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  • All HBS Web  (3,201)
    • People  (4)
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  • December 2001
  • Teaching Note

Parenting Magazine TN

By: Paul A. Gompers
Teaching Note for (9-291-015). A rewritten version of an earlier teaching note. View Details
Keywords: Money; Capital; Capital Budgeting; Decisions; Cost Accounting; Economic Systems; Negotiation Process; Corporate Accountability; Negotiation Deal; Business Startups; Financial Strategy; Corporate Finance; Journalism and News Industry; Publishing Industry
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Gompers, Paul A. "Parenting Magazine TN." Harvard Business School Teaching Note 202-065, December 2001.
  • 1988
  • Book

Doing Deals: Investment Banks at Work

By: Robert G. Eccles and Dwight B. Crane
Keywords: Negotiation Deal; Investment Banking
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Eccles, Robert G., and Dwight B. Crane. Doing Deals: Investment Banks at Work. Boston, MA: Harvard Business School Press, 1988.
  • 1992
  • Chapter

Thinking Coalitionally: Party Arithmetic, Process Opportunism, and Strategic Sequencing

By: James K. Sebenius and David Lax
Keywords: Alliances; Negotiation Process; Mathematical Methods; Strategy
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Sebenius, James K., and David Lax. "Thinking Coalitionally: Party Arithmetic, Process Opportunism, and Strategic Sequencing." In Negotiation Analysis, edited by H. Peyton Young, 153–193. Ann Arbor, MI: University of Michigan Press, 1992.
  • 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
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Baldwin, Carliss Y. "Evaluating M&A Deals: How Poison Pills Work." Harvard Business School Background Note 208-061, October 2007. (Revised December 2008.)
  • January 2005 (Revised April 2006)
  • Case

Four Deals

By: Carliss Y. Baldwin
Describes four disguised deals with different characteristics from the perspective of the acquirer. Asks students to compare, contrast, and rank the opportunities. View Details
Keywords: Mergers and Acquisitions; Negotiation Deal
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Baldwin, Carliss Y. "Four Deals." Harvard Business School Case 905-058, January 2005. (Revised April 2006.)
  • 01 Dec 2000
  • News

Global Leadership Initiative's Director Focuses on Technology

graduate of Harvard Law School and a former consultant in management and negotiation strategy, Price says that HBS is interested in developing "technologically appropriate" approaches that will reach an optimum number of people with... View Details
Keywords: Nancy O. Perry; Business Schools & Computer & Management Training; Educational Services
  • 2009
  • Working Paper

Walking the Talk in Multiparty Bargaining: An Experimental Investigation

By: Kathleen L. McGinn, Katherine L Milkman and Markus Noth
We study the framing effects of communication in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference-revealing, it may effectively frame bargaining around a logic of fairness or... View Details
Keywords: Equality and Inequality; Competition; Negotiation Process; Negotiation Types; Fairness; Interpersonal Communication; Game Theory; Cooperation
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McGinn, Kathleen L., Katherine L Milkman, and Markus Noth. "Walking the Talk in Multiparty Bargaining: An Experimental Investigation." Harvard Business School Working Paper, No. 10-039, November 2009.
  • 01 Dec 2015
  • Research & Ideas

What to Do When Your Organization Has Dueling Missions

negotiation The researchers found that one of the keys to success lay in the way the two organizations managed tensions between their commercially focused production supervisors and their socially focused job counselors. In the... View Details
Keywords: by Carmen Nobel
  • 14 Apr 2003
  • Research & Ideas

Pay-for-Performance Doesn’t Always Pay Off

Amabile, contend that pay-for-performance can cast a pall over self-esteem, teamwork, and creativity, Beer and Cannon wrote. I think there is an implicit negotiation going on between what management wants and expects, and what employees... View Details
Keywords: by Martha Lagace
  • 02 Dec 2015
  • What Do You Think?

What Will It Take to Achieve Gender Equality in Leadership?

ambition, and become better job and wage negotiators while choosing a partner who can help share the load of a career. The work that Amy Cuddy has, as of this date, shared with more than 28 million viewers on TEDTalks provides nuts and... View Details
Keywords: by James Heskett
  • 09 Nov 2015
  • Research & Ideas

These Employers Pay Higher Salaries than Necessary

Imagine you walk into a shop where you don’t know the prices. Maybe it’s a Turkish souk, redolent with smells of saffron and turmeric. Or maybe it’s a New Hampshire antique store, full of dusty shelves of enticing oddities. You pick out your silk scarf or ceramic... View Details
Keywords: by Michael Blanding; Employment; Technology; Computer
  • Article

Sovereign Debt Buybacks Can Lower Bargaining Costs

By: J. J. Rotemberg
Keywords: Sovereign Finance; Negotiation; Cost; Borrowing and Debt
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Rotemberg, J. J. "Sovereign Debt Buybacks Can Lower Bargaining Costs." Journal of International Money and Finance 10, no. 3 (September 1991): 330–348.
  • December 2003
  • Case

Fox and the NFL-1998

By: Bharat N. Anand and Catherine M. Conneely
In early 1998, a few major content deals threatened to shape the competitive battle between the television networks for the next several years. These were the bidding for the National Football League (NFL) games, the announcement by Jerry Seinfeld (star of the show... View Details
Keywords: Bids and Bidding; Agreements and Arrangements; Competition; Media and Broadcasting Industry
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Anand, Bharat N., and Catherine M. Conneely. "Fox and the NFL-1998." Harvard Business School Case 704-444, December 2003.
  • December 2010
  • Teaching Note

Roche's Acquisition of Genentech (TN)

By: Bo Becker and Carliss Y. Baldwin
Teaching Note for 210-040. View Details
Keywords: Mergers and Acquisitions; Stock Shares; Opportunities; Strategy; Organizational Culture; Value; Negotiation Tactics; Biotechnology Industry; Health Industry
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Becker, Bo, and Carliss Y. Baldwin. "Roche's Acquisition of Genentech (TN)." Harvard Business School Teaching Note 211-039, December 2010.
  • May 2004 (Revised June 2004)
  • Case

Sarvega

By: Paul A. Gompers and Vanessa del Valle Broussard
David Cowan, general partner at Bessemer Venture Partners, has taken the lead on Sarvega, a Bessemer-backed company that was recently orphaned by the departure of one of Bessemer's other general partners. Cowan must decide whether to reinvest in Sarvega and, if so,... View Details
Keywords: Decisions; Venture Capital; Investment; Governance Compliance; Resignation and Termination; Negotiation Deal; Partners and Partnerships; Information Technology Industry
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Gompers, Paul A., and Vanessa del Valle Broussard. "Sarvega." Harvard Business School Case 204-137, May 2004. (Revised June 2004.)
  • September 2016
  • Case

Generali: Paving the Way for CEE Expansion

By: Dante Roscini and Emer Maloney
Generali was one of Italy’s largest companies and one of Europe’s largest insurers and had for decades been at the center of the web of cross-shareholding that has characterized the opaque brand of old Italian capitalism. This bred sub-par returns while serving to... View Details
Keywords: Joint Ventures; Transformation; Insurance; Emerging Markets; Negotiation Deal; Business and Shareholder Relations; Expansion; Business Strategy; Insurance Industry; Italy; Europe
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Roscini, Dante, and Emer Maloney. "Generali: Paving the Way for CEE Expansion." Harvard Business School Case 717-016, September 2016.
  • April 2016 (Revised January 2018)
  • Supplement

Project Deutschland: Unpeeling the Onion of a Distressed Real Estate Portfolio

By: Nori Gerardo Lietz and Ricardo Andrade
Keywords: Real Estate; Germany; Distress Investing; Non-performing Loan; Borrowing and Debt; Capital Structure; Private Equity; Negotiation Deal; Valuation; Real Estate Industry; Financial Services Industry; Germany; Europe
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Lietz, Nori Gerardo, and Ricardo Andrade. "Project Deutschland: Unpeeling the Onion of a Distressed Real Estate Portfolio." Harvard Business School Spreadsheet Supplement 216-708, April 2016. (Revised January 2018.)
  • March 2016 (Revised October 2018)
  • Case

Project Deutschland: Unpeeling the Onion of a Distressed Real Estate Portfolio

By: Nori Gerardo Lietz and Ricardo Andrade
James Tallest analyzed the opportunity to invest in a distressed portfolio of high quality properties in Germany by acquiring one or more non-performing loans from Deutschland Bank. While he considers the many aspects of the deal that is about to unfold, he must decide... View Details
Keywords: Real Estate; Distress Investing; Non-performing Loan; Borrowing and Debt; Capital Structure; Private Equity; Negotiation Deal; Valuation; Real Estate Industry; Financial Services Industry; Germany; Europe
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Lietz, Nori Gerardo, and Ricardo Andrade. "Project Deutschland: Unpeeling the Onion of a Distressed Real Estate Portfolio." Harvard Business School Case 216-055, March 2016. (Revised October 2018.)
  • 01 Dec 2008
  • News

Faculty Books

charismatic leaders and their leadership styles, Professor Emeritus Zaleznik asserts that leaders are either “hedgehogs,” who view leadership as a single-minded track driven by unwavering rules, or “foxes,” who assess and reevaluate their goals and strategies based on... View Details
  • 01 Apr 2001
  • News

Tatsuyuki Saeki: Putting Stock in New Options at Nasdaq Japan

information and forces companies to be more open, will help. Still, Saeki knows he has his work cut out for him. “Nasdaq has been very successful in the United States and is now eyeing global trading,” he notes. “It’s a great strategy that will fly. But changing the... View Details
Keywords: Alejandro Reyes; Securities, Commodities, and Other Financial Investments; Finance
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