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January 2005 (Revised September 2018)
Exercise

RetailSoft: Role for Regan Kessel

By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter

Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces... View Details

Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry

April 1995 (Revised August 1995)
Case

World Trade Organization, The: Toward Free Trade or World Bureaucracy?

By: George C. Lodge and Jack High

In January 1995, the General Agreement on Tariffs and Trade (GATT) evolved into the World Trade Organization (WTO), which faced the task of implementing the recently approved Uruguay Round of international trade agreements. This case describes the development of GATT,... View Details

Keywords: Trade; Agreements and Arrangements; Negotiation Process; Business and Government Relations

07 Mar 2018
Research & Ideas

Electronic Health Records Were Supposed to Cut Medical Costs. They Haven't.

twice the administrative overhead found in Canada and is significantly higher than most other high-resource countries. Adoption of certified EHR systems was seen as a potential antidote. By digitizing patient records and adding billing workflows around them, the... View Details

Keywords: by Roberta Holland; Health

Article

Why A Behavioral Theory of Labor Negotiations Remains a Triumph at Fifty but the Labels 'Distributive' and 'Integrative' Should Be Retired

By: James K. Sebenius

Richard Walton and Robert McKersie's closeness to practice, disciplinary rigor, and successful search for powerful generalizations help explain the lasting impact of the Behavioral Theory of Labor Relations. Ironically, the names they chose for the fundamental... View Details

Keywords: Bargaining; Integrative Bargaining; Distributive Bargaining; Negotiation; Labor Unions

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05 Feb 2013
First Look

First Look: Feb. 5

band in 1927, and that the broadcasters themselves were divided at the FRC's hearings. Paper: http://www.tobinproject.org/sites/tobinproject.org/files/assets/Moss%20Lackow%20Capturing%20History%20%281.16.13%29.pdf What Roger Fisher Got Profoundly Right: Five Enduring... View Details

Keywords: Sean Silverthorne

June 2003 (Revised December 2004)
Case

Molded Dimensions, Inc.

By: H. Kent Bowen, Virginia Fuller and Doren Spinner

Mike Katz, an MBA with several years of manufacturing management experience, talks about purchasing Molded Dimensions, Inc. (MDI), a Wisconsin-based plastics manufacturer, with his wife Linda, who also has a manufacturing background. The case describes at length... View Details

Keywords: Transition; Entrepreneurship; Investment; Jobs and Positions; Leadership; Business or Company Management; Negotiation Process; Manufacturing Industry; Wisconsin

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January 2005 (Revised September 2018)
Exercise

RetailSoft: Role for Cam Archer

By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter

Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces... View Details

Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry

26 Oct 2009
Lessons from the Classroom

The New Deal: Negotiauctions

buying a home or car. The first Harvard faculty member to hold tenured appointments at both Harvard Business School and Harvard Law School, Subramanian is the faculty chair for the new HBS Executive Education course Managing Negotiators... View Details

Keywords: by Julia Hanna

September 1997 (Revised May 1999)
Case

Precision Controls, Inc.

By: James K. Sebenius and David T. Kotchen

Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details

Keywords: Information Technology; Valuation; Research and Development; Negotiation Process; Stock Shares; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota

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September 2002 (Revised December 2005)
Case

DaimlerChrysler Post-Merger Integration (A)

By: Richard F. Meyer, Michael G. Rukstad, Peter J. Coughlan and Stephan A. Jansen

Describes the background, process, and aftermath of the merger between Daimler-Benz of Germany and Chrysler Corp. of America. Describes the economic structure and trends of the world automobile industry at the turn of the century as well as the individual histories and... View Details

Keywords: Integration; Negotiation Process; Corporate Strategy; Mergers and Acquisitions; Cross-Cultural and Cross-Border Issues; Auto Industry; Germany; United States

June 2005
Case

Furqan Nazeeri and the IMTrader Spin-Out

By: Lynda M. Applegate and Brian DeLacey

Furqan Nazeeri is looking to spin out a promising set of products and technologies from an established financial services firm. Designed as an exercise in negotiation. Includes material from the original business plan, and it is possible to simulate a negotiation... View Details

Keywords: Business Startups; Business or Company Management; Negotiation Process; Product Development; Technology Adoption

August 2000 (Revised February 2001)
Case

Plum Creek Timber (A)

By: Max H. Bazerman, Hannah Bowles, Dov Brachfeld and Jack Troast

Plum Creek Timber Co., the nation's sixth largest private timberland owner and forest products company, must decide whether to enter negotiations with the U.S. government to establish a Habitat Conservation Plan (HCP) on its Pacific Northwest properties for a... View Details

Keywords: Conflict of Interests; Negotiation Process; Negotiation Participants; Environmental Sustainability; Business and Government Relations; Forest Products Industry; United States

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September 2006 (Revised May 2008)
Supplement

Corporate Responsibility & Community Engagement at the Tintaya Copper Mine (B)

By: V. Kasturi Rangan, Brooke Barton and Ezequiel Reficco

Engaging local stakeholders and building strong relations has become a strategic imperative for multinational firms in the often politically charged mining, oil, and gas sectors. For BHP Billiton, the world's second largest mining company, its Tintaya copper mine in... View Details

Keywords: Corporate Social Responsibility and Impact; Mining Industry

January 2017 (Revised October 2018)
Case

Novartis: A Transformative Deal

By: David Collis and Ashley Hartman

When Joe Jimenez became CEO of Swiss-based Novartis in 2010, replacing longtime CEO Dan Vasella, he assumed control of one of the top pharmaceutical companies in the world. Vasella, an avowed advocate of diversification, had expanded the scope of the company and... View Details

Keywords: Novartis; GlaxoSmithKline; Asset Swap; Acquisitions; Divestiture; Strategy Alignment; Pharmaceuticals; Strategy; Business Strategy; Corporate Strategy; Diversification; Consolidation; Mergers and Acquisitions; Pharmaceutical Industry

September 2019
Case

Celgene: Business Development and Distributed Research

By: Peter Barrett and Kareem Reda

This case looks at the deal-making process between Celgene, a large publicly traded pharmaceutical company, and Agios, an early-stage biotech company. The framework of a potential deal is explored and the potential road-blocks to Agios’ profitability are discussed. ... View Details

Keywords: Negotiation Deal; Alliances; Collaborative Innovation and Invention; Research; Pharmaceutical Industry; Biotechnology Industry

December 2004 (Revised March 2007)
Case

Cutlass Capital, L.P.

By: Richard G. Hamermesh and Brian DeLacey

David Hetz and Jon Osgood are forming a new venture capital fund in 2001 to invest in health care start-ups. Describes their fundraising activities at a time when venture capital investing has reached an all-time high. Although their background skills and experiences... View Details

Keywords: Venture Capital; Negotiation Process; Entrepreneurship; Investment Funds; Health Care and Treatment; Business Startups; Health Industry; United States

June 2018 (Revised February 2019)
Teaching Note

Home Nursing of North Carolina

By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld

In 2011, immediately after graduating HBS, Ari Medoff began a self-funded search for a small firm to buy and run as its CEO. After just three month of searching, he identified Home Nursing of North Carolina (HNNC), a home care agency based in Greensboro, NC, as a... View Details

Keywords: Small Firms Management; Acquisition; Negotiation Process; Investment; Small Business; Management; Personal Development and Career

June 2001
Case

NESWC (A)

By: Michael A. Wheeler

Documents attempts to restructure a public-private partnership between the operator of a $200 million trash-to-energy cogeneration plant and a consortium of two dozen Massachusetts municipalities. Describes the process that led to a one-sided agreement, as well as the... View Details

Keywords: Private Sector; Public Sector; Energy Generation; Corporate Governance; Governing Rules, Regulations, and Reforms; Negotiation Deal; Negotiation Process; Partners and Partnerships; Wastes and Waste Processing; Energy Industry; Massachusetts

January 2021 (Revised March 2021)
Supplement

Juno (B): Leveraging Student Power

By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein

In March 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to pitch banks in anticipation of their annual auction while negotiating directly with private lender Eager. Responses from the majority of private lenders—including Juno’s 2019 partner—were not... View Details

14 Jan 2014
First Look

First Look: January 14

principles. In the process of conducting interviews with these companies, the authors discovered a fourth thread that weaves them even more tightly together: each is supported by a game-changing talent strategy. But, they write, the path... View Details

Keywords: Sean Silverthorne

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