Publications
Publications
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- All HBS Web
(8,660)
- Faculty Publications (2,843)
- March 1998 (Revised August 2000)
- Case
Bumper Acquisition (C), A
By: James K. Sebenius and David T. Kotchen
Carries the negotiation between Thermo-Impact and Medallion Capital through October 1996. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. Students view developments from the perspective of Thermo-Impact's owners and must make decisions... View Details
- March 1998 (Revised October 2015)
- Case
Hamptonshire Express
By: V. G. Narayanan and Ananth Raman
Presents a series of problems that face a newspaper publisher, including inventory level, effort level, subsidy for unsold inventory, and commission for sales. Each problem is accompanied by one or more spreadsheets. Students must make various operational decisions. View Details
- 1998
- Working Paper
Some Evidence on the Optimal Welfare State Based on Subjective Data
By: Rafael Di Tella and Robert MacCulloch
It is often difficult to evaluate all the costs and benefits of the welfare state. This paper suggests an alternative approach based on surveys of citizen satisfaction with welfare programs. In the first part of the paper we estimate the level of unemployment benefits... View Details
- March 1998
- Article
The Role of Social Context on Decisions: Integrating Social Cognition and Behavioral Decision Research
By: M. H. Bazerman and A. E. Tenbrunsel
- January 1998 (Revised March 1998)
- Case
Viacom, Inc.: Carpe Diem (Condensed)
By: Joseph L. Bower and Thomas R. Eisenmann
Viacom has built a powerful position in the global entertainment industry through skillful and bold acquisitions. Now its expansion is challenged by the moves of Rupert Murdoch's News Corp. Different businesses within Viacom have contradictory positions on how to deal... View Details
- January 1998 (Revised February 2002)
- Case
Funai Consulting Company, Ltd. (A)
By: Lynn S. Paine and Tomoya Nakamura
In the summer of 1997, a consultant at Japan's Funai Consulting Co. Ltd., must decide how to respond to a client's proposal to offer "open pricing" (based on willingness to pay) to customers unable to pay the standard price for the client's product. The client, Akita... View Details
- 1998
- Book Review
Book Review of Organizational Decision Making edited by Z. Shapira
By: M. H. Bazerman
- 1998
- Book
Cost and Effect: Using Integrated Cost Systems to Drive Profitability and Performance
By: Robert S. Kaplan and Robin Cooper
Keywords: Cost vs Benefits
- 1998
- Journal Article
Ford's Model-T: Pricing over the Product Life Cycle
The pricing decisions monopolistic firms make over time are determined to a large extent by the complex interplay of two distinct sets of elements: demand- and supply-based considerations. Demand factors include the possibilities of (a) exercising dynamic price... View Details
- Article
Negotiating with Yourself and Losing: Understanding and Managing Conflicting Internal Preferences
By: M. H. Bazerman, A. E. Tenbrunsel and K. A. Wade-Benzoni
- December 1997 (Revised October 2006)
- Case
Merck Sharp & Dohme Argentina, Inc. (A)
By: Lynn S. Paine and Hal Hogan
Describes the efforts of the new managing director of Merck's subsidiary for Argentina, Uruguay, and Paraguay to transform the organization and its culture. Focuses on a critical decision: whether to offer the son of a high-ranking official in the government's national... View Details
- December 1997 (Revised October 1999)
- Case
Citibank: Performance Evaluation
By: Robert L. Simons and Antonio Davila
Citibank has introduced a new, comprehensive performance-scorecard system. A regional president struggles with a tough decision: how to evaluate an outstanding branch manager who has scored poorly on an important customer satisfaction measure. This case provides a... View Details
- December 1997
- Case
Wriston Manufacturing Corporation
Wriston Manufacturing is a broad-line maker of components for the automotive industry. It has developed a network of nine plants as its product line has grown. Newer, higher-volume products tend to be made in newer, focused, high-volume plants, while older product... View Details
- November 1997 (Revised August 1998)
- Case
Palm Computing, Inc. 1995: Financing Challenges
By: Myra M. Hart and Stephanie Dodson
The president, Donna Dubinsky, and the chairman and founder, Jeff Hawkins, discuss an opportunity to sell their company to U.S. Robotics. They must weigh this option versus accepting venture capital funding, partnering with a large company that could provide... View Details
- November 1997
- Case
National Pork Producers Council
By: Ray A. Goldberg and Tom Clay
Al Tank, CEO of the National Pork Products Council, is facing an environmental and structural crisis in the U.S. pork industry. Can he resolve the environmental and image problems of his industry in time? Can he receive the support of both his growers and the... View Details
- October 1997
- Case
Roslin Institute, The
By: Ray A. Goldberg and Tom Clay
Dr. Ian Willmut and the Roslin Institute have developed a revolutionary new technology--cloning. Now they are faced with some tough choices concerning going forward. How should they balance commercialization opportunities with societal concerns? View Details
- October 1997 (Revised April 1998)
- Case
C-Car
By: V. Kasturi Rangan and Marie Bell
C-Car was the first automobile retailer in the United States to go public. Subsequently the owner, Mr. Gilliland, must decide how to invest the capital raised from the public ownership. This case describes in detail C-Car's highly profitable strategy of managing its... View Details
- 1997
- Chapter
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
- Article
Hype and Suspicion: The Effects of Pretrial Publicity, Race, and Suspicion on Jurors' Verdicts.
By: Steven Fein, Seth J. Morgan, Michael I. Norton and Samuel R. Sommers