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  • May 1997
  • Teaching Note

Tale of Two Electronic Components Distributors TN

By: Ananth Raman and Bharat P. Rao
Teaching Note for (9-697-064). View Details
Keywords: Distribution Channels; Negotiation Deal; Consolidation; Growth and Development; Internet and the Web; Complexity; Electronics Industry
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  • 01 Mar 2017
  • News

3-Minute Briefing: Wick Moorman (MBA 1989)

When I stepped down from Norfolk Southern after 45 years, I absolutely did not plan to take another job. I said no to Amtrak. Then they called again. I negotiated hard, obviously, for compensation. I’m making a dollar a year. . . . I... View Details
Keywords: April White
  • 12 Feb 2008
  • First Look

First Look: February 12, 2007

industries may split apart. Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations Authors:Hannah Riley Bowles and Kathleen L. McGinn Periodical:Academy of Management Annals, Vol. 2, Psychology Press,... View Details
Keywords: Martha Lagace
  • 18 Sep 2000
  • Research & Ideas

Big Deals: Financing Large-Scale Investments

for additional billion-dollar investments in Mozambique." Given the level of uncertainty involved with these projects, however, they require years of negotiation and careful allocation of risk among the various parties.... View Details
Keywords: by Julia Hanna
  • 02 May 2018
  • Blog Post

Should Companies Disclose Employee Compensation?

the Money in the World after star Kevin Spacey was in essence fired following accusations of previous sexual misconduct. Christopher Plummer was hired to replace Spacey and reshoot scenes with co-stars Mark Wahlberg and Michelle Williams, who agreed to return to the... View Details
Keywords: All Industries
  • 2010
  • Book

Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace

By: Guhan Subramanian
Keywords: Negotiation; Auctions; Strategy; Competition; Markets
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  • January 2008
  • Article

Prudence in Bargaining: The Effect of Uncertainty on Bargaining Outcomes

By: Lucy White
Keywords: Negotiation; Risk and Uncertainty; Outcome or Result
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  • September 2016
  • Case

Generali: Paving the Way for CEE Expansion

By: Dante Roscini and Emer Maloney
Generali was one of Italy’s largest companies and one of Europe’s largest insurers and had for decades been at the center of the web of cross-shareholding that has characterized the opaque brand of old Italian capitalism. This bred sub-par returns while serving to... View Details
Keywords: Joint Ventures; Transformation; Insurance; Emerging Markets; Negotiation Deal; Business and Shareholder Relations; Expansion; Business Strategy; Insurance Industry; Italy; Europe
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  • 01 Apr 2001
  • News

Tatsuyuki Saeki: Putting Stock in New Options at Nasdaq Japan

information and forces companies to be more open, will help. Still, Saeki knows he has his work cut out for him. “Nasdaq has been very successful in the United States and is now eyeing global trading,” he notes. “It’s a great strategy that will fly. But changing the... View Details
Keywords: Alejandro Reyes; Securities, Commodities, and Other Financial Investments; Finance
  • 02 Aug 2011
  • First Look

First Look: August 2

fictional three-party negotiation between a primary insurer and two reinsurers. It is appropriate for use in a wide variety of courses, including Financial Institutions, Negotiations, and courses related to the Insurance and Reinsurance... View Details
Keywords: Sean Silverthorne
  • 21 Oct 2008
  • First Look

First Look: October 21, 2008

http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=509022 Wyoff and China-LuQuan: Negotiating a Joint Venture (B) Harvard Business School Supplement 909-014 Through stalled joint venture talks between Pennsylvania-based Wyoff... View Details
Keywords: Martha Lagace
  • 01 Feb 2022
  • What Do You Think?

Is Concierge Management an Answer to the “Big Quit”?

advocated for some kind of lower-key negotiated settlement. Ahmed Bougnine favored firing with cause, adding that “the damage (from his admitted misbehavior) could be much deeper on the invisible structure. It needs to be addressed with... View Details
Keywords: by James Heskett
  • 28 Feb 2007
  • Research & Ideas

Capital Rules: The Tensions of Global Finance

Commission, in contrast, still approaches its accession negotiations just as it always has: Brussels negotiators insist, correctly, that the EU's rules unambiguously forbid all capital controls, and so... View Details
Keywords: by Rawi Abdelal
  • Fall 2011
  • Article

Exclusivity and Control

By: Andrei Hagiu and Robin S. Lee
We analyze platform competition for content in the presence of strategic interactions between content distributors and content providers. We provide a model of bargaining and price competition within these industries and show that whether or not a piece of content ends... View Details
Keywords: General Strategy; Entertainment And Leisure; Software; Quality; Competition; Price; Sales; Expansion; Digital Platforms; Revenue; Negotiation
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  • Other Unpublished Work

Inflation Uncertainty and the Wage Bargain

By: Lucy White and Hans-Joachim Voth
Keywords: Inflation and Deflation; Risk and Uncertainty; Wages; Labor and Management Relations; Negotiation
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  • February 1997
  • Case

Enron Development Corp.: The Dabhol Power Project in Maharashtra, India (B) (Abridged)

By: Louis T. Wells Jr.
A new administration takes power in a state in India and cancels a power project agreed upon by the previous state government and a U.S.-based energy company. The project cancellation is based on allegations of irregularities, exorbitant costs, and political pressures. View Details
Keywords: Energy Generation; Fairness; Cost; Cross-Cultural and Cross-Border Issues; Policy; Government and Politics; Contracts; Market Entry and Exit; Negotiation Process; Conflict Management; Energy Industry
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  • Profile

Phil Strazzulla

virtually unbounded.  To give some specifics, there was one day at HBS where I worked out in the morning with two former Navy SEALS, had a negotiation exercise against two people who had each won a national debate championship, and then... View Details
Keywords: Technology
  • 18 Jul 2006
  • First Look

First Look: July 18, 2006

debt needed to fund the transaction. Covers issues such as identifying and attracting bidders; dealing with the concerns of the managers of the selling company; negotiating issues in a definitive merger agreement; and post-sale issues.... View Details
Keywords: Sean Silverthorne
  • 06 Apr 2016
  • News

Raising a Glass to Life-Long Entrepreneurship

make a sales call. I didn’t know how to negotiate a real estate lease. I didn’t know how to set up a payroll. I had no idea how to interview and hire the right people. These are all really important business skills. Photo courtesy of... View Details
  • 01 Dec 2000
  • News

Core Values Keep Airline Flying High

longer average time spent in recruitment of employees; and the emphasis on cross-functional teams. With 80 percent of its employees unionized, Southwest also invests time in creating strong relationships between management and union leadership. "We have been successful... View Details
Keywords: Margie Kelley; Air Transportation; Transportation