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  • April 1978 (Revised January 1985)
  • Case

Searle Medical Instruments Group (Abridged)

By: Steven C. Wheelwright
SMIG, a division of G.D. Searle, was a fast growing high market-share company in the field of nuclear medical instruments. It manufactured two basically different product lines, one very successful and the other less so. Although marketing was separate for these... View Details
Keywords: Change; Brands and Branding; Market Participation; Production; Success; Performance Capacity; Expansion; Medical Devices and Supplies Industry
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Wheelwright, Steven C. "Searle Medical Instruments Group (Abridged)." Harvard Business School Case 678-189, April 1978. (Revised January 1985.)
  • September 1990 (Revised January 1992)
  • Case

Procter & Gamble Japan (A)

By: Michael Y. Yoshino
Ten years after entering Japan, P&G had accumulated over $250 million in operating losses on declining annual sales of $120 million by 1983. The decision facing the president of P&G International: exit, retrench or rebuild the operation? Ironically, the initial entry... View Details
Keywords: Restructuring; Change Management; Profit; Market Entry and Exit; Market Participation; Sales; Competition; Technology; Beauty and Cosmetics Industry; Consumer Products Industry; Japan
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Yoshino, Michael Y. "Procter & Gamble Japan (A)." Harvard Business School Case 391-003, September 1990. (Revised January 1992.)
  • Article

Handshaking Promotes Deal-Making by Signaling Cooperative Intent

By: Juliana Schroeder, Jane L. Risen, Francesca Gino and Michael I. Norton
We examine how a simple handshake—a gesture that often occurs at the outset of social interactions—can influence deal-making. Because handshakes are social rituals, they are imbued with meaning beyond their physical features. We propose that during mixed-motive... View Details
Keywords: Handshake; Cooperation; Affiliation; Competition; Negotiation; Nonverbal Communication; Negotiation Participants; Behavior; Communication Intention and Meaning; Negotiation Deal
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Schroeder, Juliana, Jane L. Risen, Francesca Gino, and Michael I. Norton. "Handshaking Promotes Deal-Making by Signaling Cooperative Intent." Journal of Personality and Social Psychology 116, no. 5 (May 2019): 743–768.
  • January 1999 (Revised August 1999)
  • Background Note

Doing Business in Russia: Note on Negotiating in the "Wild East"

By: James K. Sebenius and Randall A Fine
Based on an MBA's experience, this anecdotal note explores cross-border negotiations between U.S. executives and Russian counterparts. The first section guides the reader through general aspects of the Russian market. Next follows a characterization of the Russian... View Details
Keywords: Negotiation Deal; Problems and Challenges; Negotiation Style; Decisions; Cross-Cultural and Cross-Border Issues; Negotiation Participants; Russia; United States
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Sebenius, James K., and Randall A Fine. Doing Business in Russia: Note on Negotiating in the "Wild East". Harvard Business School Background Note 899-048, January 1999. (Revised August 1999.)
  • 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.
  • 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.)
  • December 1986 (Revised March 1991)
  • Supplement

Caterpillar-Komatsu in 1986

By: Christopher A. Bartlett
Provides an update to the global competitive interaction between Caterpillar and Komatsu described in companion cases Caterpillar Tractor and Komatsu Ltd. Caterpillar's response to Komatsu's growing market share is outlined, then the impact of rapidly changing... View Details
Keywords: Competition; Currency Exchange Rate; Price; Global Strategy; Policy; Market Participation; Strategy; Manufacturing Industry; Agriculture and Agribusiness Industry; Industrial Products Industry
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Bartlett, Christopher A. "Caterpillar-Komatsu in 1986." Harvard Business School Supplement 387-095, December 1986. (Revised March 1991.)
  • March 1996 (Revised November 1997)
  • Case

Dewar's (A): Brand Repositioning in the 1990's

By: Alvin J. Silk and Lisa Klein Pearo
Dewar's, a major brand of Scotch whisky, produced by United Distillers of the U.K., and the U.S. leader in the Scotch category with a 15% market share, faced a declining market among traditional consumers of distilled spirits. Given the growing societal, legal, and... View Details
Keywords: Advertising; Customers; Brands and Branding; Marketing Strategy; Market Participation; Strategic Planning; Opportunities; Consumer Products Industry; Food and Beverage Industry; United Kingdom; United States
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Silk, Alvin J., and Lisa Klein Pearo. "Dewar's (A): Brand Repositioning in the 1990's." Harvard Business School Case 596-076, March 1996. (Revised November 1997.)
  • Research Summary

Leadership and Leadership Development: An Ontological Approach

This summarizes my research program over the last twelve years (with my co-investigators Werner Erhard, Steve Zaffron, and more recently Kari Granger) in which the objective has been to rigorously distinguish leader and leadership and to create a technology for... View Details

  • Article

Network Effects Aren't Enough

By: Andrei Hagiu and Simon Rothman
In many ways, online marketplaces are the perfect business model. Since they facilitate transactions between independent suppliers and customers rather than take possession of and responsibility for the products or services in question, they have inherently low cost... View Details
Keywords: Digital Platforms; Competition; Internet and the Web; Network Effects; Market Participation
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Hagiu, Andrei, and Simon Rothman. "Network Effects Aren't Enough." Harvard Business Review 94, no. 4 (April 2016): 65–71.
  • October 2009
  • Article

Negotiation Analysis: From Games to Inferences to Decisions to Deals

By: James K. Sebenius
Exemplified by the pioneering work of Howard Raiffa and often expressed in the pages of the Negotiation Journal, the emergent prescriptive field of "negotiation analysis" progressively developed from Raiffa's early contributions to game theory and to his later... View Details
Keywords: Decision Choices and Conditions; Negotiation Participants; Negotiation Preparation; Negotiation Process; Negotiation Tactics; Game Theory
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Sebenius, James K. "Negotiation Analysis: From Games to Inferences to Decisions to Deals." Negotiation Journal 25, no. 4 (October 2009): 449–465.
  • March 1998
  • Case

Bumper Acquisition (A2), A: Confidential Information for Medallion Capital, Inc.

By: James K. Sebenius and David T. Kotchen
Located in Mundelein, IL, Thermo-Impact, Inc. is a rapidly growing, private firm that manufactures automotive bumpers. In 1995, a number of large automotive supply companies and a private equity investment firm offer to buy Thermo-Impact. The cases in this series focus... View Details
Keywords: Private Equity; Valuation; Negotiation Participants; Decision Making; Negotiation Process; Entrepreneurship; Negotiation Offer; Acquisition; Manufacturing Industry; Auto Industry; Illinois
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Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (A2), A: Confidential Information for Medallion Capital, Inc." Harvard Business School Case 898-199, March 1998.
  • November 2000 (Revised July 2001)
  • Case

Intuit QuickBooks

By: Rajiv Lal and Punima P Kochikar
Internet QuickBooks, a successful product with a strong brand and an 85% share of retail sales, was faced with the challenge of meeting market growth expectations in a mature, slowing market segment. Generating recurring revenues by providing value-added online... View Details
Keywords: Budgets and Budgeting; Decisions; Growth and Development; Brands and Branding; Market Participation; Problems and Challenges; Internet and the Web; Value; Web Services Industry
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Lal, Rajiv, and Punima P Kochikar. "Intuit QuickBooks." Harvard Business School Case 501-054, November 2000. (Revised July 2001.)
  • October 1995 (Revised November 1997)
  • Case

Apex Investment Partners (A): April 1995

By: Josh Lerner
The partners of Apex Investment Partners are seeking to provide financing for Accessine Technologies, a small firm specializing in providing "One Person, One Number" telecommunication services. The negotiation of the terms-and-conditions of the deal, as well as its... View Details
Keywords: Negotiation Process; Negotiation Offer; Negotiation Participants; Problems and Challenges; Financing and Loans; Communication Technology; Financial Services Industry; Telecommunications Industry
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Lerner, Josh. "Apex Investment Partners (A): April 1995." Harvard Business School Case 296-028, October 1995. (Revised November 1997.)
  • April 2003 (Revised November 2003)
  • Case

Creation of the European Union, The

By: J. Gunnar Trumbull
Describes the emergence of the European Union (EU). Focuses on a critical stage in European integration--the period in the early 1990s when member states negotiated the terms of the Maastricht Treaty. This agreement set in motion the project that would eventually lead... View Details
Keywords: International Relations; Alliances; System; Negotiation Participants; Government and Politics; Agreements and Arrangements; Money; Cooperation; European Union
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Trumbull, J. Gunnar. "Creation of the European Union, The." Harvard Business School Case 703-032, April 2003. (Revised November 2003.)
  • 2008
  • Working Paper

I Am Not on the Market, I Am Here with Friends: Using On-Line Social Networks to Find a Job or a Spouse

By: Mikolaj Jan Piskorski
Sociologists have extensively documented that networks influence market exchange through improved matching and vouching. In this paper, I propose that networks can also blunt the signal of market participation, as actors who are on the market surrounded by their... View Details
Keywords: Job Search; Knowledge Use and Leverage; Market Participation; Market Transactions; Social and Collaborative Networks; Online Technology
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Piskorski, Mikolaj Jan. "I Am Not on the Market, I Am Here with Friends: Using On-Line Social Networks to Find a Job or a Spouse." Harvard Business School Working Paper, No. 08-088, April 2008.
  • August 2005 (Revised August 2006)
  • Case

PalmSource 2005

By: David B. Yoffie and Barbara Mack
PalmSource is facing stiff competition from handheld, wireless handheld, and smart phone vendors in 2005. In addition, changes in leadership and corporate structure have altered its relationship with its leading customer--PalmOne. Although Palm renews its license with... View Details
Keywords: Competition; Innovation Strategy; Alliances; Software; Market Participation; Wireless Technology; Trends; Working Conditions; Change Management; Information Technology Industry; United States
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Yoffie, David B., and Barbara Mack. "PalmSource 2005." Harvard Business School Case 706-420, August 2005. (Revised August 2006.)
  • 2016
  • Working Paper

Henry Kissinger: Negotiating Black Majority Rule in Southern Africa

By: James K. Sebenius, R. Nicholas Burns, Robert H. Mnookin and L. Alexander 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; Negotiation Process; Race; Negotiation Participants; Negotiation Deal; Government and Politics; Africa; United States
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Sebenius, James K., R. Nicholas Burns, Robert H. Mnookin, and L. Alexander Green. "Henry Kissinger: Negotiating Black Majority Rule in Southern Africa." Harvard Business School Working Paper, No. 17-051, December 2016.
  • December 1992
  • Exercise

Negotiation Exercise on Tradeable Pollution Allowances: Group A, Utility #1

By: Willis M. Emmons III
Describes the position of Utility #1 in negotiating Group A with respect to 1) its SO emissions reduction requirements; 2) the costs of its alternative compliance strategies; and 3) the nature of its state regulatory environment. View Details
Keywords: Negotiation Participants; Negotiation Process; Pollutants; Laws and Statutes; Governing Rules, Regulations, and Reforms; Governance Compliance; Utilities Industry; United States
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Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group A, Utility #1." Harvard Business School Exercise 793-073, December 1992.
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