Publications

19 Dec 2006
First Look

First Look: December 19, 2006

low (-0.16 and 0.006) and decrease over time as network effects become increasingly important. Download working paper: http://www.hbs.edu/research/pdf/07-035.pdf The Demise of Cost and Profit Centers Author:Robert S. Kaplan Abstract The Balanced Scorecard View Details

Keywords: Sean Silverthorne

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

October 2012 (Revised August 2018)
Case

Carolina for Kibera

By: Kathleen L. McGinn, Beth-Ann Kutchma and Cailin B. Hammer

Carolina for Kibera (CFK) is an international non-profit organization whose mission is to promote youth leadership and gender and ethnic cooperation in Kibera, the largest unstructured settlement situated in the heart of Nairobi, Kenya. CFK's programs constructively... View Details

Keywords: Organizational Behavior; Power and Influence; Non-Governmental Organizations; Social Enterprise; Negotiation; Organizational Change and Adaptation; Kenya; United States

30 May 2005
Research & Ideas

Six Steps for Making Your Threat Credible

sees you do it. Foolish? So it would seem, but your threat is now entirely credible. You can't change course even if you wanted to. It's up to your opponent to decide whether to lose the game or die. The odds are in your favor. While the stakes are usually lower, View Details

Keywords: by Deepak Malhotra

06 Mar 2006
Research & Ideas

Four Strategies for Making Concessions

research suggests that negotiators reciprocate concessions based on the benefits they receive, while tending to ignore how much others are sacrificing. One way for the manufacturer to highlight the benefits he was providing to the union... View Details

Keywords: by Deepak Malhotra

05 Apr 2016
First Look

April 5, 2016

start-up seem too risky? There is a radical third path open to you: you can buy a small business and run it as CEO. Purchasing a small company offers significant financial rewards—as well as personal and professional fulfillment. Leading... View Details

Keywords: Sean Silverthlorne

March 2009 (Revised September 2010)
Case

HOYA Corporation (A)

By: W. Carl Kester and Masako Egawa

In 2007, HOYA of Japan must decide whether to change its friendly exchange offer for Pentax into a hostile cash tender offer. A surprising sequence of events had caused a friendly merger agreement to fall apart, resulting in a boardroom coup at Pentax and the... View Details

Keywords: Mergers and Acquisitions; Investment Activism; Corporate Governance; Governance Controls; Governing and Advisory Boards; Negotiation Tactics; Business and Shareholder Relations; Valuation; Japan

November 2000
Exercise

Atlantis-Biovent Negotiation: Confidential Instructions for Biovent

By: Michael A. Wheeler

This two-party exercise illustrates bidding strategy in the context of settling a large insurance claim. Specifically, the claimant (Biovent) and the insurer (Atlantis) are asked to submit confidential offers to a dispute resolution website that will determine whether... View Details

Keywords: Insurance; Bids and Bidding; Emerging Markets; Agreements and Arrangements; Conflict of Interests; Strategy; Web Sites

Find at Harvard

March 1999 (Revised November 2001)
Case

Honda-Rover (A): Crafting an Alliance

By: Ashish Nanda, James K. Sebenius and Ron Fortgang

Faced with vexing financial challenges in 1993, British Aerospace (BAe) is determined to shed its loss-making automaker, Rover. It offers to sell its stake in Rover to Honda, Rover's partner since 1979, but Honda is reluctant to raise its stake in Rover. Meanwhile, BMW... View Details

Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom

February 2009 (Revised February 2011)
Case

"Lather, Rinse, Repeat": FeedBurner's Serial Founding Team

By: Noam T. Wasserman and Eric Olson

"Is this the right time or is it still too early?" Dick Costolo wondered as he reflected on the latest acquisition offer. He had been building FeedBurner with his three co-founders for almost four years and was staring at the details of an acquisition offer from... View Details

Keywords: Mergers and Acquisitions; Business Exit or Shutdown; Decision Choices and Conditions; Entrepreneurship; Negotiation Offer; Groups and Teams

29 Jul 2019
Research & Ideas

How Companies Benefit When Employees Work Remotely

Operations Management Unit at Harvard Business School, and fellow researchers compared the outcomes of flexible work arrangements at the US Patent and Trademark Office (USPTO). The team found that employees with liberal “work from anywhere” arrangements, similar to... View Details

Keywords: by Kristen Senz

July 2024
Case

Jacqueline Cook at Vendasta: Debating an IPO

By: Reza Satchu, Tom Quinn and Andrew Kosc

In May 2021, after a surge in demand for digital services that prompted high valuations for startups across the Canadian tech sector, Saskatchewan-based Vendasta entered the final stages of the initial public offering (IPO) process. COO Jacqueline Cook had invested her... View Details

13 May 2013
Research & Ideas

How to Spot a Liar

Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths, which was published in the journal Discourse Processes. Asked why the topic of deception is important to business research, negotiation expert... View Details

Keywords: by Carmen Nobel

March 2011 (Revised May 2011)
Case

China Construction America (A): The Road Ahead

How did a Chinese state-owned construction company strike one deal after another in South Carolina despite political backlash and in New York where well-established competitors dominate? The case examines the U.S. market entry strategy of the CSCEC, China's leading... View Details

Keywords: Foreign Direct Investment; Global Strategy; Market Entry and Exit; Negotiation Deal; State Ownership; Construction Industry; China; United States

January 2014 (Revised September 2015)
Case

Mittal Steel's Pursuit of Arcelor (A)

By: Paul M. Healy and Penelope Rossano

Lakshmi Mittal, CEO of Mittal Steel, a UK-based company with Indian roots, took advantage of a weakened Arcelor that had successfully won a bidding war for Canadian steel company Dofasco, with an unsolicited bid to buy the company. Mittal's plans for acquiring Arcelor... View Details

Keywords: Fiduciary Duty; Steel; India; Europe; Governance; Mergers; Board Decisions; White Knight; Strategy; Negotiation; Mergers and Acquisitions; Corporate Governance; Cross-Cultural and Cross-Border Issues; Steel Industry; Canada; United Kingdom; Russia; India