Publications

July 1986 (Revised March 1989)
Case

Jim Southern

By: Howard H. Stevenson

A recent MBA graduate has reached tentative agreement for an LBO of a forms-printing business with $43 million sales. At the eleventh hour, however, the seller has demanded that the buyer personally guarantee $4 million of accounts payable. View Details

Keywords: Agreements and Arrangements; Leveraged Buyouts; Accounting

May 2013 (Revised September 2013)
Case

The Kashagan Production Sharing Agreement (PSA)

By: Benjamin C. Esty and Florian Bitsch

When discovered in the 1990s, the Kashagan oil field was the second largest oil field in the world. The project sponsors (equity investors) signed a 40-year production sharing agreement (PSA) with the Kazakh government in 1997, with the expectation the field would... View Details

November 2005 (Revised November 2007)
Case

Tad O'Malley: December 2004

By: G. Felda Hardymon, Josh Lerner, Ann Leamon and Sean Klimczak

Tad O'Malley, a second-year student at Harvard Business School, must choose among three offers from private equity firms. Each firm presents a unique combination of history, culture, and compensation. Traces Tad's strategy in obtaining these offers and lets students... View Details

Keywords: Private Equity; Compensation and Benefits; Job Offer; Negotiation Tactics; Organizational Culture; Personal Development and Career

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

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

03 Mar 2008
Research & Ideas

Marketing Your Way Through a Recession

need to know more than ever how consumers are redefining value and responding to the recession. Price elasticity curves are changing. Consumers take more time searching for durable goods and negotiate harder at the point of sale. They are... View Details

Keywords: by John Quelch

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

29 Oct 2013
First Look

First Look: October 29

in a Chaotic World By: Wheeler, Michael Abstract—A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to View Details

Keywords: Sean Silverthorne

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

01 Mar 2014
News

Research Brief: Better to Be Safe with a Sorry

"Never apologize, mister," John Wayne's character famously said in She Wore a Yellow Ribbon. "It's a sign of weakness." And while previous academic research has similarly concluded that apologizing during negotiations hurts perceptions of... View Details

Keywords: Morrell, Daniel; Information

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

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