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- All HBS Web (314)
- Faculty Publications (173)
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- January 2021 (Revised March 2021)
- Supplement
Juno (C): Leveraging Student Power
By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
In May 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to hold the annual auction for their student loan assistance startup. Five lenders submitted bids, and the co-founders ultimately opted to select Eager Bank as their partner for the 2020-2021... View Details
Keywords: Decision Making; Decision Choices and Conditions; Decisions; Cost vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing and Debt; Strategy; Adaptation; Alignment; Negotiation; Agreements and Arrangements; Negotiation Deal; Negotiation Offer; Negotiation Participants; Negotiation Process; Negotiation Tactics; Negotiation Types; Financial Services Industry; Education Industry; North and Central America; United States; Massachusetts; Boston
Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (C): Leveraging Student Power." Harvard Business School Supplement 921-034, January 2021. (Revised March 2021.)
- 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
Nanda, Ashish, James K. Sebenius, and Ron Fortgang. "Honda-Rover (A): Crafting an Alliance." Harvard Business School Case 899-223, March 1999. (Revised November 2001.)
- 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
Hardymon, G. Felda, Josh Lerner, Ann Leamon, and Sean Klimczak. "Tad O'Malley: December 2004." Harvard Business School Case 806-024, November 2005. (Revised November 2007.)
- March 2013
- Supplement
HOYA Corporation (A)
By: W. Carl Kester
- June 2020
- Teaching Plan
Chief
By: Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, Amy Klopfenstein and Katherine Chen
Teaching Plan serves as a supplement to the case for “Chief: Role for Carolyn Childers” (920-019), “Chief: Role for Lindsay Kaplan” (920-020), and “Scaling at Chief” (920-021). View Details
Keywords: Negotiation; Negotiation Tactics; Negotiation Participants; Agreements and Arrangements; Business Ventures; Business Startups; Business Model; Business Growth and Maturation; Demographics; Gender; Ownership; Ownership Stake; Strategy; Business Strategy; Expansion; Competition; Finance; Capital; Venture Capital; Service Industry; Technology Industry; North and Central America; United States; New York (city, NY); New York (state, US)
- 24 Nov 2009
- First Look
First Look: Nov. 24
"setup" of a negotiation itself—its parties, their interests, their no-deal options, the sequence and basic process choices or design-into the realm of strategic and tactical choice. Hiding the... View Details
Keywords: Martha Lagace
- March 2009 (Revised September 2010)
- Case
HOYA Corporation (A)
By: W. Carl Kester and Masako Egawa
In 2007, HOYA of Japan must decide whether to change its friendly exchange offer for Pentax into a hostile cash tender offer. A surprising sequence of events had caused a friendly merger agreement to fall apart, resulting in a boardroom coup at Pentax and the... View Details
Keywords: Mergers and Acquisitions; Investment Activism; Corporate Governance; Governance Controls; Governing and Advisory Boards; Negotiation Tactics; Business and Shareholder Relations; Valuation; Japan
Kester, W. Carl, and Masako Egawa. "HOYA Corporation (A)." Harvard Business School Case 209-065, March 2009. (Revised September 2010.)
- October 1988
- Case
Harris Seafoods Leveraged Buyout
Describes set of issues confronting Alison Lassiter, who is trying to help Charlie Harris arrange a leveraged buyout of the shrimp company he runs, a division of a publicly traded company, Katy Industries. Lassiter has prepared a memorandum discussing and analyzing the... View Details
Keywords: Leveraged Buyouts; Venture Capital; Financing and Loans; Equity; Cost vs Benefits; Negotiation Tactics; Negotiation Preparation; Financial Management; Strategy; Management Analysis, Tools, and Techniques; Planning; Food and Beverage Industry; Industrial Products Industry
Sahlman, William A. "Harris Seafoods Leveraged Buyout." Harvard Business School Case 289-019, October 1988.
- 09 Feb 2016
- First Look
February 9, 2016
also show how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal... View Details
Keywords: Sean Silverthorne
- 04 Jan 2012
- First Look
First Look: January 4
variables rather than givens for the analysis. Beyond identifying and specifying parties and fronts, negotiation campaign analysis and design calls for assessing interdependencies among fronts, deciding on separation v. combination of... View Details
Keywords: Carmen Nobel
- November 2022
- Supplement
Arcos Dorados’ Quest for the Digitalization of Last-Mile Delivery in Colombia (B)
By: Jorge Tamayo, Jenyfeer Martinez Buitrago and Mariana Cal
In 2020, Francisco Staton, president of Arcos Dorados’ Caribbean Division, and Héctor Orozco, Managing Director of Arcos Dorados Colombia, were looking into Arcos Dorados’ options to consolidate its food delivery service in Colombia. This time the matter at hand hinged... View Details
Keywords: Transformation; Decision Making; Decision Choices and Conditions; Global Strategy; Technological Innovation; Growth and Development Strategy; Agreements and Arrangements; Negotiation Tactics; Logistics; Service Delivery; Organizational Culture; Performance Improvement; Partners and Partnerships; Strategy; Food and Beverage Industry; Latin America; South America; Colombia
Tamayo, Jorge, Jenyfeer Martinez Buitrago, and Mariana Cal. "Arcos Dorados’ Quest for the Digitalization of Last-Mile Delivery in Colombia (B)." Harvard Business School Supplement 723-396, November 2022.
- 26 Jul 2006
- Research & Ideas
The Strategic Way to Go to Market
more vehicles than they can sell and—unable to make money from new cars—turn to service and trade-ins to eke out margins. And at the bottom of the chain are customers trapped in high-pressure negotiations for a car that isn't the exact... View Details
Keywords: by Sean Silverthorne
- 12 Jul 2016
- First Look
July 12, 2016
on preventing them. She outlines five tactics that research has shown to be effective: encourage reciprocity. You can build trust and prompt other parties to disclose strategic information by sharing information yourself. Ask the right... View Details
Keywords: Sean Silverthorne
- 26 Feb 2019
- First Look
New Research and Ideas, February 26, 2019
organizational mechanisms can help: guardrails that protect the weaker of the two goals, dynamic decision-making that treats high-level goals as sacrosanct but tactical decisions as provisional, and leaders dedicated to “both/and”... View Details
Keywords: Dina Gerdeman
- 27 Feb 2018
- First Look
First Look at New Research and Ideas, February 27, 2018
funding for their startups when responding to prevention-focused questions with promotion-focused answers. As we offer evidence regarding tactics that can be employed to diminish the gender disadvantage in funding outcomes, this study has... View Details
Keywords: Sean Silverthorne
- 20 Feb 2008
- First Look
First Look: February 20, 2008
acceptable to riparian agents according to core stability and several criteria of fairness. It reviews some theoretical results. It then discusses the implementation of the proposed allocation with negotiation rules and in water markets.... View Details
Keywords: Martha Lagace
- 13 Oct 2010
- First Look
First Look: October 13, 2010
this way, maintain John Kotter and Lorne Whitehead. In Buy-In, they reveal how to win the support your idea needs to deliver valuable results. The key? Understand the generic attack strategies that naysayers and obfuscators deploy time and time again. Then engage these... View Details
Keywords: Sean Silverthorne
- 21 Oct 2008
- First Look
First Look: October 21, 2008
relationships, communication, time, autonomy, face, etc.) and different negotiation styles created challenges along with the business and strategic issues. The (A) case sets up the negotiations, highlights issue impasses, explores... View Details
Keywords: Martha Lagace
- April 2006 (Revised December 2006)
- Case
The Barber of Buenos Aires: Argentina's Debt Renegotiation
By: Noel Maurer and Aldo Musacchio
Tells the story of Argentina's aggressive strategy for renegotiating its sovereign debt from 2003 to 2005. Most creditors accepted the offer to swap their debt for new securities worth 35 cents on the dollar, with no recognition of all past-due interest. Many holdouts,... View Details
Keywords: Private Sector; Borrowing and Debt; Insolvency and Bankruptcy; International Finance; Foreign Direct Investment; Sovereign Finance; Government and Politics; Negotiation Tactics; Outcome or Result; Situation or Environment; Argentina
Maurer, Noel, and Aldo Musacchio. "The Barber of Buenos Aires: Argentina's Debt Renegotiation." Harvard Business School Case 706-034, April 2006. (Revised December 2006.)
- 04 Dec 2012
- First Look
First Look: December 4
Law Review 126, no. 4 (forthcoming).18-23: (February 2013) Abstract Roger Fisher's career and writings not only offer lessons about negotiation but also about how an academic, especially in a professional school such as law or business,... View Details
Keywords: Carmen Nobel