negotiation - Publications - Faculty & Research - Harvard Business School

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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

February 2006
Article

Do a 3-D Audit of Barriers to Agreement

By: James K. Sebenius

Keywords: Agreements and Arrangements

Find at Harvard

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

06 Mar 2007
First Look

First Look: March 6, 2007

landscape and its accompanying expanding advertising options. Purchase this note: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=707458 Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart (A) Harvard Business... View Details

Keywords: Martha Lagace

George H. Love

improve its production efficiencies. The operation, which was losing money when he took the helm, was always profitable during his tenure. Love was also highly regarded for his fair union negotiations with John Lewis. In addition to... View Details

Keywords: Agriculture & Mining

24 Nov 2009
First Look

First Look: Nov. 24

retailers might be one of the factors behind the recent TFP slowdown experienced by the industry in the U.K. Negotiation Analysis: From Games to Inferences to Decisions to Deals Author:James K. Sebenius Publication:Negotiation Journal 25,... View Details

Keywords: Martha Lagace

03 Mar 2008
Research & Ideas

Marketing Your Way Through a Recession

need to know more than ever how consumers are redefining value and responding to the recession. Price elasticity curves are changing. Consumers take more time searching for durable goods and negotiate harder at the point of sale. They are... View Details

Keywords: by John Quelch

January 1991 (Revised November 1994)
Supplement

Black Caucus Groups at Xerox Corp. (B)

Describes the compromise worked out between Xerox and the black caucus groups. The implications of this arrangement for Xerox and black employees over the next 16 years is also described. View Details

Keywords: Agreements and Arrangements; Employee Relationship Management; Race Characteristics; Consumer Products Industry

July 1986 (Revised March 1989)
Case

Jim Southern

By: Howard H. Stevenson

A recent MBA graduate has reached tentative agreement for an LBO of a forms-printing business with $43 million sales. At the eleventh hour, however, the seller has demanded that the buyer personally guarantee $4 million of accounts payable. View Details

Keywords: Agreements and Arrangements; Leveraged Buyouts; Accounting

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

March 1999 (Revised November 2001)
Case

Honda-Rover (A): Crafting an Alliance

By: Ashish Nanda, James K. Sebenius and Ron Fortgang

Faced with vexing financial challenges in 1993, British Aerospace (BAe) is determined to shed its loss-making automaker, Rover. It offers to sell its stake in Rover to Honda, Rover's partner since 1979, but Honda is reluctant to raise its stake in Rover. Meanwhile, BMW... View Details

Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom

November 1999 (Revised June 2001)
Case

Compaq Computer Corporation: The DEC Acquisition

By: Carliss Y. Baldwin and Barbara Feinberg

Compaq's board of directors is faced with responsibility for setting the price range and terms for the proposed acquisition of Digital Equipment Corp. The transaction is described in the context of the rapidly evolving markets and business models of the computer... View Details

Keywords: Governing and Advisory Boards; Situation or Environment; Negotiation Offer; Acquisition; Computer Industry

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

13 May 2019
Research & Ideas

The Unexpected Way Whistleblowers Reduce Government Fraud

Whistleblower complaints against federal contractors can help government agencies drive better deals with those companies—even when the allegations turn out to be unsubstantiated, according to new research. Under the burden of a whistleblower complaint, contractors are... View Details

Keywords: by Kristen Senz; Service; Construction

12 Mar 2018
News

Trump has already given Kim Jong Un 'everything he wants'

Charles A. Coffin

Coffin led General Electric into the production of other electrical products besides arc lights, including railway motors and alternating generators and transformers. In the late 1890s, Coffin was able to negotiate a patent agreement with... View Details

Keywords: Fabricated Goods

26 Feb 2019
First Look

New Research and Ideas, February 26, 2019

The Cost of Leaning-in By: Exley, Christine L., Muriel Niederle, and Lise Vesterlund Abstract— Women's reluctance to negotiate is often used to explain the gender wage gap, popularizing the push for women to “lean-in" and View Details

Keywords: Dina Gerdeman

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