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  • All HBS Web  (3,201)
    • People  (4)
    • News  (639)
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    • Events  (5)
    • Multimedia  (58)
  • Faculty Publications  (1,756)
← Page 106 of 3,201 Results →
  • Feb 07 2012
  • Testimonial

PLD Module 5: Why Attend?

    John D. Ryan

    Ryan’s negotiation skills helped put an end to bitter competition among Montana copper moguls in the early 1900s. When he assumed control of Anaconda, he capitalized on the increasing importance of copper in electricity production,... View Details
    Keywords: Agriculture & Mining

      Eugene Holman

      Holman’s greatest contribution to the company came soon after his election as chairman, when he began negotiating for 30% of the stock of the Arabian-American Oil Company, enjoying special concessions for crude oil, production, and... View Details
      Keywords: Utilities & Energy
      • 2015
      • Working Paper

      Initial Offer Precision and M&A Outcomes

      By: Petri Hukkanen and Matti Keloharju
      Building on recent research in social psychology, this paper analyzes the link between the precision of initial cash offers and M&A outcomes. About one-half of the offers are made at the precision of $1 or $5 per share, and an additional one-third at the precision of... View Details
      Keywords: Price; Mergers and Acquisitions; Negotiation Offer
      Citation
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      Hukkanen, Petri, and Matti Keloharju. "Initial Offer Precision and M&A Outcomes." Harvard Business School Working Paper, No. 16-058, November 2015.
      • November 2005
      • Background Note

      Deal Structure and Deal Terms

      By: Michael J. Roberts and Howard H. Stevenson
      Describes the general principles of crafting financial deals around the provision of capital to entrepreneurial ventures. Discusses in more detail some of the specific aspects of venture capital term sheets. View Details
      Keywords: Entrepreneurship; Venture Capital; Governance Compliance; Negotiation Deal
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      Roberts, Michael J., and Howard H. Stevenson. "Deal Structure and Deal Terms." Harvard Business School Background Note 806-085, November 2005.
      • 01 Dec 2020
      • What Do You Think?

      How Can We Get Companies to Invest More in Low-Wage Workers?

      the lower ranks. One of the causes may well be inequities in the ability of executives and frontline labor to negotiate compensation for their skills. In particular, the declining power of unions and the stickiness of minimum wage laws... View Details
      Keywords: by James Heskett
      • 29 May 2013
      • Blog Post

      “A place to grow personally and professionally.” - Yolanda Anton

      evolved towards Project Management, having led international aerospace projects valued at several million dollars where negotiation skills often became more valuable than my technology background. Lately, I worked for Airbus leading a... View Details
      Keywords: Manufacturing; Technology
      • March 1999 (Revised November 2001)
      • Case

      Honda-Rover (D): The Changing Tide of the BMW-Rover Alliance

      By: Ashish Nanda, James K. Sebenius and Ron Fortgang
      Supplements the (A) case. View Details
      Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom
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      Nanda, Ashish, James K. Sebenius, and Ron Fortgang. "Honda-Rover (D): The Changing Tide of the BMW-Rover Alliance." Harvard Business School Case 899-226, March 1999. (Revised November 2001.)
      • May 1979
      • Article

      Proportional Solutions to the Bargaining Problem

      By: A. E. Roth
      Keywords: Negotiation; Problems and Challenges
      Citation
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      Roth, A. E. "Proportional Solutions to the Bargaining Problem." Econometrica 47, no. 3 (May 1979): 775–778.
      • December 1977
      • Article

      Independence of Irrelevant Alternatives and Solutions to Nash's Bargaining Problem

      By: A. E. Roth
      Keywords: Negotiation; Problems and Challenges
      Citation
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      Roth, A. E. "Independence of Irrelevant Alternatives and Solutions to Nash's Bargaining Problem." Journal of Economic Theory 16 (December 1977): 247–251.
      • 1977
      • Article

      Individual Rationality and Nash's Solution to the Bargaining Problem

      By: A. E. Roth
      Keywords: Negotiation; Problems and Challenges
      Citation
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      Roth, A. E. "Individual Rationality and Nash's Solution to the Bargaining Problem." Mathematics of Operations Research 2, no. 1 (1977): 64–65.
      • (Revised May 2024)
      • Teaching Note

      Lyric Dinner Theater (A) and (B)

      By: Richard G. Hamermesh, Jim Sharpe and Noah Fisher
      This teaching note is associated with HBS cases 813-043 and 813-044. View Details
      Keywords: Turnarounds; Turnaround; Operations Management; Family Business; Family-owned Business; Hiring; Careers; Sales; Operations; Entrepreneurship; Negotiation; Entertainment and Recreation Industry; Saint Louis
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      Hamermesh, Richard G., Jim Sharpe, and Noah Fisher. "Lyric Dinner Theater (A) and (B)." Harvard Business School Teaching Note 813-088. (Revised May 2024.)
      • April 2001 (Revised August 2002)
      • Case

      Frasier (B)

      By: Guhan Subramanian and Michelle Kalka
      Supplements the (A) case. View Details
      Keywords: Negotiation; Television Entertainment; Media and Broadcasting Industry
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      Subramanian, Guhan, and Michelle Kalka. "Frasier (B)." Harvard Business School Case 801-448, April 2001. (Revised August 2002.)
      • February 2006
      • Article

      Do a 3-D Audit of Barriers to Agreement

      By: James K. Sebenius
      Keywords: Agreements and Arrangements
      Citation
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      Sebenius, James K. "Do a 3-D Audit of Barriers to Agreement." Negotiation 9, no. 2 (February 2006): 7–9.
      • 04 Aug 2014
      • News

      Market Basket Shows the Best and Worst of Family Business

      • Dec 13 2017
      • Testimonial

      Putting Theory into Practice

      • Feb 07 2012
      • Testimonial

      PLD Module 5: Personal Exploration

      • September 2008 (Revised March 2009)
      • Supplement

      Traversing a Career Path: Pat Fili-Krushel (B)

      By: Kathleen L. McGinn, Deborah M. Kolb and Cailin B. Hammer
      Pat Fili-Krushel has agreed to take on the job of first executive vice president of administration for AOL Time Warner, leading corporate human resources, internal communications, real estate and facilities, and other administrative roles for the combined company. She... View Details
      Keywords: Conflict Management; Leadership; Managerial Roles; Negotiation Tactics; Personal Development and Career; Gender; Power and Influence; Media and Broadcasting Industry; Publishing Industry; United States
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      McGinn, Kathleen L., Deborah M. Kolb, and Cailin B. Hammer. "Traversing a Career Path: Pat Fili-Krushel (B)." Harvard Business School Supplement 909-010, September 2008. (Revised March 2009.)
      • November 2005 (Revised October 2012)
      • Case

      The Auction for Burger King (A)

      By: Carliss Y. Baldwin and James Quinn
      Paul Walsh, CEO of Diageo, must evaluate bids received in an auction of the Burger King restaurant unit. Describes how Diageo came to own Burger King, the attempts to turn the unit around, the strategic reasons for its sale, the auction process, and various bidders'... View Details
      Keywords: Management Teams; Leveraged Buyouts; Bids and Bidding; Valuation; Auctions; Decision Choices and Conditions; Negotiation Tactics; Service Industry; Food and Beverage Industry
      Citation
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      Baldwin, Carliss Y., and James Quinn. "The Auction for Burger King (A)." Harvard Business School Case 906-012, November 2005. (Revised October 2012.)
      • 12 Aug 2008
      • First Look

      First Look: August 12, 2008

      Harvard Business School Exercise 908-051 A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation... View Details
      Keywords: Sean Silverthorne
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