Publications

March 2011 (Revised May 2011)
Case

China Construction America (A): The Road Ahead

How did a Chinese state-owned construction company strike one deal after another in South Carolina despite political backlash and in New York where well-established competitors dominate? The case examines the U.S. market entry strategy of the CSCEC, China's leading... View Details

Keywords: Foreign Direct Investment; Global Strategy; Market Entry and Exit; Negotiation Deal; State Ownership; Construction Industry; China; United States

May 2008 (Revised October 2010)
Case

Tribune Company, 2007

By: Timothy A. Luehrman and Eric Seth Gordon

This case describes the proposed acquisition of Tribune Company by Sam Zell in 2007. Tribune Company is one of the largest newspapers and broadcasting companies in the United States. Zell's proposed acquisition is unusual in several respects. It is two-tiered, employs... View Details

Keywords: Mergers and Acquisitions; Financial Markets; Employee Stock Ownership Plan; Negotiation Offer; Journalism and News Industry; Publishing Industry

08 May 2014
News

The Sky's the Limit

several years later, she negotiated in helicopter training. She now holds a dual commercial rating for both fixed wing and rotary wing aircraft. Eaton took command of Bell's sales in the US's Northeast and Mid-Atlantic regions, but always... View Details

Keywords: Jill Radsken; women's issues; avaition; Air Transportation; Transportation

December 2003
Article

Bargaining in the Shadow of Takeover Defenses

By: Guhan Subramanian

Keywords: Negotiation; Integration

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Article

When Does Gender Matter in Negotiation?

By: K. L. McGinn, Dina W. Pradel and Hannah Riley Bowles

Keywords: Negotiation; Gender

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Read Now

19 Apr 2016
News

Yahoo Considers Options for a Sale

Mar 30 2023
Testimonial

Understanding People to Grow Business

25 Apr 2014
News

Creation of parks connects people to nature and each other

grasslands, for example—the Trust does it all, from inner-city parks to the wilderness of Alaska. This kind of conservation can require some complicated business deals; Rogers, a former urban developer, likes the art of closing. The Trust helps to View Details

02 Apr 2020
News

Patriots Plane Delivers a Million Masks from China

worsened on March 18, when an order of 3 million masks that the state had negotiated to buy were impounded by the federal government in the Port of New York and New Jersey, Baker said in an interview with the Boston Globe. At that point,... View Details

March 2020 (Revised June 2020)
Case

Social Salary Setting at Spiber

By: Ashley Whillans and John Beshears

Can a “set your own salary” system boost employee happiness and motivation? Spiber made synthetic silk built from proteins mimicking the proteins found in spider silk, the world’s toughest known material by weight. Kazuhide Sekiyama and Junichi Sugahara established... View Details

Keywords: Compensation and Benefits; Motivation and Incentives; Happiness; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Biotechnology Industry; Japan; United States

July 2007 (Revised May 2008)
Case

Cable & Wireless America

By: Guhan Subramanian and Eliot Sherman

Describes the auction of Cable & Wireless America (CWA), a bankrupt subsidiary of the British telecommunications company Cable & Wireless. While an initial "stalking-horse" bid valued the assets at $125 million, after a long day and night of bidding between eight... View Details

Keywords: Mergers and Acquisitions; Insolvency and Bankruptcy; Auctions; Bids and Bidding; Negotiation Process

February 2002 (Revised February 2004)
Case

Brazos Partners: the CoMark LBO

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

The partners of a new midmarket buyout fund are working on a buyout of a closely held modular building company. Although originally structured as a stock deal, they have realized that an asset deal would be preferable from their point of view and are trying to... View Details

Keywords: Leveraged Buyouts; Negotiation Deal; Valuation

March 2023 (Revised March 2024)
Case

The Purdue Pharma Bankruptcy: Settling the Opioid Crisis

By: Kristin Mugford, Carin-Isabel Knoop and Susan Pinckney

How to get to a fair outcome for claimants in the Purdue Pharma bankruptcy given its significant role in the U.S. opioid crisis. View Details

21 Feb 2012
Research & Ideas

Leadership Program for Women Targets Subtle Promotion Biases

and in other women's way, while giving them tools for addressing these problems and thus imparting in them a sense of agency," Ely says. Negotiation And Networking One important technique women must master to create change in their... View Details

Keywords: by Maggie Starvish

04 Oct 2016
First Look

October 4, 2016

common in negotiations and that many negotiators prefer to palter than to lie by commission. Paltering, however, may promote conflict fueled by self-serving interpretations; palterers focus on the veracity... View Details

Web

Real Estate Investing - Course Catalog

deal structuring, property types, negotiation and sourcing techniques. Stakeholder Motivations – Students will learn to understand the various stakeholders’ economic incentives, legal constraints, moral and ethical motivations and... View Details

October 1996 (Revised January 1997)
Case

Mt. Auburn Hospital

By: F. Warren McFarlan and Jaan Elias

In December of 1993, two of Boston's largest and best known hospitals, Massachusetts General and Brigham and Women's, announced that they were setting aside their historic rivalry to form an alliance and build a regional health network. The announcement set off a wave... View Details

Keywords: Health Care and Treatment; Negotiation Offer; Alliances; Networks; Social Enterprise; Horizontal Integration; Health Industry; Boston

January 2001 (Revised May 2001)
Case

Return Logic, Inc. (A)

By: Richard G. Hamermesh and Michele Lutz

Follows three graduating HBS students as they build a business-to-business Internet venture and highlights the challenges they confront in structuring financing terms with venture capitalists. Requires students to carefully read a six-page term sheet to identify which... View Details

Keywords: Venture Capital; Investment Funds; Private Equity; Internet and the Web; Negotiation Deal; Entrepreneurship