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  • October 1990
  • Case

Parenting Magazine

By: William A. Sahlman
Describes a set of decisions confronting Robin Wolaner, who is negotiating with representatives of Time Inc. about investing in a project to launch a new magazine called Parenting. The negotiations have reached an impasse. Among the issues to be considered are the... View Details
Keywords: Business or Company Management; Decision Choices and Conditions; Negotiation; Negotiation Deal; Valuation; Venture Capital; Financing and Loans; Outcome or Result; Risk and Uncertainty; Projects; Journals and Magazines; Journalism and News Industry; Publishing Industry
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    James K. Sebenius

    JAMES K. (“Jim”) SEBENIUS, is the Gordon Donaldson Professor of Business Administration at Harvard Business School, where he founded the Negotiation unit and teaches advanced... View Details

    • 26 Jul 2012
    • News

    To Get a 'Fair' Raise in Pay, Characterize Your Request as Mutually Beneficial

    • June 2013
    • Teaching Plan

    The K-Dow Petrochemicals Joint Venture

    By: Guhan Subramanian and Charlotte Krontiris
    This case follows a two-part deal involving Dow Chemicals: Dow's ill-fated joint venture with the Kuwait Petroleum Corporation, the failure of which nearly scuttled Dow's simultaneous acquisition of Rohm & Haas. Focusing on Dow CEO Andrew Liveris, this case examines... View Details
    Keywords: Dow Chemicals; Kuwait; Financial Crisis; Negotiation Process; Joint Ventures; Corporate Disclosure; Acquisition; Chemical Industry; Kuwait
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    • November 2013
    • Teaching Note

    A.J. Washington: Retaining an NFL Star

    By: Andrew Wasynczuk and Karen Huang
    A.J. Washington explores the early phase of a contract negotiation between a professional football team and its star quarterback. This case illustrates the challenges associated with negotiation for human capital. Specifically, it explores the tension between... View Details
    Keywords: Compensation; Human Capital; Negotiation; Sports; Compensation and Benefits; Sports Industry; United States
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    • February 2001 (Revised March 2002)
    • Case

    Korea First Bank (A)

    In December 1999, Newbridge Capital, an equity investment fund based in San Francisco, successfully negotiated with the Korean government to acquire a controlling interest in Korea First Bank. It was the first time a foreign financial institution acquired a Korean... View Details
    Keywords: Negotiation Process; Negotiation Participants; Foreign Direct Investment; Acquisition; Cross-Cultural and Cross-Border Issues; Banks and Banking; Banking Industry; San Francisco; South Korea
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    • December 2022 (Revised August 2023)
    • Case

    Ribbit Capital and the Gauntlet Investment Opportunity

    By: Shai Bernstein and Allison M. Ciechanover
    Ten-year-old, Palo Alto-based Ribbit Capital is best-known for its global investments in fintech. The firm was also an early advocate of crypto and blockchain, having invested in more than two dozen startups in the space in the past decade. In the Spring of 2022,... View Details
    Keywords: Alternative Assets; Cryptocurrency; Business Startups; Investment Portfolio; Decision Choices and Conditions; Negotiation Deal; Governing Rules, Regulations, and Reforms; Venture Capital; Financial Services Industry; California
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    • January 1994 (Revised July 1998)
    • Case

    Repligen Corporation: January 1992

    By: Josh Lerner and David Kane
    Sandford Smith, CEO of Repligen, faces the breakdown of negotiations about a proposed joint venture with a large pharmaceutical firm. He must decide whether to proceed using his firm's internal resources or whether to seek to revise the proposed collaboration. If the... View Details
    Keywords: Joint Ventures; Decisions; Contracts; Agreements and Arrangements; Value
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    • September 2008
    • Article

    What T. R. Took: The Economic Impact of the Panama Canal, 1903-1937

    By: Noel Maurer and Carlos Yu
    The Panama Canal was one of the largest public investments of its time. In the first decade of its operation, the canal produced significant social returns for the United States. Most of these returns were due to the transportation of petroleum from California to the... View Details
    Keywords: History; Development Economics; International Relations; Investment Return; Negotiation Deal; Panama; United States
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    • March 2010 (Revised January 2012)
    • Case

    Bank of America-Merrill Lynch

    By: Guhan Subramanian and Nithyasri Sharma
    In September 2008, as Lehman Brothers struggled to survive, John Thain, CEO of Merrill Lynch, realized that his bank was also on the brink of failure. Throughout the weekend of September 13–14, 2008, Thain successfully negotiated a deal with Ken Lewis, CEO of Bank of... View Details
    Keywords: Mergers and Acquisitions; Financial Crisis; Financing and Loans; Negotiation Deal; Business and Government Relations; Banking Industry; United States
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      Michael A. Wheeler

      Mike Wheeler joined the HBS faculty in 1993 and has taught extensively in its MBA, Executive, and distance learning programs. His highly interactive 8-week/40-hour HBS Online Negotiation... View Details

      Keywords: arts; construction; e-commerce industry; energy; federal government; green technology; internet; legal services; nonprofit industry; petroleum; pharmaceuticals; publishing industry; real estate; service industry; sports; state government; utilities
      • 2009
      • Simulation

      Finance Simulation: Blackstone/Celanese: No. 3712.

      By: Nabil N. El-Hage and Timothy A. Luehrman
      The Finance Simulation: Blackstone/Celanese is based on the landmark acquisition of Celanese AG by the Blackstone Group in 2003. Students play the role of either Celanese or Blackstone and conduct due diligence, establish deal terms, respond to bids and counter-bids,... View Details
      Keywords: Bids and Bidding; Finance; Mergers and Acquisitions; Valuation; Leveraged Buyouts; Negotiation
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      • January–February 2025
      • Article

      What People Still Get Wrong About Negotiations: They Assume the Size of the Pie Is Fixed—and So Miss Opportunities to Create Value

      By: Max H. Bazerman
      Most executives leave value on the negotiating table, for two main reasons: First, many executives mistakenly believe that they’re negotiating over a fixed pie and that gains for one side necessarily mean losses for the other. Second, they focus exclusively on how to... View Details
      Keywords: Negotiation Offer; Negotiation Tactics; Value; Communication; Trust
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      • October 2007 (Revised February 2008)
      • Background Note

      Evaluating M&A Deals: Accretion vs. Dilution of Earnings-per-share

      By: Carliss Y. Baldwin
      When discussing the pros and cons of an acquisition, practitioners often talk about the impact of the deal on the buyer's earnings-per-share (eps). An acquisition is said to be "accretive" if the buyer's eps goes up post-deal; it is "dilutive" if the buyer's eps goes... View Details
      Keywords: Business Earnings; Mergers and Acquisitions; Private Equity; Negotiation Deal
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      • October 2006 (Revised September 2014)
      • Case

      Summit Partners - The FleetCor Investment (A)

      By: Michael J. Roberts
      Part of a 3-case series in which students get to see the unfolding of due diligence on private equity (buy out) deal. In this, the A case, the deal team has negotiated a letter of intent with FleetCor, a firm that operates a fuel payment network for vehicle fleets.... View Details
      Keywords: Negotiation Preparation; Private Equity; Leveraged Buyouts; Investment; Negotiation Offer; Service Industry
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      • 05 Dec 2016
      • Research & Ideas

      How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky)

      indicates that many people who palter see nothing wrong with it, whereas people on the receiving end feel scammed. People who palter may gain some ground in negotiating a better deal for themselves in the... View Details
      Keywords: by Dina Gerdeman
      • January 11, 2023
      • Article

      Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning

      By: James K. Sebenius and Michael Singh
      While there are many calls for negotiation between Ukraine and Russia to end their war, there does now (early 2023) not appear to be a zone of possible agreement (ZOPA), since each side's best no-agreement option ("BATNA") likely appears superior to any mutually... View Details
      Keywords: Diplomacy; Agreements; Ukraine; International Relations; War; Negotiation; Ukraine; Russia
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      • 26 Oct 2010
      • First Look

      First Look: October 26, 2010

      http://sloanreview.mit.edu/the-magazine/articles/2010/fall/52111/selling-to-many-cultures-within-the-us/ Building Intercultural Trust at the Negotiating Table Authors:Sujin Jang and Roy Y.J. Chua Publication:In View Details
      Keywords: Sean Silverthorne
      • 12 Nov 2008
      • First Look

      First Look: November 12, 2008

      http://ssrn.com/ Beyond Gender and Negotiation to Gendered Negotiations Authors: Deborah M. Kolb and Kathleen L. McGinn Periodical: Negotiation and Conflict Management Journal... View Details
      Keywords: Martha Lagace
      • 2024
      • Book

      Deals: The Economic Structure of Business Transactions

      By: Guhan Subramanian and Michael Klausner
      Drawing on real-life cases from a wide range of industries, two acclaimed experts offer a sophisticated but accessible guide to business deals, designed to maximize value for your side.

      Business transactions take widely varying forms—from multibillion-dollar... View Details
      Keywords: Negotiation; Contracts
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