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  • December 2010
  • Supplement

Ad Classification at Right Media — pre-class slides — supplement

By: Benjamin Edelman
Right Media considers systems and policies to make sure that ads are only shown on web sites where they are appropriate, and vice versa. Setting standards is particularly challenging given the large and growing marketplace, the numerous participants, their diverse... View Details
Keywords: Digital Marketing; Market Participation; Negotiation Tactics; Marketing Communications; Communication; Media; Advertising Industry; Media and Broadcasting Industry
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  • Research Summary

Overview

By: John Beshears
In his research, Professor Beshears shows how managers can influence the behavior of customers and employees by changing the decision-making environment to call attention to a decision, to use psychological framing to shape assessments of options, or to help... View Details
Keywords: Behavioral Economics; Consumer Finance; Household Finance; Health Care; Organizational Economics; Decision Making; Economics; Negotiation; Behavioral Finance
  • June 1983
  • Article

Don't Bet on It: Contingent Agreements with Asymmetric Information

By: James K. Sebenius and John Geanakoplos
Keywords: Information; Agreements and Arrangements
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  • 1991
  • Chapter

An Economic Approach to the Study of Bargaining

By: A. E. Roth
Keywords: Negotiation; Economics; Mathematical Methods
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  • February 1985 (Revised June 1986)
  • Supplement

Computervision-Japan (B)

Outlines the elements of a temporary sales agreement between Tokyo Electron Ltd. and Computervision Japan. View Details
Keywords: Agreements and Arrangements; Sales; Technology Industry; Japan
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  • 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
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  • 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
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  • 01 Mar 2018
  • News

More Than a Game

20-plus years at Procter & Gamble. “To make truly meaningful things happen in a business, you ought to tackle two or three things at most,” he says. One of those big things in 2017? Negotiating the naming rights for the SeaWolves stadium... View Details
Keywords: Dan Morrell
  • 01 Mar 2009
  • News

Alumni Books

innovation management breakdown, premature core abandonment, and talent shortfall. The book includes methods for articulating and monitoring strategic assumptions and ends with a self-test built around fifty signs of an impending growth stall. View Details
Keywords: Publishing Industries (except Internet); Information
  • 14 Jul 2009
  • First Look

First Look: July 14

the larger field of organizational research. We test this assertion by analyzing studies of negotiation published in top peer-reviewed management, psychology, sociology, and industrial relations journals from 1990 to 2005. Our findings... View Details
Keywords: Martha Lagace
  • 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

    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
    • September 2008 (Revised March 2009)
    • Supplement

    Traversing a Career Path: Pat Fili-Krushel (B)

    By: Kathleen L. McGinn, Deborah M. Kolb and Cailin B. Hammer
    Pat Fili-Krushel has agreed to take on the job of first executive vice president of administration for AOL Time Warner, leading corporate human resources, internal communications, real estate and facilities, and other administrative roles for the combined company. She... View Details
    Keywords: Conflict Management; Leadership; Managerial Roles; Negotiation Tactics; Personal Development and Career; Gender; Power and Influence; Media and Broadcasting Industry; Publishing Industry; United States
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    • November 2005 (Revised October 2012)
    • Case

    The Auction for Burger King (A)

    By: Carliss Y. Baldwin and James Quinn
    Paul Walsh, CEO of Diageo, must evaluate bids received in an auction of the Burger King restaurant unit. Describes how Diageo came to own Burger King, the attempts to turn the unit around, the strategic reasons for its sale, the auction process, and various bidders'... View Details
    Keywords: Management Teams; Leveraged Buyouts; Bids and Bidding; Valuation; Auctions; Decision Choices and Conditions; Negotiation Tactics; Service Industry; Food and Beverage Industry
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    • 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

    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 and View Details
    • 01 Dec 2020
    • What Do You Think?

    How Can We Get Companies to Invest More in Low-Wage Workers?

    the lower ranks. One of the causes may well be inequities in the ability of executives and frontline labor to negotiate compensation for their skills. In particular, the declining power of unions and the stickiness of minimum wage laws... View Details
    Keywords: by James Heskett
    • May 2016 (Revised August 2019)
    • Teaching Note

    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
    Related
    • 04 Jan 2012
    • First Look

    First Look: January 4

    minorities. Read the paper: http://www.people.hbs.edu/mnorton/apfelbaum%20norton%20sommers.pdf Leveraging Tribal Sovereignty for Economic Opportunity: A Strategic Negotiations Perspective Authors:Gavin Clarkson and James K. Sebenius... View Details
    Keywords: Carmen Nobel

      Donald J. Trump

      Taj Mahal and Trump Castle in Atlantic City. Known for his intimidating negotiating tactics, especially his ability to win lucrative tax abatement deals, Trump has made fortunes in residential and commercial real estate. View Details
      Keywords: Construction & Real Estate