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      • November 2003 (Revised March 2004)
      • Case

      Drilling South: Petrobras Evaluates Pecom

      By: Mihir A. Desai and Ricardo Reisen de Pinho
      The Brazilian oil company, Petrobras, is evaluating the acquisition of an Argentine oil company, the Perez Companc Group (Pecom). The acquisition would increase Petrobras' oil reserves and expand its interests outside Brazil, a significant step for the largest company... View Details
      Keywords: Mergers and Acquisitions; Forecasting and Prediction; Financial Crisis; Non-Renewable Energy; Cross-Cultural and Cross-Border Issues; Corporate Governance; Risk Management; Emerging Markets; State Ownership; Performance Evaluation; Risk and Uncertainty; Valuation; Energy Industry; Argentina; Brazil
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      Desai, Mihir A., and Ricardo Reisen de Pinho. "Drilling South: Petrobras Evaluates Pecom." Harvard Business School Case 204-043, November 2003. (Revised March 2004.)
      • October 2003
      • Case

      Financing Biodiversity Conservation by the Global Conservation Fund

      By: Mihir A. Desai and Julia Stevens
      The Global Conservation Fund is an international nonprofit organization with a $100 million endowment and an exclusive focus on land preservation. The fund and its director must decide which projects to fund over the next year and what financing mechanism to use.... View Details
      Keywords: Environmental Protection; Project Evaluation; Environmental Sustainability; Projects; Finance; Decision Making; Financial Instruments; Nonprofit Organizations
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      Desai, Mihir A., and Julia Stevens. "Financing Biodiversity Conservation by the Global Conservation Fund." Harvard Business School Case 204-019, October 2003.
      • October 2003 (Revised January 2004)
      • Case

      The 2001 Crisis in Argentina: An IMF-Sponsored Default? (A)

      By: Rafael M. Di Tella and Ingrid Vogel
      At the end of 2001, Argentina's economy and society both appeared on the verge of collapse. Furious about controls imposed on the convertibility of their bank deposits into cash (the "corralito") and huge proposed government spending cuts amidst high unemployment and... View Details
      Keywords: Financial Crisis; Economic Slowdown and Stagnation; Banks and Banking; Problems and Challenges; Decision Choices and Conditions; Currency Exchange Rate; Economy; Government Administration; Crime and Corruption; Argentina
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      Di Tella, Rafael M., and Ingrid Vogel. "The 2001 Crisis in Argentina: An IMF-Sponsored Default? (A)." Harvard Business School Case 704-004, October 2003. (Revised January 2004.)
      • August 2003
      • Case

      BRAC

      By: John A. Quelch
      BRAC is the world's largest NGO and has over the past 20 years experienced tremendous rates of growth. The case looks at diversity within the organization and the aspects of management that have made the organization so successful. View Details
      Keywords: Business or Company Management; Diversity; Non-Governmental Organizations
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      Quelch, John A., and Nathalie Laidler. "BRAC." Harvard Business School Case 504-012, August 2003.
      • February 2003 (Revised December 2006)
      • Case

      Toys "R" Us (A)

      By: Michael G. Rukstad, Dennis A. Yao and Cate Reavis
      In 1992, Toys "R" Us, the pioneer of the "category killer" retail format, faced significant competitive threats from mass discounters and warehouse clubs and was losing market share. This case explores the dynamic sustainability of Toys "R" Us's retailing model, its... View Details
      Keywords: Risk Management; Competition; Supply and Industry; Power and Influence; Retail Industry; United States
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      Rukstad, Michael G., Dennis A. Yao, and Cate Reavis. Toys "R" Us (A). Harvard Business School Case 703-445, February 2003. (Revised December 2006.)
      • August 2002 (Revised January 2003)
      • Case

      Siebel Systems: Anatomy of a Sale, Part 1

      By: John A. Deighton and Das Narayandas
      How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months—from Siebel's initial... View Details
      Keywords: Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
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      Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 1." Harvard Business School Case 503-021, August 2002. (Revised January 2003.) (request a courtesy copy.)
      • August 2002 (Revised February 2003)
      • Case

      Siebel Systems: Anatomy of a Sale, Part 2

      By: John A. Deighton and Das Narayandas
      How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details
      Keywords: Business Cycles; Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
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      Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 2." Harvard Business School Case 503-022, August 2002. (Revised February 2003.)
      • April 2002 (Revised February 2003)
      • Background Note

      An Economic Framework for Assessing Development Impact

      By: Benjamin C. Esty, Frank J. Lysy and Carrie Ferman
      Discusses the differences between private and social returns and describes an economic framework for assessing a project's social return [known as the economic rate of return (ERR)]. The framework begins by analyzing the impact of a new project on private financiers... View Details
      Keywords: Cost vs Benefits; Microeconomics; Investment Return; Framework; Projects; Business and Stakeholder Relations; Valuation
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      Esty, Benjamin C., Frank J. Lysy, and Carrie Ferman. "An Economic Framework for Assessing Development Impact." Harvard Business School Background Note 202-052, April 2002. (Revised February 2003.)
      • April 2002 (Revised May 2003)
      • Case

      Nghe An Tate & Lyle Sugar Company (Vietnam)

      By: Benjamin C. Esty, Frank J. Lysy and Carrie Ferman
      In September 1998, Paul Cooper, Tate & Lyle's finance director for international investments, asked the International Finance Corp. (IFC) to consider lending up to $45 million to finance a $90 million sugar mill in northern Vietnam. Ewen Cobban, an IFC agricultural... View Details
      Keywords: Business and Government Relations; Food and Beverage Industry; Viet Nam
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      Esty, Benjamin C., Frank J. Lysy, and Carrie Ferman. "Nghe An Tate & Lyle Sugar Company (Vietnam)." Harvard Business School Case 202-054, April 2002. (Revised May 2003.)
      • October 2001 (Revised February 2002)
      • Case

      Acme Investment Trust: January 2001

      By: Josh Lerner
      The managers of a large corporate pension fund must decide whether to invest in a private equity fund that is offering a guaranteed rate of return of 20% on part of its portfolio. The background behind and implications of the guarantee are explored. View Details
      Keywords: Decisions; Private Equity; Motivation and Incentives; Asset Management; Investment Funds; Financial Strategy; Financial Services Industry
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      Lerner, Josh. "Acme Investment Trust: January 2001." Harvard Business School Case 202-055, October 2001. (Revised February 2002.)
      • October 2001
      • Exercise

      Liability Problems

      By: Robert S. Kaplan
      This case provides three examples of the recognition and measurement of liabilities. The first focuses on recognizing when employees have rendered services for which future period benefits have been earned, that is, whether unused vacation, sick, and personal days at... View Details
      Keywords: Cash; Annuities; Interest Rates; Compensation and Benefits; Employees; Wages; Problems and Challenges; Value
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      Kaplan, Robert S. "Liability Problems." Harvard Business School Exercise 102-035, October 2001.
      • July 2001
      • Case

      Paula Evans and the Redesign of the Cambridge Rindge and Latin School (A)

      By: Linda A. Hill, Kristin Doughty and Ellen Pruyne
      Paula Evans is in her second year as principal of the only high school in Cambridge, MA. Her mandate when she arrived was to redesign the high school so that long-standing inequities in academic achievement rates across race and socioeconomic class were removed. In her... View Details
      Keywords: Problems and Challenges; Organizational Change and Adaptation; Change Management; Strategy; Secondary Education; Restructuring; Leadership; Conflict Management; Education Industry; Cambridge
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      Hill, Linda A., Kristin Doughty, and Ellen Pruyne. "Paula Evans and the Redesign of the Cambridge Rindge and Latin School (A)." Harvard Business School Case 402-003, July 2001.
      • June 2001 (Revised September 2010)
      • Exercise

      Deal-crafting Toolkit

      By: Michael A. Wheeler
      Illustrates the potential sources of value creation as well as practical barriers to its achievement. Students analyze five brief scenarios that would yield efficient trades over valuation, discount rates, expectations, and risk tolerance, but that might be thwarted by... View Details
      Keywords: Negotiation Deal; Negotiation Process; Behavior; Valuation; Value Creation
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      Wheeler, Michael A. "Deal-crafting Toolkit." Harvard Business School Exercise 801-201, June 2001. (Revised September 2010.)
      • January 2001
      • Case

      Valuing Project Achieve

      By: Mihir A. Desai and Kathleen Luchs
      Project Achieve is a start-up providing information management solutions for schools. Its founders see a need for software both to manage the volumes of information necessary to administer a school and to connect parents, teachers, and students in a more effective way.... View Details
      Keywords: Business Startups; Valuation; Venture Capital; Cost of Capital; Cash Flow; Forecasting and Prediction
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      Desai, Mihir A., and Kathleen Luchs. "Valuing Project Achieve." Harvard Business School Case 201-080, January 2001.
      • December 2000 (Revised December 2016)
      • Technical Note

      Valuing Companies in Corporate Restructurings: Technical Note

      By: Stuart C. Gilson
      This case provides a technical overview of different valuation techniques for use in valuing companies in corporate restructuring. Techniques covered include adjusted present value, WACC, capital cash flow, and discounted cash flow valuation. Specific numerical... View Details
      Keywords: Restructuring; Capital; Cash Flow; Interest Rates; Valuation
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      Gilson, Stuart C. "Valuing Companies in Corporate Restructurings: Technical Note." Harvard Business School Technical Note 201-073, December 2000. (Revised December 2016.)
      • December 2000 (Revised May 2002)
      • Case

      Reverend Jeffrey Brown: Cops, Kids and Ministers

      By: Kathleen L. McGinn and Alexis Lefort
      Introduces Reverend Jeffrey Brown, one of the cofounders of the Ten Point Coalition in Boston, Mass. The Ten Point Coalition, a group of ministers that worked to change the dynamics between the Boston Police Department and the kids on the street, was instrumental in... View Details
      Keywords: Change; Civil Society or Community; Alliances; Interpersonal Communication; Power and Influence; Law Enforcement; City; Boston
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      McGinn, Kathleen L., and Alexis Lefort. "Reverend Jeffrey Brown: Cops, Kids and Ministers." Harvard Business School Case 801-284, December 2000. (Revised May 2002.)
      • October 2000 (Revised April 2001)
      • Case

      Cost of Capital at Ameritrade

      By: Mark L. Mitchell and Erik Stafford
      Ameritrade Holding Corp. is planning large marketing and technology investments to improve the company's competitive position in deep-discount brokerage by taking advantage of emerging economies of scale. In order to evaluate whether the strategy would generate... View Details
      Keywords: Developing Countries and Economies; Asset Pricing; Cash Flow; Cost of Capital; Investment; Marketing; Mathematical Methods; Competition; Information Technology; Internet and the Web; Financial Services Industry
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      Mitchell, Mark L., and Erik Stafford. "Cost of Capital at Ameritrade." Harvard Business School Case 201-046, October 2000. (Revised April 2001.)
      • June 2000 (Revised December 2000)
      • Case

      Compensation and Performance Evaluation at Arrow Electronics

      By: Brian J. Hall and Carleen Madigan
      Describes a company's struggles in implementing a subjective performance rating system for its employees. In particular, it describes the difficulties faced by the CEO in getting managers to combat "ratings inflation"--that is, to produce numerical ratings that are... View Details
      Keywords: Behavior; Performance Evaluation; Compensation and Benefits; Electronics Industry
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      Hall, Brian J., and Carleen Madigan. "Compensation and Performance Evaluation at Arrow Electronics." Harvard Business School Case 800-290, June 2000. (Revised December 2000.)
      • June 2000 (Revised December 2001)
      • Case

      Performance Pay at Safelite Auto Glass (A)

      By: Brian J. Hall, Edward Lazear and Carleen Madigan
      Describes a company's changing of its compensation and incentive plan. In particular, it shows how a change from hourly pay to piece rate pay (for windshield installers) affected productivity, pay, and turnover. View Details
      Keywords: Motivation and Incentives; Performance Productivity; Change; Compensation and Benefits; Service Industry; Auto Industry
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      Hall, Brian J., Edward Lazear, and Carleen Madigan. "Performance Pay at Safelite Auto Glass (A)." Harvard Business School Case 800-291, June 2000. (Revised December 2001.)
      • March 2000 (Revised April 2001)
      • Case

      Menem and the Populist Tradition in Argentina

      By: Rafael M. Di Tella and Eliseo Neuman
      Argentina has flourished under a fixed exchange rate system, yet there are large income and employment fluctuations. The social cost of unemployment is threatening the viability of the economic model. Building a welfare state is one alternative, but this may be a... View Details
      Keywords: History; Governance; Job Cuts and Outsourcing; Employment; Currency Exchange Rate; Welfare; Government Administration; Government and Politics; Argentina
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      Di Tella, Rafael M., and Eliseo Neuman. "Menem and the Populist Tradition in Argentina." Harvard Business School Case 700-061, March 2000. (Revised April 2001.)
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