negotiating - Publications - Faculty & Research

11 Jun 2018
Blog Post

Meet the 2018-2019 Blavatnik Fellows in Life Science Entrepreneurship

she managed the deal-making process by leading the identification, structuring, and negotiation of industry partnerships and strategic in-licensing deals. Jayon Wang (MBA 2018) Click Here Jayon Wang is an entrepreneur and engineer with... View Details

Web

Tough Tech Ventures - Course Catalog

incorporating intellectual property concerns and “technoeconomic” forecasting Articulate paths to market and business models while accounting for tough tech value chains and competition Explore and negotiate strategic partnerships and... View Details

01 Sep 2007
News

Got Global?

for example, how Pakistan and India picked key business leaders to negotiate a reduction in dangerously escalating border hostilities between the two countries back in 2002. The Pakistani team had four HBS alums — including Shirazi —... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services; Management

2000
Other Unpublished Work

Dealmaking Essentials: Creating and Claiming Value for the Long Term

By: James K. Sebenius

Keywords: Negotiation Deal; Value Creation

Citation

21 Oct 2008
First Look

First Look: October 21, 2008

http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=509022 Wyoff and China-LuQuan: Negotiating a Joint Venture (B) Harvard Business School Supplement 909-014 Through stalled joint venture talks between Pennsylvania-based Wyoff... View Details

Keywords: Martha Lagace

May 2008
Supplement

Tribune Company, 2007 (CW)

By: Timothy A. Luehrman

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: Acquisition; Credit; Employee Stock Ownership Plan; Employees; Markets; Market Transactions; Negotiation Deal; Business and Shareholder Relations; Sales; Perspective; Journalism and News Industry; United States

Citation

Purchase

September 1992 (Revised July 1993)
Case

Frito-Lay, Inc.: A Strategic Transition (D)

By: Lynda M. Applegate, Melinda Conrad and Charles S. Osborn

Provides a thorough overview of the company's 1990 and 1991 reorganizations and the resulting demand for information technology in lower levels of the organization. Closes with a discussion of Frito-Lay's most recent information technology projects, Explorer and... View Details

Keywords: Information Technology; Organizational Change and Adaptation; Negotiation Deal; Problems and Challenges; Organizational Design; Projects; Manufacturing Industry; Food and Beverage Industry

Citation

Educators

Purchase

February 2009 (Revised November 2016)
Exercise

Congo River Basin Project: Role for Dr. Campos

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

Citation

Purchase

06 Apr 2016
News

Raising a Glass to Life-Long Entrepreneurship

make a sales call. I didn’t know how to negotiate a real estate lease. I didn’t know how to set up a payroll. I had no idea how to interview and hire the right people. These are all really important business skills. Photo courtesy of... View Details

01 Dec 2000
News

Core Values Keep Airline Flying High

longer average time spent in recruitment of employees; and the emphasis on cross-functional teams. With 80 percent of its employees unionized, Southwest also invests time in creating strong relationships between management and union leadership. "We have been successful... View Details

Keywords: Margie Kelley; Air Transportation; Transportation

01 Dec 2002
News

HBSAAA Conference Addresses Pathways to Power

taught valuable lessons about the deal negotiation process dubbed “the term-sheet tango.” The event concluded with a Venture Fair, featuring presentations to potential investors by four finalists selected in advance from sixteen business... View Details