Publications

20 Apr 2011
Research & Ideas

Blind Spots: We’re Not as Ethical as We Think

your motivations at the time of a decision can help bring the "want" self out of hiding during the planning stage and thus promote more accurate predictions. Narrowing The Gap To help our negotiation students anticipate the... View Details

Keywords: by Sean Silverthorne

February 2018
Case

Robert K. Steel at Wachovia (A)

By: Gautam Mukunda, Nien-hê Hsieh and David Lane

In September 2008, Robert Steel presided over the sale of Wachovia, a top U.S. bank, less than three months after becoming its CEO. Wachovia’s exposure to risky home loans led depositors and creditors to flee the bank on Friday, September 26, after the FDIC seized and... View Details

April 2006 (Revised December 2006)
Case

The Barber of Buenos Aires: Argentina's Debt Renegotiation

By: Noel Maurer and Aldo Musacchio

Tells the story of Argentina's aggressive strategy for renegotiating its sovereign debt from 2003 to 2005. Most creditors accepted the offer to swap their debt for new securities worth 35 cents on the dollar, with no recognition of all past-due interest. Many holdouts,... View Details

Keywords: Private Sector; Borrowing and Debt; Insolvency and Bankruptcy; International Finance; Foreign Direct Investment; Sovereign Finance; Government and Politics; Negotiation Tactics; Outcome or Result; Situation or Environment; Argentina

27 Feb 2006
Research & Ideas

When Rights of First Refusal Are a Bad Deal

Rights of first refusal are contract clauses common in such industries as entertainment. In 2001, Paramount Studios and the National Broadcasting Company negotiated the broadcasting rights for the hit show "Frasier." NBC held a... View Details

Keywords: by Sean Silverthorne; Construction; Real Estate; Entertainment & Recreation

Research Summary

Competing on a Common Platform

Why have over 100 firms joined the Eclipse Foundation to collectively produce an open source platform and tools for software application development? What are they trying to accomplish? This research analyzes IBMs divestment of the Eclipse Java Integrated Development... View Details

10 Apr 2012
First Look

First Look: April 10

Drawing upon his business research, he offered a series of guidelines for finding meaning and happiness in life. He used examples from his own experiences to explain how high achievers can all too often fall into traps that lead to... View Details

Keywords: Carmen Nobel

04 Apr 2023
What Do You Think?

How Does Remote Work Affect Innovation?

employers. Some couldn’t do what they’re doing without the opportunity. Employers appear to be less enthusiastic about remote work. Many feel that they have to offer it in order to access talent that would not otherwise be approachable.... View Details

Keywords: by James Heskett

04 Nov 2014
First Look

First Look: November 4

licensing offer from Netflix for their most ambitious project to date, a new television series called House of Cards. MRC executives had begun to pitch the series to the major premium cable networks in the U.S., including AMC, FX, HBO,... View Details

Keywords: Sean Silverthorne

03 Aug 2010
First Look

First Look: August 3

front-line workers who voice concerns and share ideas about how to solve problems. Our study is among the first to develop and empirically test theory about how specific management practices can encourage employees to speak up about problems and to View Details

Keywords: Martha Lagace

14 Jul 2009
First Look

First Look: July 14

the larger field of organizational research. We test this assertion by analyzing studies of negotiation published in top peer-reviewed management, psychology, sociology, and industrial relations journals from 1990 to 2005. Our findings... View Details

Keywords: Martha Lagace

February 2018
Supplement

Robert K. Steel at Wachovia (B)

By: Gautam Mukunda, Nien-hê Hsieh and David Lane

In September 2008, Robert Steel presided over the sale of Wachovia, a top U.S. bank, less than three months after becoming its CEO. Wachovia’s exposure to risky home loans led depositors and creditors to flee the bank on Friday, September 26, after the FDIC seized and... View Details

2025
Working Paper

Unwinding Loan Prospecting Pressure Through Renegotiation: The Role of Loan Officer Changes in Debt Contracting

By: Jung Koo Kang, Regina Wittenberg Moerman and Jessie Cheong

We examine the impact of loan officer changes on debt contract design. Loan officers play a critical role in initiating and maintaining lending relationships but also face pressure to originate more loans, incentivizing them to offer loan terms more favorable than... View Details

Keywords: Financing and Loans; Borrowing and Debt; Contracts; Negotiation; Motivation and Incentives

Read Now

August 2024 (Revised November 2024)
Case

Mercado Bitcoin: M&A, IPO, or Series B?

By: Raymond Kluender, Emanuele Colonnelli, Sabrina T. Howell and Karina Souza

In April 2021, Brazilian cryptocurrency platform Mercado Bitcoin had to decide how to scale: go public, M&A with a bank, or take a VC big check. In a highly volatile market, Roberto Dagnoni, chairman of the board, viewed the unprecedent crypto momentum as a window of... View Details