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"Negotiating Peace Accords in Bellicoso for the Leader of the Student Revolutionary Front (SRF): General Instructions and Confidential Information." Harvard Business School Exercise 899-094, December 1998. (Revised May 1999.)
  • 01 Mar 2003
  • News

Trust Me

The old adage “get it in writing” may be sound advice, but if you are looking to build trust, you might want to think twice about signing a contract. Recent research by HBS assistant professor Deepak Malhotra and Keith Murnighan (of the Kellogg School of Management)... View Details
Keywords: Colleges, Universities, and Professional Schools; Educational Services
  • February 2006 (Revised March 2006)
  • Case

Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)

By: Deepak Malhotra and Maly Hout
On September 15, 2004, the existing collective bargaining agreement (CBA) between the National Hockey League (NHL) and the National Hockey League Players' Association (NHLPA) expired. Because the two sides had failed to negotiate a new CBA by that date, NHL... View Details
Keywords: Negotiation Tactics; Negotiation Participants; Trust; Sports; Compensation and Benefits; Sports Industry; United States
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Malhotra, Deepak, and Maly Hout. "Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)." Harvard Business School Case 906-038, February 2006. (Revised March 2006.)
  • August 1996 (Revised June 2007)
  • Case

Nicholson File Company Takeover (A), The

By: Thomas R. Piper
The financial vice president must decide the value and form of an acquisition offer to be made to a small hand tool company. View Details
Keywords: Negotiation Preparation; Valuation; Negotiation Participants; Negotiation Offer; Acquisition; Manufacturing Industry
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Piper, Thomas R. "Nicholson File Company Takeover (A), The." Harvard Business School Case 297-011, August 1996. (Revised June 2007.)
  • November 1978 (Revised February 1990)
  • Case

Amicon Corp. (C)

Details the negotiations between Amicon and one potential licensee, Jackson. View Details
Keywords: Technology; Patents; Negotiation Process; Negotiation Participants; Health Care and Treatment; Biotechnology Industry
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Capon, Noel. "Amicon Corp. (C)." Harvard Business School Case 579-095, November 1978. (Revised February 1990.)
  • 2004
  • Chapter

Claiming Authority: Negotiating Challenges for Women Leaders

By: Hannah R. Bowles and Kathleen L. McGinn
Keywords: Leadership; Negotiation Participants; Problems and Challenges; Gender; Power and Influence
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Bowles, Hannah R., and Kathleen L. McGinn. "Claiming Authority: Negotiating Challenges for Women Leaders." Chap. 9 in The Psychology of Leadership: New Perspectives and Approaches, edited by D. Messick and R. Kramer, 191–208. Mahwah, NJ: Lawrence Erlbaum Associates, 2004.
  • July 2008 (Revised October 2024)
  • Supplement

UpDown: Confidential Instructions for PHUC

By: Noam Wasserman and Deepak Malhotra
Michael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement." Since then, Michael has found an angel investor and has worked non-stop on the business, while one co-founder... View Details
Keywords: Negotiation Participants; Agreements and Arrangements; Business Startups; Ownership Stake
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Wasserman, Noam, and Deepak Malhotra. "UpDown: Confidential Instructions for PHUC." Harvard Business School Supplement 809-023, July 2008. (Revised October 2024.)
  • June 2011
  • Teaching Note

Knight the King: The Founding of Nike (TN)

By: Noam Wasserman
Teaching Note for 810077. View Details
Keywords: Market Participation; Public Ownership; Transformation; Business Startups; Going Public; Competition; Technology; Apparel and Accessories Industry
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Wasserman, Noam. "Knight the King: The Founding of Nike (TN)." Harvard Business School Teaching Note 812-006, June 2011.
  • December 1999 (Revised April 2001)
  • Case

Avon Products China (A)

By: Lynn S. Paine and Jennifer Gui
In April 1998, when the Chinese central government bans all forms of direct selling in China in April 1998, executives at Avon China must decide how to respond. The first direct sales company to enter China after its opening to outsiders, Avon sparked widespread... View Details
Keywords: Crisis Management; Sales; Trade; Business and Government Relations; Government and Politics; Market Participation; China
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Paine, Lynn S., and Jennifer Gui. "Avon Products China (A)." Harvard Business School Case 300-053, December 1999. (Revised April 2001.)
  • January 2018
  • Teaching Note

C.W. Dixey & Son

By: Anat Keinan and Michael B. Beverland
Teaching Note for HBS No. 517-019. View Details
Keywords: Luxury Branding; Authenticity; Inconspicuous Consumption; Brand Positioning; Brand Revitalization; Eyeyewear; Market Entry and Exit; Luxury; Market Participation; Brands and Branding; Consumer Products Industry
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Keinan, Anat, and Michael B. Beverland. "C.W. Dixey & Son." Harvard Business School Teaching Note 518-072, January 2018.
  • 2008
  • Working Paper

Opening Platforms: How, When and Why?

By: Thomas R. Eisenmann, Geoffrey Parker and Marshall Van Alstyne
Platform-mediated networks encompass several distinct types of participants, including end users, complementors, platform providers who facilitate users' access to complements, and sponsors who develop platform technologies. Each of these roles can be opened-that... View Details
Keywords: Decision Choices and Conditions; Governance Controls; Market Participation; Digital Platforms
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Eisenmann, Thomas R., Geoffrey Parker, and Marshall Van Alstyne. "Opening Platforms: How, When and Why?" Harvard Business School Working Paper, No. 09-030, September 2008.
  • October 2013
  • Supplement

Alcoa's Bid for Alcan (B)

By: Paul Healy and Penelope Rossano
In spring 2007, Alcoa CEO Alain Belda was concerned about the company's market position in light of increased competition from developing markets. China's recent entry into the aluminum market was affecting both supply and demand. Furthermore, downstream and upstream... View Details
Keywords: Strategy; Acquisitions; Alcoa; Alcan; Rio Tinto; Aluminum Industry; Accounting; Financial Analysis; Consolidation; Market Participation; Financial Statements; Acquisition; Mining; Mining Industry; Canada; United States
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Healy, Paul, and Penelope Rossano. "Alcoa's Bid for Alcan (B)." Harvard Business School Supplement 114-030, October 2013.
  • November 2001 (Revised July 2002)
  • Case

Discount and Hawkins Critical Moments: Full Transcript

By: Michael A. Wheeler and Gillian Morris
This case presents a transcript of two professional negotiators of the Discount and Hawkins real estate negotiations. It highlights the challenges of creating value for both sides in the deal and provides a glimpse of how one set of professionals structured an... View Details
Keywords: Agreements and Arrangements; Value Creation; Problems and Challenges; Negotiation Participants; Real Estate Industry
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Wheeler, Michael A., and Gillian Morris. "Discount and Hawkins Critical Moments: Full Transcript." Harvard Business School Case 902-124, November 2001. (Revised July 2002.)
  • July 2000 (Revised October 2019)
  • Exercise

Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING (Seller)

By: Michael Wheeler
The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis... View Details
Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry
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Wheeler, Michael. "Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING (Seller)." Harvard Business School Exercise 801-096, July 2000. (Revised October 2019.)
  • 1989
  • Chapter

Model of Franchiser Market Penetration in an Area of Dominant Influence

By: V. K. Rangan and Patrick J Kaufmann
Keywords: Franchise Ownership; Market Participation; Power and Influence
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Rangan, V. K., and Patrick J Kaufmann. "Model of Franchiser Market Penetration in an Area of Dominant Influence." In Retail and Marketing Channels: Economic and Marketing Perspectives on Producer-Distributor Relationships, edited by Luca Pellegrini. London: Routledge, 1989.
  • 10 Sep 2001
  • Research & Ideas

The Negotiator’s Secret: More Than Merely Effective

You've just taken a seat at the negotiating table. No doubt you're under a little stress. In addition to the myriad complexities of the deal itself, even the best negotiators often have to contend with their own potential to fumble in six very common ways (see... View Details
Keywords: by James K. Sebenius
  • April 1978 (Revised October 1994)
  • Case

Cumberland Metal Industries (A): Model Year 1978 Negotiations with Beta Motors

By: Benson P. Shapiro
Provides the background on Cumberland Metal Industries' entry into the automotive components market as a supplier of emission control equipment parts. Cumberland Metal must decide what bid to quote on Beta Motor's 1978 model year business. The company previously had a... View Details
Keywords: Decisions; Bids and Bidding; Market Participation; Negotiation; Competitive Strategy; Manufacturing Industry
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Shapiro, Benson P. "Cumberland Metal Industries (A): Model Year 1978 Negotiations with Beta Motors." Harvard Business School Case 578-170, April 1978. (Revised October 1994.)
  • April 2009 (Revised April 2009)
  • Case

Immusol and Novartis

By: Regina E. Herzlinger, Keyne M. Monson, Juan D. Betancourt and Victor Li
Should Immusol strive to become a fully integrated pharmaceutical company? How should a small pharmaceutical company structure a deal for its novel technology with the giant Novartis? View Details
Keywords: Technological Innovation; Rights; Negotiation Deal; Negotiation Participants; Alliances; Pharmaceutical Industry
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Herzlinger, Regina E., Keyne M. Monson, and Juan D. Betancourt. "Immusol and Novartis." Harvard Business School Case 303-038, April 2009. (Revised from original October 2002 version.)
  • September 2017 (Revised March 2019)
  • Supplement

Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (B)

By: James K. Sebenius and Laurence A. Green
In 1976, United States Secretary of State Henry A. Kissinger conducted a series of intricate, multiparty negotiations in Southern Africa to persuade white Rhodesian leader Ian Smith to accede to black majority rule. Conducted near the end of President Gerald Ford’s... View Details
Keywords: Equality and Inequality; Race; Negotiation Process; Negotiation Participants; Negotiation Deal; Government and Politics; Africa; United States
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Sebenius, James K., and Laurence A. Green. "Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (B)." Harvard Business School Supplement 918-004, September 2017. (Revised March 2019.)
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