Publications

Apr 25 2018
Testimonial

Daring to Make a Difference

November 1999 (Revised June 2001)
Case

Compaq Computer Corporation: The DEC Acquisition

By: Carliss Y. Baldwin and Barbara Feinberg

Compaq's board of directors is faced with responsibility for setting the price range and terms for the proposed acquisition of Digital Equipment Corp. The transaction is described in the context of the rapidly evolving markets and business models of the computer... View Details

Keywords: Governing and Advisory Boards; Situation or Environment; Negotiation Offer; Acquisition; Computer Industry

fall 2004
Article

Predictable Negotiations: Should Have Seen This Coming (Book Excerpt)

By: M. Bazerman and Michael Watkins

Keywords: Negotiation; Books

Find at Harvard

Apr 06 2015
Interview

What Lies Ahead for Private Equity?

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

06 Mar 2007
First Look

First Look: March 6, 2007

landscape and its accompanying expanding advertising options. Purchase this note: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=707458 Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart (A) Harvard Business... View Details

Keywords: Martha Lagace

February 2009 (Revised November 2016)
Exercise

Congo River Basin Project: Role for Dr. Beni

By: Kathleen L. McGinn, Anne Starks Acosta, Deborah M. Kolb and Cailin B. Hammer

The director of a research coalition and the founder/coordinator of an NGO consortium meet to discuss the possibility of jointly drafting a proposal for an integrated research and development project in the Congo River basin. Approved projects will receive an annual... View Details

Keywords: Decision Choices and Conditions; Negotiation Process; Projects; Research and Development; Non-Governmental Organizations; Cooperation; Congo Basin

October 1986 (Revised February 2008)
Case

Congoleum Corp. (Abridged)

By: William E. Fruhan Jr.

Describes the development and terms of the largest leveraged buyout up to the date of the case. The main problem is to value the positions of the various participants: lenders, equity holders, investment bankers, and management. This is an abridged version of an... View Details

Keywords: Leveraged Buyouts; Mergers and Acquisitions; Financial Management; Negotiation Participants; Valuation

June 2007 (Revised November 2008)
Case

Nordic Telephone Company's Bid for TDC

Nordic Telephone Company, formed by a consortium of private equity firms, has made a public tender offer for Denmark's leading telecommunications company, TDC. TDC's board of directors approved the take-private transaction, and 88% of shareholders have accepted the... View Details

Keywords: Leveraged Buyouts; Communication Technology; Decision Choices and Conditions; Negotiation Offer; Privatization; Telecommunications Industry; Denmark

April 2004 (Revised July 2008)
Case

Showdown on the Waterfront: The West Coast Port Dispute (B)

By: Kathleen L. McGinn and Dina R. Pradel

New technology underlies a protracted dispute between West Coast longshoremen and their employers. Severe economic consequences lead to government intervention in the dispute. View Details

Keywords: Economics; Negotiation Process; Business and Government Relations; Labor and Management Relations; Conflict and Resolution; Shipping Industry; Western United States

06 Mar 2019
Sharpening Your Skills

Has the Glass Ceiling Been Broken (or at Least Cracked)?

Negotiation to Gendered NegotiationsHow does gender affect negotiations within organizations or rather how do organizations affect gender relations? Explaining the Persistence of Gender Inequality: The... View Details

Keywords: by Sean Silverthorne

April 1990 (Revised June 1993)
Teaching Note

Understanding the U.S. Dollar in 1985 & 1987, Teaching Note

By: W. Carl Kester

Keywords: Financing and Loans; Agreements and Arrangements; Computer Industry

January 2006 (Revised February 2007)
Case

SuperCat Powerboats (A)

By: James L. Heskett

Ryan and David Kratz have formed a new company, under very favorable terms, with a fiberglass boat builder. But at the signing of the agreement for the new company's information, the builder's spouse suggests that the Kratz's share of ownership be reduced from 67% to... View Details

Keywords: Business Startups; Negotiation; Ownership Stake; Consumer Products Industry

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

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