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    • All HBS Web  (1,044)
      • Faculty Publications  (295)

      negotiation strategyRemove negotiation strategy →

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      • January 2002 (Revised April 2015)
      • Background Note

      A Note on Maneuvering in War and Negotiation

      By: Michael Wheeler and Gillian Morris
      Military metaphors are commonplace in business writing about strategy, but they are rarely used in the negotiation literature. This case takes the Marine Corps philosophy of warfighting and compares it with the tactics and techniques of effective negotiators. Some of... View Details
      Keywords: Negotiation Tactics; Situation or Environment; Conflict and Resolution; War; Adaptation
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      Wheeler, Michael, and Gillian Morris. "A Note on Maneuvering in War and Negotiation." Harvard Business School Background Note 902-157, January 2002. (Revised April 2015.)
      • December 2001
      • Teaching Note

      Parenting Magazine TN

      By: Paul A. Gompers
      Teaching Note for (9-291-015). A rewritten version of an earlier teaching note. View Details
      Keywords: Money; Capital; Capital Budgeting; Decisions; Cost Accounting; Economic Systems; Negotiation Process; Corporate Accountability; Negotiation Deal; Business Startups; Financial Strategy; Corporate Finance; Journalism and News Industry; Publishing Industry
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      Gompers, Paul A. "Parenting Magazine TN." Harvard Business School Teaching Note 202-065, December 2001.
      • December 2001
      • Case

      Cybersettle

      By: Michael A. Wheeler and Gillian Morris
      Cybersettle's management faced a dilemma: How could they turn their company, which provided confidential online settlement services for insurance claims, into a profitable enterprise? Having started during the heady days of Internet "dot-com fever," the company now had... View Details
      Keywords: Restructuring; Bids and Bidding; Negotiation Process; Conflict and Resolution; Business Strategy; Commercialization; Internet; Insurance Industry
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      Wheeler, Michael A., and Gillian Morris. "Cybersettle." Harvard Business School Case 902-158, December 2001.
      • October 2001 (Revised November 2001)
      • Case

      Provident Life and Accident Insurance: The Acquisition of Paul Revere

      By: Mihir A. Desai, Frank Williamson, Mark Veblen and Yuming Zou
      Provident Life & Accident Insurance Co. has made an initial bid to acquire a primary competitor, Paul Revere, from conglomerate, Textron. The due diligence process uncovers a significant block of problematic disability insurance policies. Provident is forced to assess... View Details
      Keywords: Insurance; Financial Management; Mergers and Acquisitions; Policy; Investment; Business Strategy; Cash Flow; Price; Bids and Bidding; Financial Reporting; Business Conglomerates; Insurance Industry; Service Industry
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      Desai, Mihir A., Frank Williamson, Mark Veblen, and Yuming Zou. "Provident Life and Accident Insurance: The Acquisition of Paul Revere." Harvard Business School Case 202-044, October 2001. (Revised November 2001.)
      • June 2001 (Revised September 2011)
      • Case

      PepsiCo's Bid for Quaker Oats (A)

      By: Carliss Y. Baldwin and Leonid P Sudakov
      Throughout 1999, PepsiCo closely tracked several potential strategic acquisitions. In the fall of 2000, it appeared that the right moment for an equity-financed acquisition had arrived. At this time, PepsiCo management decided to initiate confidential discussions with... View Details
      Keywords: Mergers and Acquisitions; Private Equity; Stock Shares; Negotiation; Strategy; Valuation; Food and Beverage Industry
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      Baldwin, Carliss Y., and Leonid P Sudakov. "PepsiCo's Bid for Quaker Oats (A)." Harvard Business School Case 801-458, June 2001. (Revised September 2011.)
      • May 2001 (Revised March 2008)
      • Case

      "To hell with the future, let's get on with the past." George Mitchell in North Ireland

      By: James K. Sebenius and Daniel F. Curran
      Examines the strategies and tactics used by U.S. negotiator George Mitchell during his two-year tenure as chairman of the all-party talks in Northern Ireland. His efforts culminated in the signing of the historic Good Friday Accords. View Details
      Keywords: Policy; International Relations; Managerial Roles; Negotiation Tactics; Strategy; Northern Ireland
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      Sebenius, James K., and Daniel F. Curran. "To hell with the future, let's get on with the past." George Mitchell in North Ireland. Harvard Business School Case 801-393, May 2001. (Revised March 2008.)
      • April 2001 (Revised March 2002)
      • Case

      Seagate Technology Buyout

      By: Gregor M. Andrade, Stuart C. Gilson and Todd C. Pulvino
      In March 2000, a group of private investors and senior managers were negotiating a deal to acquire the disk drive operations of Seagate Technology. The motivating factor for the buyout was the apparently anomalous market value of Seagate's equity: Seagate's equity... View Details
      Keywords: Valuation; Leveraged Buyouts; Financial Strategy; Computer Industry
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      Andrade, Gregor M., Stuart C. Gilson, and Todd C. Pulvino. "Seagate Technology Buyout." Harvard Business School Case 201-063, April 2001. (Revised March 2002.)
      • March 2001 (Revised March 2016)
      • Case

      Charlene Barshefsky (A)

      By: James K. Sebenius and Rebecca Hulse
      Describes the challenges former U.S. Trade Representative Charlene Barshefsky faced while negotiating a trade agreement with China to improve its domestic intellectual property rights enforcement. After briefly describing Barshefsky's past experience with trade... View Details
      Keywords: Trade; International Relations; Copyright; Negotiation Style; Negotiation Tactics; Alliances; Business and Government Relations; China; United States
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      Sebenius, James K., and Rebecca Hulse. "Charlene Barshefsky (A)." Harvard Business School Case 801-421, March 2001. (Revised March 2016.)
      • November 2000
      • Exercise

      Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis

      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 Web site that will determine whether... View Details
      Keywords: Insurance; Bids and Bidding; Digital Platforms; Negotiation Process; Conflict and Resolution; Strategy; Internet and the Web
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      Wheeler, Michael A. "Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis." Harvard Business School Exercise 801-262, November 2000.
      • 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
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      Wheeler, Michael A. "Atlantis-Biovent Negotiation: Confidential Instructions for Biovent." Harvard Business School Exercise 801-263, November 2000.
      • September 2000 (Revised May 2003)
      • Case

      Radio One, Inc.

      By: Richard S. Ruback and Pauline M Fischer
      Radio One (NYSE: ROIA and RIOAK), the largest radio group targeting African-Americans in the country, had the opportunity to acquire 12 urban stations in the top 50 markets from Clear Channel Communications, Inc. (NYSE: CCU) in the winter of 2000. The stations were... View Details
      Keywords: Negotiation; Valuation; Race; Mergers and Acquisitions; Financial Strategy; Media and Broadcasting Industry; Indiana; United States; North Carolina
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      Ruback, Richard S., and Pauline M Fischer. "Radio One, Inc." Harvard Business School Case 201-025, September 2000. (Revised May 2003.)
      • 2000
      • Book

      The Evolving Bargain: Strategic Implications of Deregulation and Privatization

      By: Willis Emmons
      Keywords: Negotiation; Strategy; Governing Rules, Regulations, and Reforms; Privatization
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      Emmons, Willis. The Evolving Bargain: Strategic Implications of Deregulation and Privatization. Boston: Harvard Business School Press, 2000.
      • January–February 2000
      • Article

      The Electronic Negotiator: Negotiations over Email

      By: Kathleen L. Valley
      It's tempting to save time and money by negotiating through e-mail, rather than in person or by phone. But new research finds that people can be contentious-even dishonest-when negotiating solely by e-mail. View Details
      Keywords: Negotiation; Communication Strategy
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      Valley, Kathleen L. "The Electronic Negotiator: Negotiations over Email." Harvard Business Review 78, no. 1 (January–February 2000): 16–17. (Reprint F00103.)
      • December 1999 (Revised October 2003)
      • Case

      BRL Hardy: Globalizing an Australian Wine Company

      By: Christopher A. Bartlett
      Two new product launch decisions face Christopher Carson, managing director of BRL Hardy, Europe. Responsible for the European operations of a major Australian wine company, Carson has begun to globalize his strategy beyond selling the parent company's wines. After a... View Details
      Keywords: Global Strategy; Joint Ventures; Product Launch; Brands and Branding; Competitive Strategy; Business Subsidiaries; Negotiation Style; Food and Beverage Industry
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      Bartlett, Christopher A. "BRL Hardy: Globalizing an Australian Wine Company." Harvard Business School Case 300-018, December 1999. (Revised October 2003.)
      • December 1999 (Revised November 2000)
      • Background Note

      Pricing and Market Making on the Internet

      By: Robert J. Dolan and Youngme E. Moon
      Considers the impact of the Internet on how market exchanges will take place. Discusses the role of shopping agents and alternatives to fixed prices such as negotiations, auctions, and exchanges. View Details
      Keywords: Price; Marketing Strategy; Auctions; Digital Platforms; Negotiation; Internet and the Web
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      Dolan, Robert J., and Youngme E. Moon. "Pricing and Market Making on the Internet." Harvard Business School Background Note 500-065, December 1999. (Revised November 2000.)
      • November 1999 (Revised November 2000)
      • Case

      Cortlandt Town Center

      By: William J. Poorvu and Arthur I Segel
      CBL & Associates is trying to decide whether to go ahead with the development of a 790,000 square-foot power center with retailers such as Home Depot and Barnes & Noble. The costs are such that the developer needs to renegotiate its land acquisition price. Then the... View Details
      Keywords: Buildings and Facilities; Decision Making; Entrepreneurship; Cost; Negotiation; Projects; Strategy; Construction Industry; Retail Industry
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      Poorvu, William J., and Arthur I Segel. "Cortlandt Town Center." Harvard Business School Case 800-232, November 1999. (Revised November 2000.)
      • November 1999 (Revised June 2000)
      • Case

      FairMarket: Managing Business Development

      By: William A. Sahlman, Michael J. Roberts and Cathy Taylor
      Describes the evolution of FairMarket, a provider of turnkey auction services to community and merchant Web sites. Describes several deals that the CEO must negotiate, requiring a view of the company's valuation. View Details
      Keywords: Partners and Partnerships; Internet and the Web; Valuation; Negotiation Deal; Auctions; Growth and Development Strategy; Web Services Industry
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      Sahlman, William A., Michael J. Roberts, and Cathy Taylor. "FairMarket: Managing Business Development." Harvard Business School Case 800-212, November 1999. (Revised June 2000.)
      • May 1999
      • Teaching Note

      Car Wash Partners, Inc. TN

      By: Paul A. Gompers
      Teaching Note for (9-299-034). View Details
      Keywords: Financing and Loans; Investment; Strategy; Negotiation Deal; Venture Capital; Service Industry
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      Gompers, Paul A. "Car Wash Partners, Inc. TN." Harvard Business School Teaching Note 299-058, May 1999.
      • April 1999
      • Case

      Steve Perlman and WebTV (A)

      By: James K. Sebenius and Ron Fortgang
      The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
      Keywords: Business Startups; Entrepreneurship; Agreements and Arrangements; Negotiation Tactics; Alliances; Internet; Communications Industry
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      Sebenius, James K., and Ron Fortgang. "Steve Perlman and WebTV (A)." Harvard Business School Case 899-270, April 1999.
      • April 1999
      • Case

      Steve Perlman and WebTV (B)

      By: James K. Sebenius and Ron Fortgang
      The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
      Keywords: Entrepreneurship; Business Startups; Agreements and Arrangements; Negotiation Process; Value Creation; Alliances; Technological Innovation; Business Exit or Shutdown; Television Entertainment; Media and Broadcasting Industry
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      Sebenius, James K., and Ron Fortgang. "Steve Perlman and WebTV (B)." Harvard Business School Case 899-271, April 1999.
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