Publications

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Apr 06 2015
Interview

What Lies Ahead for Private Equity?

29 Jun 2016
Op-Ed

What Hath the United Kingdom Wrought?

Northern Ireland voted overwhelmingly to stay in the EU, opening the door to the idea of further referenda and a potential future break-up of the United Kingdom. We are now likely to face several years of painful negotiations as the UK... View Details

Keywords: by Dante Roscini

Profile

Nabihah Sachedina

palpitations." Negotiation, a practice developed in both schools, played a huge role in Nabihah's work. "As you can imagine," she says, "our work could potentially create disruption, causing anxiety among the current stakeholders. The View Details

March 2023 (Revised March 2024)
Case

The Purdue Pharma Bankruptcy: Settling the Opioid Crisis

By: Kristin Mugford, Carin-Isabel Knoop and Susan Pinckney

How to get to a fair outcome for claimants in the Purdue Pharma bankruptcy given its significant role in the U.S. opioid crisis. View Details

1992
Dictionary Entry

Debt Renegotiation

By: David S. Scharfstein and Patrick Bolton

Keywords: Borrowing and Debt; Negotiation

October 2007 (Revised March 2009)
Background Note

Structuring Real Estate Deals: An Investor's Perspective

By: Arthur I Segel

Addresses the following questions: What are the portfolio-level implications? What are the asset-level characteristics? How do I invest? With whom do I invest? What do I get for my investment? What protections do I have? When and how do I get out? View Details

Keywords: Property; Negotiation; Contracts; Real Estate Industry

Jan 20 2021
Short Film

Advance Your Career with Greater Purpose and Focus

Feb 07 2018
Testimonial

Taking Leadership to a Whole New Level

Alumni WDYDWYD

Heather McLetchie-Leader

behind by empire. When my family had questions, answers came not only from the bible, but through ancestors and orishas, and via scrying crystals, divination books, and mourning ground experiences. Religion was less about one-God-one-religion than it was about people... View Details

August 2008 (Revised July 2012)
Background Note

The Power to Persuade (Abridged)

By: Michael Watkins, G. Felda Hardymon and Ann Leamon

This note develops and explains a five-part framework for persuading others to support (or not oppose) a desired course of action. View Details

Keywords: Framework; Management Skills; Negotiation Tactics; Power and Influence; Cooperation

June 1988 (Revised December 1991)
Case

An Tai Bao Coal Mining Project

By: W. Carl Kester and Richard P. Melnick

An Tai Bao is the world's largest open-pit coal mine and is located in China's Shanxi province. After eight years of planning and negotiating, Occidental Petroleum, the foreign partner in the deal, is about to sign an ownership and financing agreement for $475 million... View Details

Keywords: Planning; Agreements and Arrangements; Non-Renewable Energy; Equity; Partners and Partnerships; Negotiation Deal; Joint Ventures; Mining Industry; China

January 1985
Case

Business Research Corp. (A)

By: William A. Sahlman

Contains a description of a decision confronting an entrepreneur: which of two investment proposals should he accept to fund the creation and marketing of a database that comprises the full text of research reports produced by Wall Street investment banking firms? The... View Details

Keywords: Strategy; Cost vs Benefits; Valuation; Investment Banking; Negotiation Participants; Negotiation Deal; Financing and Loans; Financial Strategy; Corporate Finance; Service Industry

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September 2017 (Revised June 2019)
Case

The ABN AMRO World Tennis Tournament

By: Anita Elberse and Saskia Van Rheenen

Should the ABN AMRO World Tennis Tournament gamble most of its player budget on superstar player Rafael Nadal, even after the event’s previous two editions saw Nadal and Roger Federer pull out at the last moment due to injury, leaving the tournament without any... View Details

Keywords: Superstar; Talent; General Management; Marketing; Sports; Media; Entertainment; Talent and Talent Management; Negotiation; Strategy; Sports Industry; Entertainment and Recreation Industry; Media and Broadcasting Industry

2005
Article

Group Learning: A Multi-Level Model Integrating Interpersonal Congruence, Transactive Memory and Feedback Processes

By: Manuel London, Jeffrey T. Polzer and Heather Omoregie

Keywords: Groups and Teams; Learning; Integration; Relationships; Agreements and Arrangements

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Read Now

April 1996 (Revised March 2008)
Exercise

Canonical Decision Problems

Involves seven canonical decision problems--basic problems in management that arise with surprising frequency. Although these exercises are simplified versions of these problems, they have been written to preserve the "essence" of the decision situations. The problems... View Details

Keywords: Decision Choices and Conditions; Management Skills; Negotiation; Problems and Challenges

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

October 1996 (Revised January 1997)
Case

Mt. Auburn Hospital

By: F. Warren McFarlan and Jaan Elias

In December of 1993, two of Boston's largest and best known hospitals, Massachusetts General and Brigham and Women's, announced that they were setting aside their historic rivalry to form an alliance and build a regional health network. The announcement set off a wave... View Details

Keywords: Health Care and Treatment; Negotiation Offer; Alliances; Networks; Social Enterprise; Horizontal Integration; Health Industry; Boston