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2023
Working Paper

Do Third-Party Guarantors Reassure Foot Soldiers?

By: Natalia Garbiras-Díaz, Michael Weintraub, Leopoldo Fergusson, Juana Catalina Garcia Duque and Laia Balcells

Since the end of the Cold War, international third parties such as the United Nations (UN) have become frequent guarantors of peace agreements. Existing studies document that third parties provide assurances that help maintain peace, yet these studies nearly... View Details

Keywords: United Nations; Colombia; Peacemaking; Peace Process; Peace; Civil Unrest; Civil Society; Political Leadership; Policy; Civil Society or Community; Governance; Government and Politics; Economy; Economic Growth; Latin America; South America; Colombia

2015
Report

Decoding the Iran Nuclear Deal: Key Questions, Points of Divergence, Pros and Cons, Pending Legislation, and Essential Facts

By: Gary Samore, Graham T. Allison, Matthew Bunn, Nicholas Burns, Shai Feldman, Chuck Freilich, Olli Heinonen, Martin B. Malin, Steven E. Miller, Payam Mohseni, Laura Rockwood, James K. Sebenius and William Tobey

On April 2, 2015, the EU (on behalf of the P5+1 countries) and Iran announced agreement on "key parameters" for a comprehensive nuclear deal with Iran. The EU-Iran Joint Statement is buttressed by unilateral fact sheets issued by the U.S. and Iran, which provide... View Details

Keywords: Negotiation; International Relations; Iran; United States; European Union

September 2017
Article

It Doesn't Hurt to Ask: Question-asking Increases Liking

By: K. Huang, M. Yeomans, A.W. Brooks, J. Minson and F. Gino

Conversation is a fundamental human experience, one that is necessary to pursue intrapersonal and interpersonal goals across myriad contexts, relationships, and modes of communication. In the current research, we isolate the role of an understudied conversational... View Details

Keywords: Question-asking; Liking; Responsiveness; Conversation; Natural Language Processing; Interpersonal Communication; Behavior

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May 2019
Case

Whiskey and Cheddar: Ingredient Branding at the Caesan Cheese Cooperative (Brief Case)

By: John A. Quelch and Katherine B. Hartman

The Caesan Cheese Cooperative is considering introducing a new high-quality, high-margin artisan whiskey cheddar cheese. Deidra Kelly, vice president of marketing and product development at Caesan, must recommend to the Board of Directors whether to launch the product... View Details

Keywords: Brands and Branding; Product Development; Management; Product Marketing; Product Positioning; Marketing Strategy; Partners and Partnerships; Food and Beverage Industry

30 Oct 2006
First Look

First Look: October 31, 2006

purposes and ingredients in the governance (or steering) of a family business system. Explores at a high level the governance of the family business, its owners, and the family. Focuses on how these governance structures, processes, plans, and View Details

Keywords: Sean Silverthorne

15 Nov 2012
News

Companies want Congress to ‘just fix it’

April 2018
Exercise

Stoy Foods: Role Information for Milan Stoyanovic

By: John Beshears

In this simulation exercise, four family members must negotiate over the future of the family business. Should the business be sold to a strategic buyer, or should the family retain control? If the business is sold, how should the proceeds of the sale be distributed... View Details

Keywords: Succession; Sale Of Business; Understanding Interests; Value Creation; Family Business; Business Exit or Shutdown; Negotiation; Ownership Stake; Perspective; Agreements and Arrangements

February 2001 (Revised March 2002)
Case

Korea First Bank (A)

In December 1999, Newbridge Capital, an equity investment fund based in San Francisco, successfully negotiated with the Korean government to acquire a controlling interest in Korea First Bank. It was the first time a foreign financial institution acquired a Korean... View Details

Keywords: Negotiation Process; Negotiation Participants; Foreign Direct Investment; Acquisition; Cross-Cultural and Cross-Border Issues; Banks and Banking; Banking Industry; San Francisco; South Korea

August 2013 (Revised November 2013)
Case

Gordon Brothers: Collateralizing Corporate Loans by Brands

By: Paul Healy and Maria Loumioti

The case explores the collateralization of intellectual property in a loan agreement between a highly leveraged apparel company and a large US bank. Leveraging intangibles in the credit market is a new practice that has significantly grown over the past few years.... View Details

Keywords: Intangible Assets; Accounting; Valuation; Finance; Restructuring; United States

06 Jan 2015
Working Paper Summaries

Henry A. Kissinger as Negotiator: Background and Key Accomplishments

Keywords: by James Sebenius & Laurence A. Green

June 1988 (Revised December 1991)
Case

An Tai Bao Coal Mining Project

By: W. Carl Kester and Richard P. Melnick

An Tai Bao is the world's largest open-pit coal mine and is located in China's Shanxi province. After eight years of planning and negotiating, Occidental Petroleum, the foreign partner in the deal, is about to sign an ownership and financing agreement for $475 million... View Details

Keywords: Planning; Agreements and Arrangements; Non-Renewable Energy; Equity; Partners and Partnerships; Negotiation Deal; Joint Ventures; Mining Industry; China

March 1990 (Revised October 1994)
Case

IBM-Fujitsu Dispute

By: Joseph L. Badaracco Jr.

Describes a dispute between IBM and Fujitsu over allegations that Fujitsu stole proprietary IBM software for controlling mainframe computers. Also describes a novel arbitration agreement intended to resolve the dispute, an overview of intellectual property law in the... View Details

Keywords: Trade; Ethics; Intellectual Property; Law; Negotiation Process; Relationships; Software; Information Technology Industry

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February 2003 (Revised January 2004)
Case

International Steel Group

By: Paul W. Marshall and Todd H Thedinga

Profiles veteran investor Wilbur L. Ross, Jr.'s plan to turn around the aging steel assets of LTV, formerly America's second largest integrated steel producer. Purchasing several key assets from LTV under Section 363 of the Bankruptcy Code, Ross is able to acquire the... View Details

Keywords: Corporate Entrepreneurship; Strategic Planning; Lawfulness; Labor Unions; Organizational Culture; Agreements and Arrangements; Global Strategy; Assets; Steel Industry; United States

2025
Working Paper

Pulp Friction: The Value of Quantity Contracts in Decentralized Markets

By: Olivier Darmouni, Simon Essig Aberg and Juha Tolvanen

Firms in decentralized markets often trade using quantity contracts, agreements that specify quantity prior to the point of sale. These contracts are valuable because they provide quantity assurance, as trading frictions could prevent a buyer and seller from matching... View Details

Keywords: Decentralized Markets; Trading Frictions; Market Structure; Transaction Costs; Contracts; Market Transactions; Pulp and Paper Industry

November 2014
Case

Jazztel

By: Jay Lorsch and Emily McTague

In October 2004 Fernández Pujals, founder of Telepizza, an international home delivery pizza business, bought 24.9% of Jazztel (€90 million), a telecom company. At the time, Jazztel was near bankruptcy and needed a capital injection to finish the year. Over the next... View Details

April 2006 (Revised June 2008)
Case

Peoplepower, Inc.: The Republic of the Philippines

By: Noel Maurer

In 2006, the Philippines faces a difficult choice. Japan has offered the country a trade agreement that includes access to the Japanese labor market for Philippine nurses and other professionals. The same trade agreement, however, means opening the country's... View Details

Keywords: Diasporas; Developing Countries and Economies; Trade; Foreign Direct Investment; Human Capital; Business and Government Relations; Conflict and Resolution; Japan; Philippines

20 Jul 2020
News

Investors line up for the post-pandemic green recovery

December 1990 (Revised December 1993)
Case

Australian Paper Manufacturers (A)

By: David M. Upton and Joshua D. Margolis

Describes a company which has broken an unwritten cordial agreement amongst the three Australian paper manufacturers to split the domestic market three ways by market segment. The company invades another's "territory" with advanced technology, quality, and,... View Details

Keywords: Agreements and Arrangements; Production; Information Technology; Ethics; Situation or Environment; Product Development; Segmentation; Expansion; Financial Strategy; Pulp and Paper Industry; Australia

September 2024
Article

Political Elite Cues and Attitude Formation in Post-Conflict Contexts

By: Natalia Garbiras-Díaz, Miguel Garcia-Sanchez and Aila M. Matanock

Civil conflicts typically end with negotiated settlements, but many settlements fail, often during the implementation stage when average citizens have increasing influence. Citizens sometimes evaluate peace agreements by voting on referendums or the negotiating... View Details

Keywords: Civil Unrest; Peace Process; Political Leadership; Peace; Politics; Policy Change; Policy; Government and Politics; Government Administration; Governance; Political Elections; Civil Society or Community; Negotiation; Negotiation Participants; Public Relations Industry; Colombia; Latin America; South America

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August 2002 (Revised June 2003)
Case

New Wachovia (A), The

By: Carliss Y. Baldwin and Jeremy Swinson

In April 2001, First Union Corp. announced an agreement to merge with Wachovia Corp., a fellow North Carolina-based commercial bank. While the banks were preparing to consummate the merger, SunTrust Banks, Inc. of Atlanta, made a hostile offer for Wachovia, setting in... View Details

Keywords: Voting; Mergers and Acquisitions; Conflict and Resolution; Banks and Banking; Banking Industry; Atlanta; North Carolina

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