Publications

13 May 2020
Blog Post

Crisis Leadership with Nikhil Patel: The Critical Importance of Trust

says Patel. At the same time, he crafted models “for addressing mental health issues and comorbidities” while negotiating services and soliciting potential funders for money. Finally, Patel coordinated Detroit’s Rapid Abbott COVID-19... View Details

Keywords: Nonprofit / Government; Social Enterprise

01 Sep 2004
News

Inside Executive Search

hard to get, to make the search firm and client recruit you. Finally, prepare for the interviews by writing notes about your relevant responsibilities and achievements against the key selection criteria outlined in the position description. View Details

Keywords: Julia Hanna; Corporate Services; Management, Scientific, and Technical Consulting Services; Professional Services

28 Feb 2011
News

Rebooting the Human Condition

equally at home negotiating with Mexican guerrillas and sailing the world's oceans (with genomics guru Venter, among others). From 1988 to 1993, Enriquez served as CEO of Mexico City's for-profit urban development agency. Later, as an HBS... View Details

Keywords: Health, Social Assistance; Management, Scientific, and Technical Consulting Services; Professional Services

March 2011
Teaching Note

Shenzhen Development Bank (TN)

By: Li Jin and Yuhai Xuan

Teaching Note for 210020. View Details

Keywords: Partners and Partnerships; Decisions; Investment; Commercial Banking; Growth and Development; Negotiation Deal; Labor and Management Relations; Planning; Banking Industry; Financial Services Industry; China

December 2018
Supplement

iyzico: Fundraising in Emerging Markets (B)

By: Marco Di Maggio and Gamze Yucaoglu

The case opens in July 2016 as Barbaros Ozbugutu, co-founder and CEO of the Istanbul-based payment technology start-up iyzico, contemplates the pros and cons of the different term sheets the company has received for its Series C round. The case then informs the reader... View Details

Keywords: Iyzico; Fundraising; Business Startups; Venture Capital; Emerging Markets; Negotiation Offer; Decision Choices and Conditions

November 2022
Case

Arcos Dorados’ Quest for the Digitalization of Last-Mile Delivery in Colombia

By: Jorge Tamayo, Jenyfeer Martinez Buitrago and Mariana Cal

In 2018, Francisco Staton, Managing Director of Arcos Dorados in Colombia had to decide on the company’s strategy to expand its food ordering and delivery business in the country. Arcos Dorados stood as McDonald’s largest independent franchisee, and Colombia was one of... View Details

December 1994 (Revised February 2000)
Case

Final Offer: Part II

By: Michael A. Wheeler and Jan Martinez

Supplements Background Note: GM-UAW Negotiations--1984. View Details

Keywords: Agreements and Arrangements; Labor Unions; Labor; Auto Industry; United States

2004
Chapter

What Do Communication Media Mean for Negotiations? A Question of Social Awareness

By: Kathleen L. McGinn and Rachel Croson

Keywords: Negotiation; Media; Perception; Social Issues; Media and Broadcasting Industry

Read Now

January 1991 (Revised November 1994)
Supplement

Black Caucus Groups at Xerox Corp. (B)

Describes the compromise worked out between Xerox and the black caucus groups. The implications of this arrangement for Xerox and black employees over the next 16 years is also described. View Details

Keywords: Agreements and Arrangements; Employee Relationship Management; Race Characteristics; Consumer Products Industry

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

15 May 2006
Lessons from the Classroom

Women Find New Path to Work

had sessions on IT—how does a manager use the current information technology to really run his or her business, and how can I think about new tools in a strategic way? We had sessions on negotiations and those View Details

Keywords: by Mallory Stark

09 Nov 2015
Research & Ideas

These Employers Pay Higher Salaries than Necessary

Imagine you walk into a shop where you don’t know the prices. Maybe it’s a Turkish souk, redolent with smells of saffron and turmeric. Or maybe it’s a New Hampshire antique store, full of dusty shelves of enticing oddities. You pick out your silk scarf or ceramic... View Details

Keywords: by Michael Blanding; Employment; Technology; Computer

Article

Sovereign Debt Buybacks Can Lower Bargaining Costs

By: J. J. Rotemberg

Keywords: Sovereign Finance; Negotiation; Cost; Borrowing and Debt

Find at Harvard

December 2003
Case

Fox and the NFL-1998

By: Bharat N. Anand and Catherine M. Conneely

In early 1998, a few major content deals threatened to shape the competitive battle between the television networks for the next several years. These were the bidding for the National Football League (NFL) games, the announcement by Jerry Seinfeld (star of the show... View Details

Keywords: Bids and Bidding; Agreements and Arrangements; Competition; Media and Broadcasting Industry