Negotiation - Publications - Faculty & Research

01 Mar 2004
News

The New Global Business Manager

function of today’s global manager? We used to think of the CEO as being the grand strategic architect. Now the world is so complex and fast-moving that the general manager’s role is less about managing content and more about managing context — creating an environment... View Details

Keywords: Management

1992
Chapter

Multilateral Conference Mediation: Tommy Koh and the Law of the Sea

By: James K. Sebenius and Lance Antrim

Keywords: Negotiation; International Relations; Laws and Statutes

Citation

June 1978
Article

Large Group Bargaining in a Characteristic Function Game

By: J. K. Murnighan and A. E. Roth

Keywords: Groups and Teams; Negotiation; Games, Gaming, and Gambling

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April 2009
Teaching Note

Amylin Pharmaceuticals: Diabetes and Beyond (TN)

By: Richard G. Hamermesh and Rachel Gordon

Teaching Note for [809011]. View Details

Keywords: Negotiation Deal; Product Development; Success; Commercialization; Governing Rules, Regulations, and Reforms; Resource Allocation; Pharmaceutical Industry

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April 2000
Case

Financing of Project Achieve, The (B)

By: Mihir A. Desai

Supplements the (A) case. View Details

Keywords: Business Startups; Forecasting and Prediction; Venture Capital; Cash Flow; Equity; Negotiation Deal; Valuation

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After accumulating a one-third interest in Getty Oil Company, Getty negotiated for a controlling interest in the company after the death of his father. Getty went on to merge Tidewater Oil Company, Skelly Oil Company, and the Missouri Oil... View Details

Keywords: Utilities & Energy

07 Aug 2018
First Look

New Research and Ideas, August 8, 2018

August 2018 Negotiation and Conflict Management Research Raiffa Transformed the Field of Negotiation—and Me By: Bazerman, Max Abstract—Howard Raiffa was a role model, friend, and inspiration. He transformed the field of negotiation, and... View Details

Keywords: by Sean Silverthorne

Dee Ward Hock

In 1970, Hock created a reverse holding company tying together thousands of independent banks to create the Visa Network. His aggressive marketing and sharp negotiation skills enabled Visa to quickly capture 20% of the charge card... View Details

Keywords: Finance

September 1979
Article

An Impossibility Result Concerning n-Person Bargaining Games

By: A. E. Roth

Keywords: Negotiation; Games, Gaming, and Gambling

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May 1981 (Revised May 1989)
Case

Congoleum Corp.

Describes the development and terms of the largest leveraged buyout up to the date of the case. The main problem is to value the positions of the various participants: lenders, equity holders, investment bankers, and management. View Details

Keywords: Negotiation; Leveraged Buyouts

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November 1985 (Revised March 1987)
Case

DEC--Confidential Instructions

Confidential information for students assigned the role of the Division of Environment Conservation. See Riverside and DEC--General Information. View Details

Keywords: Negotiation; Environmental Sustainability; Pulp and Paper Industry

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