Negotiation - Publications - Faculty & Research

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

September 2024
Case

Eat App: Building and Monetizing an End-to-End Dining Experience Solution

By: Elie Ofek and Ahmed Dahawy

Founded in 2015 in Bahrain, Eat App was an up-and-coming player in the global restaurant management software business. In early 2024, having shifted to a product-led growth strategy, the company’s co-founders faced a host of decisions that could greatly impact their... View Details

Keywords: Price; Growth and Development Strategy; Product Marketing; Negotiation Deal; Internet and the Web; Value Creation; Profit; Revenue; Applications and Software; Product; Food and Beverage Industry; Technology Industry; Bahrain; United Arab Emirates; Abu Dhabi; Dubai

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June 2001
Case

Infinata: The Quest for Human Resource Venture Capital

By: Jay O. Light and Anthony Massaro

A potential start-up in the Web-based Customer Relationship Management (CRM) is considering a deal with a software developer. View Details

Keywords: Negotiation; Negotiation Deal; Customer Relationship Management; Internet and the Web; Business Startups; Information Technology Industry

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Find at Harvard

12 Aug 2008
First Look

First Look: August 12, 2008

Harvard Business School Exercise 908-051 A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation... View Details

Keywords: Sean Silverthorne

Michael Kaplan

Fullbeauty brands by Goldman Sachs and Oaktree; negotiations for a potential debt refinancing by a major US department store; partnership with a leading private equity firm to purchase a national specialty retailer and brand; investment... View Details

Keywords: Consumer Products & Packaged Goods;#20;#Ecommerce;#19;#Digital Health;#29;#Entertainment;#30;#Fashion, Beauty, Apparel, & Retail;#31;#Finance;#55;#Music

01 Dec 2007
News

Faculty Books

communication and collaboration between the FDA and the private sector. The editors place the perspectives of agency leaders and industry representatives within the context of the FDA’s regulatory history and provide newer, more realistic ways of assessing regulatory... View Details

Keywords: Business Schools & Computer & Management Training; Educational Services

01 Mar 2004
News

The New Global Business Manager

function of today’s global manager? We used to think of the CEO as being the grand strategic architect. Now the world is so complex and fast-moving that the general manager’s role is less about managing content and more about managing context — creating an environment... View Details

Keywords: Management

29 Apr 2019
Research & Ideas

Is the Digital Age Making Us Petty?

really exacting and precise,” Zhang says. “There’s some research by colleagues at Columbia showing that giving precise offers, in contract negotiations for instance, can lead to beneficial monetary outcomes for the offer maker.” “When... View Details

Keywords: by Kristen Senz

June 2020
Teaching Plan

Chief

By: Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, Amy Klopfenstein and Katherine Chen

Teaching Plan serves as a supplement to the case for “Chief: Role for Carolyn Childers” (920-019), “Chief: Role for Lindsay Kaplan” (920-020), and “Scaling at Chief” (920-021). View Details

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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

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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Find at Harvard

1991
Chapter

An Economic Approach to the Study of Bargaining

By: A. E. Roth

Keywords: Negotiation; Economics; Mathematical Methods

Citation

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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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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