Negotiation Deal - Publications - Faculty & Research - Harvard Business School

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November 2021
Case

Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)

By: James K. Sebenius and Alex Green

Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant... View Details

Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Entrepreneurship; Conflict and Resolution; Problems and Challenges; Negotiation Tactics; Financial Services Industry

August 1997 (Revised November 1998)
Case

Cambridge Technology Partners - 1991 Start Up

By: Paul A. Gompers and Catherine M. Conneely

Jim Sims tries to close the deal to create Cambridge Technology Partners (CTP) in a spin-out from a troubled technology consulting firm. The deal looks tenuous. View Details

Keywords: Business Startups; Negotiation Deal; Information Technology; Organizations; Information Technology Industry; Consulting Industry; Cambridge

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May 2021 (Revised August 2021)
Case

Melissa Wood Health: How to Win in the Creator Economy

By: Eva Ascarza

In October 2020, Melissa Wood-Tepperberg, founder of the digital subscription wellness platform Melissa Wood Health (MWH) and creator of ‘The MWH Method,’ was evaluating the strategic directions of her company. What had started as a way to share workouts and wellness... View Details

Keywords: Lifestyle Brand; Brands and Branding; Strategy; Partners and Partnerships; Negotiation

November 2021
Case

Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (A)

By: James K. Sebenius and Alex Green

Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant... View Details

Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Conflict and Resolution; Entrepreneurship; Problems and Challenges; Negotiation Tactics; Financial Services Industry

August 2012 (Revised March 2013)
Case

Preem (A)

By: Bo Becker, Annelena Lobb and Aldo Sesia

High yield bond fund Proventus Capital Partners (PCP) has invested in underwater bonds issued by Preem, a large oil refinery. As maturity approaches, in the midst of financial crisis, Preem appear unlikely to be able to refinance. Meanwhile, Prreem has a complicated... View Details

Keywords: Insolvency and Bankruptcy; Financial Liquidity; Restructuring; Courts and Trials; Negotiation; Bonds; Mining Industry; Energy Industry; Europe

April 2006 (Revised April 2012)
Background Note

The Company Sale Process

By: William E. Fruhan Jr.

Lays out the steps, the timeline, and the process by which a company is sold. Focuses on the sale of companies with enterprise values greater than $100 million. These transactions are large enough to require the help of a financial adviser and attract both strategic... View Details

Keywords: Mergers and Acquisitions; Auctions; Bids and Bidding; Agreements and Arrangements; Sales

22 May 2018
First Look

New Research and Ideas, May 22, 2018

strong beliefs in the meaning of their work experience better performance. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54523 Negotiating a Better Future: How Interpersonal Skills Facilitate Inter-Generational... View Details

Keywords: Dina Gerdeman

September 2007 (Revised April 2013)
Case

Peter Welz: When a Marquee Prospect Plays Hardball (A)

By: James K. Sebenius and Ellen Knebel

Describes the hardball tactics facing Peter Welz, who seeks to negotiate a make-or-break contract with a vastly larger potential client. Welz's counterpart team is led by Preston Spitzer, a notoriously tough player who fully understands his side's massive advantages in... View Details

Keywords: Negotiation Process; Negotiation Tactics; Behavior; Conflict and Resolution; Competitive Advantage

December 1994 (Revised September 1996)
Case

Cementownia Odra (A)

The Polish government is privatizing Cementownia Odra, a cement firm. Tomasz Budziak, a team leader, is negotiating on behalf of the Polish Ministry of Privatization. Hans-Hugo Miebach, owner of a German cement company, has made an attractive offer; a deal hinges on... View Details

Keywords: Contracts; Negotiation; Privatization; Construction Industry; Germany; Poland

Research Summary

Winning Coalitions

By: James K. Sebenius

James K. Sebenius is examining the most effective ways to generate and sustain cooperation among a corporations many stakeholders. As the number of stakeholders grows, and management actions more often involve players outside the traditional chain of command and... View Details

Winter 2021
Editorial

Introduction

By: Michael A. Wheeler

This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the... View Details

Keywords: Artificial Intelligence; Information Technology; Negotiation; AI and Machine Learning

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February 2000 (Revised September 2001)
Case

edocs, Inc. (A)

By: Paul A. Gompers

Describes the development of edocs, an Internet company aimed at revolutionizing the on-line bill presentment market. Kevin Laracey must negotiate a venture capital investment with Jonathon Guerster, an associate at Charles River Ventures. Can be used as a role-playing... View Details

Keywords: Venture Capital; Investment; Growth and Development; Negotiation Deal; Internet; Information Technology Industry

February 2016
Case

Hon Hai's Investment in Sharp

By: Mihir A. Desai, Keith Chi-ho Wong and Zachary Markovich

In March 2012, Hon Hai Precision Industry Company, Ltd. (Hon Hai) announced its investment in the Sharp Corporation (Sharp). The deal was structured in two parts: the first had Hon Hai investing in Sharp, and the second involved Hon Hai founder, chairman, and CEO Terry... View Details

Keywords: Hon Hai; Sharp; LCD-TFT; East Asia; Net Present Value; Acquisitions; Valuation; Negotiation Deal; Acquisition; East Asia

May 2011 (Revised July 2012)
Exercise

Remicade/Simponi: Confidential Instructions for Merck

By: Guhan Subramanian and Rhea Ghosh

This two-party negotiation exercise features a real-life dispute between Merck and Johnson & Johnson regarding European distribution rights to two highly lucrative drugs. View Details

Keywords: Price; Rights; Agreements and Arrangements; Negotiation Deal; Problems and Challenges; Risk and Uncertainty; Pharmaceutical Industry

Guhan Subramanian

Guhan Subramanian is the Joseph Flom Professor of Law and Business at the Harvard Law School and the Douglas Weaver Professor of Business Law at the Harvard Business School. He is the first person in the history of Harvard... View Details

2015
Chapter

The Business Model: Nature and Benefits

By: Ramon Casadesus-Masanell and John Heilbron

This paper considers the nature of the business model and its strategic relevance to negotiations. We elaborate a substantive definition of the business model as decisions enforced by the authority of the firm; this definition enables the analysis of business models... View Details

Keywords: Business Models; Value Capture; Value-Based Business Strategy; Ambivalent Value; Business Model; Value; Negotiation Deal

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10 Mar 2002
Research & Ideas

Breakthrough Negotiation: Don’t Leave It On the Table

Kofi Annan in his description of dealing with Iraq: "You can do a lot with diplomacy, but with diplomacy backed up by force you can get a lot more done."3 Great negotiators make skilled use of... View Details

Keywords: by Michael Watkins

2015
Working Paper

The Business Model: Nature and Benefits

By: Ramon Casadesus-Masanell and John Heilbron

This paper considers the nature of the business model and its strategic relevance to negotiations. We elaborate a substantive definition of the business model as decisions enforced by the authority of the firm; this definition enables the analysis of business models... View Details

Keywords: Business Models; Value Capture; Value-Based Business Strategy; Ambivalent Value; Business Model; Negotiation Deal

January 2008
Supplement

Joe Bachelder: Reflections

By: Brian Hall and James K. Sebenius

After Charles Suarez's failed compensation negotiations with Victor, Suarez's attorney, Joe Batchelder, joined class discussions of the case in a course taught by Professor Brian Hall. Professor James Sebenius also interviewed Joe Bachelder at length on this case and... View Details

Keywords: Courts and Trials; Attorney and Client Relationships; Negotiation Deal; Executive Compensation; Knowledge Sharing; Talent and Talent Management; Perspective; Organizations

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

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