Publications

December 2001
Case

Cybersettle

By: Michael A. Wheeler and Gillian Morris

Cybersettle's management faced a dilemma: How could they turn their company, which provided confidential online settlement services for insurance claims, into a profitable enterprise? Having started during the heady days of Internet "dot-com fever," the company now had... View Details

Keywords: Restructuring; Bids and Bidding; Negotiation Process; Conflict and Resolution; Business Strategy; Commercialization; Internet; Insurance Industry

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14 Oct 2009
First Look

First Look: October 14

Author:Benjamin G. Edelman Publication:Journal of Advertising Research (forthcoming) Abstract I offer five rights to protect advertisers from increasingly powerful ad networks—avoiding fraudulent charges for services not rendered,... View Details

Keywords: Martha Lagace

2011
Working Paper

The Institutional Logic of Great Global Firms

By: Rosabeth Moss Kanter

Theories of the firm have been dominated by a legacy of ideas from early industrialization that pose zero-sum opposition between capital and labor (or capital and nearly everything else), differentiating the economy from society and often posing irreconcilable... View Details

Keywords: Economy; Capital; Globalized Firms and Management; Labor; Corporate Social Responsibility and Impact; Practice; Conflict of Interests; Social Issues; Theory

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October 1987 (Revised November 1991)
Case

Fiat--1986

By: W. Carl Kester and Richard P. Melnick

Describes Fiat's 1986 Euro-equity offering of $2.1 billion of stock. The offering proved to be highly problematic, particularly for the lead manager, Deutsche Bank, and raises questions about the future of the Euro-equity market. Students are provided opportunities to... View Details

Keywords: Equity; Stocks; Negotiation Deal; Outcome or Result; Opportunities; Auto Industry

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Aug 28 2012
Testimonial

Participant Spotlight: PLD

26 Oct 2009
Lessons from the Classroom

The New Deal: Negotiauctions

You've held your own while negotiating dozens of successful deals. Even so, you want to take your game to the next level. What's the next step? There are plenty of guides that offer tips on View Details

Keywords: by Julia Hanna

14 Dec 2017
HBS Seminar

Andrew Davis, Johnson, Cornell University

February 1996 (Revised September 1996)
Case

Chrysler Takeover Attempt, The

By: Richard S. Ruback and William DeWitt

On April 12, 1995, Kirk Kerkorian made an unsolicited offer to buy the outstanding shares of Chrysler Corp. This case analyzes the proposed deal and addresses the key contextual elements contributing to the takeover attempt. View Details

Keywords: Valuation; Negotiation Deal; Negotiation Offer; Acquisition; Financial Strategy; Manufacturing Industry; Auto Industry; United States

March 1991 (Revised August 1995)
Case

Interco

Interco has been advised by Wasserstein Perella to reject a $70 per share offer for the company. The case deals with the various types of analysis employed by Wasserstein Perella and allows a discussion of the actions of Interco's board as well as Wasserstein Perella. View Details

Keywords: Valuation; Negotiation Offer; Acquisition

Apr 06 2015
Interview

What Lies Ahead for Private Equity?

2023
Working Paper

LALIGA—From a Soccer Competition Organizer to a Global Player in the Sports and Entertainment Industry

By: Stephen A. Greyser, Kenneth Cortsen and Juan Fuentes Fernández

LALIGA, the first- and second-tier professional soccer league (known as “football” outside of the U.S. and Canada) in Spain, enters its 100th soccer season later this decade. The most popular game in the world (Giulianotti, 2012) has gone through many changes since... View Details

Keywords: Soccer; ＂Sports Organizations,; Business History; Strategy; Brands and Branding; Technology Adoption; Sports Industry

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October 2007 (Revised December 2008)
Background Note

Evaluating M&A Deals: How Poison Pills Work

By: Carliss Y. Baldwin

The poison pill defense against hostile takeovers was invented in 1982 by Martin Lipton, of Wachtell, Lipton, Rosen and Katz. Pills are considered the most effective of all the normal defenses against a hostile bidder. Describes the two basic types of poison pills... View Details

Keywords: Negotiation Deal; Mergers and Acquisitions

October 2012
Article

The Effect of Reference Point Prices on Mergers and Acquisitions

By: Malcolm Baker, Xin Pan and Jeffrey Wurgler

Prior stock price peaks of targets affect several aspects of merger and acquisition activity. Offer prices are biased toward recent peak prices although they are economically unremarkable. An offer's probability of acceptance jumps discontinuously when it exceeds a... View Details

Keywords: Mergers and Acquisitions; Stocks; Price; Valuation; Negotiation

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26 Sep 2023
Cold Call Podcast

The PGA Tour and LIV Golf Merger: Competition vs. Cooperation

Keywords: Sports

Web

The Five Forces - Institute For Strategy And Competitiveness

Bargaining Power of Suppliers Companies in every industry purchase various inputs from suppliers, which account for differing proportions of cost. Powerful suppliers can use their negotiating leverage to charge higher prices or demand... View Details

January 2021 (Revised March 2021)
Supplement

Juno (B): Leveraging Student Power

By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein

In March 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to pitch banks in anticipation of their annual auction while negotiating directly with private lender Eager. Responses from the majority of private lenders—including Juno’s 2019 partner—were not... View Details