Publications

2010
Book

Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace

By: Guhan Subramanian

Keywords: Negotiation; Auctions; Strategy; Competition; Markets

January 2008
Article

Prudence in Bargaining: The Effect of Uncertainty on Bargaining Outcomes

By: Lucy White

Keywords: Negotiation; Risk and Uncertainty; Outcome or Result

Read Now

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

29 May 2013
Blog Post

“A place to grow personally and professionally.” - Yolanda Anton

evolved towards Project Management, having led international aerospace projects valued at several million dollars where negotiation skills often became more valuable than my technology background. Lately, I worked for Airbus leading a... View Details

Keywords: Manufacturing; Technology

December 2010 (Revised January 2013)
Case

Triple Point Technology

By: Richard S. Ruback and Royce Yudkoff

The founding CEO of Triple Point Technology, Peter Armstrong, was considering the sale of the company. The company specialized in providing its clients with software used for transaction processing and risk management in various commodity markets. Triple Point... View Details

Keywords: Business Exit or Shutdown; Private Equity; Financial Management; Negotiation Offer; Sales; Valuation

April 2004 (Revised July 2008)
Case

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

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 Sep 2004
News

Interpreting the Gipper

U.S.-Soviet competition forced the Soviet Politburo to install a reformer, Mikhail Gorbachev, rather than a hard-liner, Beschloss asserted. Then that same escalation caused Gorbachev to feel pressure “to make arms deals and improve View Details

Keywords: Executive, Legislative, and Other General Government Support; Government

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

March 2011
Teaching Note

First Boston's Union Carbide Deal: Acquiring a New Client (TN)

By: Robert G. Eccles and Penny Rossano

Teaching Note for 897201. View Details

Keywords: Governing and Advisory Boards; Negotiation Offer; Investment Banking; Relationships; Revenue; Capital Structure; Chemical Industry

February 2006 (Revised June 2007)
Case

Brazos Partners and Cheddar's Inc.

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

Randall Fojtasek, a partner at Brazos Private Equity Partners, must decide whether to invest more money in Cheddar's restaurant chain, which the firm invested in 10 months earlier. The incremental investment would fund a real estate subsidiary that would own the... View Details

Keywords: Negotiation Deal; Price; Partners and Partnerships; Management; Investment; Leadership; Business Subsidiaries; Stocks

18 Sep 2000
Research & Ideas

Big Deals: Financing Large-Scale Investments

for additional billion-dollar investments in Mozambique." Given the level of uncertainty involved with these projects, however, they require years of negotiation and careful allocation of risk among the various parties.... View Details

Keywords: by Julia Hanna

02 May 2018
Blog Post

Should Companies Disclose Employee Compensation?

the Money in the World after star Kevin Spacey was in essence fired following accusations of previous sexual misconduct. Christopher Plummer was hired to replace Spacey and reshoot scenes with co-stars Mark Wahlberg and Michelle Williams, who agreed to return to the... View Details

Keywords: All Industries

17 Jun 2016
News

Minding God’s Money

business challenges in nonprofits with global operations, large staffs, and potentially hundreds of millions of dollars in annual cash flow, Thomas comments, “The leadership I provide is behind the scenes. The best ministries understand that their reputations are built... View Details

Fall 2011
Article

Exclusivity and Control

By: Andrei Hagiu and Robin S. Lee

We analyze platform competition for content in the presence of strategic interactions between content distributors and content providers. We provide a model of bargaining and price competition within these industries and show that whether or not a piece of content ends... View Details

Keywords: General Strategy; Entertainment And Leisure; Software; Quality; Competition; Price; Sales; Expansion; Digital Platforms; Revenue; Negotiation