negotiating - Publications - Faculty & Research

February 2003 (Revised February 2009)
Case

Yahoo!: Becoming a Competitor in the Career Listings Space (A)

By: Kathleen L. McGinn and Nicole Nasser

In late 2001, Yahoo!'s new executive leadership team faces a decision. With online advertising revenues significantly off, the company has decided to explore new strategic businesses, including online recruiting. The team must decide whether to make a bid for... View Details

Keywords: Mergers and Acquisitions; Decisions; Recruitment; Management Teams; Negotiation Deal; Employment Industry

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June 2001
Case

NESWC (A)

By: Michael A. Wheeler

Documents attempts to restructure a public-private partnership between the operator of a $200 million trash-to-energy cogeneration plant and a consortium of two dozen Massachusetts municipalities. Describes the process that led to a one-sided agreement, as well as the... View Details

Keywords: Private Sector; Public Sector; Energy Generation; Corporate Governance; Governing Rules, Regulations, and Reforms; Negotiation Deal; Negotiation Process; Partners and Partnerships; Wastes and Waste Processing; Energy Industry; Massachusetts

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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

01 Sep 2004
News

Interpreting the Gipper

U.S.-Soviet competition forced the Soviet Politburo to install a reformer, Mikhail Gorbachev, rather than a hard-liner, Beschloss asserted. Then that same escalation caused Gorbachev to feel pressure “to make arms deals and improve View Details

Keywords: Executive, Legislative, and Other General Government Support; Government

18 Sep 2000
Research & Ideas

Big Deals: Financing Large-Scale Investments

for additional billion-dollar investments in Mozambique." Given the level of uncertainty involved with these projects, however, they require years of negotiation and careful allocation of risk among the various parties.... View Details

Keywords: by Julia Hanna

02 May 2018
Blog Post

Should Companies Disclose Employee Compensation?

the Money in the World after star Kevin Spacey was in essence fired following accusations of previous sexual misconduct. Christopher Plummer was hired to replace Spacey and reshoot scenes with co-stars Mark Wahlberg and Michelle Williams, who agreed to return to the... View Details

Keywords: All Industries

September 2006 (Revised January 2008)
Case

ABRY Partners and F+W Publications

After acquiring F+W Publications from a rival private equity firm, ABRY Partners became increasingly convinced that they had been deceived by the sellers about the profitability of the company. ABRY must determine whether they were deliberately misled, what courses of... View Details

Keywords: Mergers and Acquisitions; Crime and Corruption; Ethics; Private Equity; Negotiation Deal; Negotiation Preparation

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17 Jun 2016
News

Minding God’s Money

business challenges in nonprofits with global operations, large staffs, and potentially hundreds of millions of dollars in annual cash flow, Thomas comments, “The leadership I provide is behind the scenes. The best ministries understand that their reputations are built... View Details

02 Aug 2011
First Look

First Look: August 2

fictional three-party negotiation between a primary insurer and two reinsurers. It is appropriate for use in a wide variety of courses, including Financial Institutions, Negotiations, and courses related to the Insurance and Reinsurance... View Details

Keywords: Sean Silverthorne

Fall 2024
Article

Redemption Mechanisms in Poison Pills: Evidence on Pill Design and Law Firm Effects

By: Olivier Baum and Guhan Subramanian

We present the first evidence on the incidence of “trip wire” versus “last look” poison pills. Using a hand-collected data set of 130 poison pills implemented and/or amended between January 1, 2020 and March 31, 2023, we find that pills are almost evenly divided... View Details

Keywords: Acquisition; Negotiation Tactics; Contracts

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June 2008
Teaching Note

Showdown on the Waterfront: The West Coast Port Dispute (TN) (A) & (B)

By: Kathleen L. McGinn, Dina R. Witter Pradel and Cailin B. Hammer

Teaching Note for [904045] and [904067]. View Details

Keywords: Employment; Government and Politics; Negotiation Process; Technology; United States

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01 Jun 2002
News

Pursuing the Ultimate Deal

noteworthy “in terms of its psychology,” Ross explained, for several reasons: Saudi Arabia, a seat of religious orthodoxy, was presenting it; the proposal was being put forth despite the most intense hostilities in decades; it gave hope to the Israeli public, which... View Details

Keywords: Garry Emmons; Middle East; peace; Israel; Palestine; policy; Government

13 Aug 2001
Lessons from the Classroom

Parents’ Guide to Harvard Business School

Sure, you're a good negotiator. But could you negotiate a lower price for a soda from a "smart" vending machine? It's part of the world of the not-so-distant future portrayed in a talk by Narakesari Narayandas, associate professor of... View Details

Keywords: by Sean Silverthorne