Publications

Career Coach

clear recruiting roadmap from personal branding, networking, resume building, to preparing for interviews and negotiating / deciding between offers. Jing Lin’s industry experience spans across management consulting, tech, and financial... View Details

Keywords: Consulting; Emerging Markets; Fintech; Financial Services (All); Technology

28 Mar 2012
Working Paper Summaries

When Performance Trumps Gender Bias: Joint versus Separate Evaluation

Keywords: by Iris Bohnet, Alexandra van Geen & Max H. Bazerman

1996
Chapter

Sequencing to Build Coalitions: With Whom I Should I Talk First?

By: James K. Sebenius

Keywords: Negotiation; Alliances; Decision Choices and Conditions

Find at Harvard

November 1999 (Revised June 2000)
Case

FairMarket: Managing Business Development

By: William A. Sahlman, Michael J. Roberts and Cathy Taylor

Describes the evolution of FairMarket, a provider of turnkey auction services to community and merchant Web sites. Describes several deals that the CEO must negotiate, requiring a view of the company's valuation. View Details

Keywords: Partners and Partnerships; Internet and the Web; Valuation; Negotiation Deal; Auctions; Growth and Development Strategy; Web Services Industry

Find at Harvard

September 2019
Case

Celgene: Business Development and Distributed Research

By: Peter Barrett and Kareem Reda

This case looks at the deal-making process between Celgene, a large publicly traded pharmaceutical company, and Agios, an early-stage biotech company. The framework of a potential deal is explored and the potential road-blocks to Agios’ profitability are discussed. ... View Details

Keywords: Negotiation Deal; Alliances; Collaborative Innovation and Invention; Research; Pharmaceutical Industry; Biotechnology Industry

Web

Use of Electronic Resources | Baker Library

Use of Electronic Resources Baker Library negotiates access to electronic resources for members of the Harvard or Harvard Business School communities, and, in some cases, to visiting researchers, for the purposes of research, teaching,... View Details

09 Feb 2016
First Look

February 9, 2016

forthcoming Berrett-Koehler Publishers Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle) By: Malhotra, Deepak Abstract—Some negotiations are easy. Others... View Details

Keywords: Sean Silverthorne

06 Dec 2011
First Look

First Look: Dec. 6

as identity work and show how subtle forms of gender bias in the culture and in organizations interfere with the identity work of women leaders. Based on this insight, we revisit traditional approaches to standard leadership topics, such as View Details

Keywords: Sean Silverthorne

19 Jun 2017
News

How Women's Basketball Conquered Europe

following, lucrative corporate sponsorships, and paid the players relatively high wages. Around this time, Bruce Levy (MBA 1977) became the first ever agent for women's professional basketball, negotiating player contracts around the... View Details

25 Feb 2002
Research & Ideas

MNCs in Asia: Investing in the Future

circumstances," said Howson. "In China, regulators and shareholders are one and the same, but they're slowly separating. There's still some confusion of roles as to how privatized firms are supposed to act." "It's important to have a good joint... View Details

Keywords: by Julia Hanna

Web

Field Course: Venture Capital Journey - Course Catalog

with it will cease to exist and will be superseded by this course. In VCJ, students will learn all aspects of the venture capital process, including: Deal sourcing Developing an investment thesis Conducting due diligence Investment decision making Determining valuation... View Details

C. Peter McColough

Working at Xerox for over three decades, McColough was instrumental in leveraging the company’s unique technology and product line. His sales and marketing efforts helped to establish the company as a worldwide leader in office equipment. As CEO, he expanded the firm’s... View Details

Keywords: Fabricated Goods

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

19 Dec 2012
Research & Ideas

Affordable Housing: Israel and the United States

States, the approaches are reasonable. The task is to translate a theoretically reasonable approach into a workable policy. Implementing any of these approaches will require negotiations between the federal and the local governments, to... View Details

Keywords: by Nicolas P. Retsinas, John H. Vogel & Charles S. Laven; Construction; Real Estate

Article

Dualities in Negotiation: Introduction

By: James K. Sebenius

Richard Walton and Robert McKersie's closeness to practice, disciplinary rigor, and successful search for powerful generalizations help explain the lasting impact of their 1965 book, A Behavioral Theory of Labor Negotiations. Central to their argument are three... View Details

Keywords: Bargaining; Integrative Bargaining; Distributive Bargaining; Negotiation; Labor Unions