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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

May 2013 (Revised September 2013)
Case

The Kashagan Production Sharing Agreement (PSA)

By: Benjamin C. Esty and Florian Bitsch

When discovered in the 1990s, the Kashagan oil field was the second largest oil field in the world. The project sponsors (equity investors) signed a 40-year production sharing agreement (PSA) with the Kazakh government in 1997, with the expectation the field would... View Details

November 2005 (Revised November 2007)
Case

Tad O'Malley: December 2004

By: G. Felda Hardymon, Josh Lerner, Ann Leamon and Sean Klimczak

Tad O'Malley, a second-year student at Harvard Business School, must choose among three offers from private equity firms. Each firm presents a unique combination of history, culture, and compensation. Traces Tad's strategy in obtaining these offers and lets students... View Details

Keywords: Private Equity; Compensation and Benefits; Job Offer; Negotiation Tactics; Organizational Culture; Personal Development and Career

June 1996 (Revised July 2004)
Case

Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (C)

By: Krishna G. Palepu, V. Kasturi Rangan and Sarayu Srinivasan

Discusses the resolution of the canceled power project in Maharashtra. The contract between the American gas giant and Indian state government is renegotiated. View Details

Keywords: Negotiation Deal; Infrastructure; Outcome or Result; Performance Effectiveness; Energy Industry; United States

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

13 Jul 2015
Research & Ideas

‘Humblebragging’ is a Bad Strategy, Especially in a Job Interview

vulnerability. For instance, when teaching a Negotiation class to first-year MBA students, she shares the story of the time she flubbed an important negotiation situation in her own life. "I tell them about... View Details

Keywords: by Carmen Nobel

September 2003 (Revised February 2005)
Case

Analyst Conflicts (A): Resolved?

By: Ashish Nanda

This case tracks the events leading to the April 2003 industry settlement on equity research in financial services companies. View Details

Keywords: Conflict of Interests; Law; Negotiation Deal; Financial Services Industry

January 1999
Exercise

Seneca Systems (B): General and Confidential Instructions for R. Thompson, Vice President, Marketing

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details

Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry

Find at Harvard

27 Feb 2018
First Look

First Look at New Research and Ideas, February 27, 2018

challenging negotiation scenarios involving the organization's loan clients. Students are asked to adopt the perspective of the Program Director and to consider how they would act in these negotiation... View Details

Keywords: Sean Silverthorne

January 1996
Case

Palm Computing, Inc. (A)

By: Myra M. Hart

Discusses patents, licenses, and deal making in a start-up venture. The entrepreneur, Jeff Hawkins, holds a patent on Palm Print, a pattern recognition algorithm. After licensing Palm Print to his employer, he led three years of development of commercial products for... View Details

Keywords: Intellectual Property; Patents; Agreements and Arrangements; Negotiation Deal; Business Startups; Management Teams