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  • All HBS Web  (3,674)
    • People  (9)
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← Page 14 of 3,674 Results →
  • July 2015
  • Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton's Internal Deliberation (C)—Charlton Independent Director 1

By: Andy Zelleke and Tony Mayo
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Zelleke, Andy, and Tony Mayo. "Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton's Internal Deliberation (C)—Charlton Independent Director 1." Harvard Business School Exercise 316-017, July 2015.
  • 14 Dec 2023
  • News

Virtual-Reality Tech Is Helping Real-Estate Agents and Homebuyers Save Time and Close Deals — Even Remotely

  • May–June 2021
  • Article

Getting Up to Speed in Your Sales Efforts

By: Frank V. Cespedes and Zoran Latinovic
In a study before the pandemic, Pricewaterhouse Coopers found that companies had made little progress in the previous decade in speeding up their cash-conversion cycle, as the cash crunch generated by the pandemic painfully demonstrated. In most firms, sales velocity... View Details
Keywords: Sales Velocity; Opportunity Selection; Deal Size; Win Rate; Sales; Management; Cash Flow
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Cespedes, Frank V., and Zoran Latinovic. "Getting Up to Speed in Your Sales Efforts." European Business Review (May–June 2021): 68–71.
  • August 2015
  • Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton’s Internal Deliberation (E)—Charlton Independent Director 3

By: Andy Zelleke and Tony Mayo
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Zelleke, Andy, and Tony Mayo. "Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton’s Internal Deliberation (E)—Charlton Independent Director 3." Harvard Business School Exercise 316-019, August 2015.
  • 08 Mar 2025
  • News

An Intel Deal Now Seems Less Likely. These Clues May Hold the Key to Its Future.

  • 01 May 2014
  • Working Paper Summaries

Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

Keywords: by James K. Sebenius
  • 25 Oct 2021
  • News

What to Know about Investment Banking and the Professionals Driving the Biggest Deals on Wall Street

  • August 2015
  • Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton's Internal Deliberation (D)—Charlton Independent Director 2

By: Andy Zelleke and Tony Mayo
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Zelleke, Andy, and Tony Mayo. "Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton's Internal Deliberation (D)—Charlton Independent Director 2." Harvard Business School Exercise 316-018, August 2015.
  • July 2004
  • Article

When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal

By: James K. Sebenius
Keywords: Contracts
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Sebenius, James K. "When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal." Negotiation 7, no. 7 (July 2004).
  • 27 Apr 2025
  • News

The Pressure Is on for Trump to Deliver Trade Deals Fast Before the Tariff Pause Ends

  • January 2017 (Revised August 2017)
  • Case

Earl Gordon - Eastern Circle

By: Steven Rogers and Greg White
This case follows an African-American entrepreneur through the process of sourcing a potential acquisition, valuing a company, and securing the funding to purchase the company. This entrepreneur must decide if he should close the deal and which financing term sheet to... View Details
Keywords: Negotiations; Manufacturing; LBO; Leveraged Buyout; Entrepreneurship; Term Sheets; Deal Structuring; Financial Statements; Acquisition; Leveraged Buyouts; Business Model; Forecasting and Prediction; Cost vs Benefits; Cash Flow; Borrowing and Debt; Cost of Capital; Private Equity; Negotiation Deal; Negotiation Offer; Negotiation Process; Valuation; Value Creation; California
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Rogers, Steven, and Greg White. "Earl Gordon - Eastern Circle." Harvard Business School Case 317-061, January 2017. (Revised August 2017.)
  • January 1997 (Revised November 1997)
  • Case

IBM and Siemens: Revitalizing the Rolm Division (B)

By: Ashish Nanda, Antonio Davila and Georgia Levenson
This supplement to the (A) case describes Siemens’ purchase of Rolm’s entire product development and manufacturing operation to form Rolm Systems and discusses the simultaneous 50/50 joint venture between IBM and Siemens to manage marketing, sales, and service for PBX... View Details
Keywords: Manufacturing; Deal; Dealmaking; IBM; Siemens; Product Development; Joint Ventures; Restructuring; Corporate Strategy
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Nanda, Ashish, Antonio Davila, and Georgia Levenson. "IBM and Siemens: Revitalizing the Rolm Division (B)." Harvard Business School Case 397-061, January 1997. (Revised November 1997.)
  • February 6, 2021
  • Editorial

The Chinese Debt Trap Is a Myth: The Narrative Wrongfully Portrays Both Beijing and the Developing Countries It Deals With.

By: Deborah Brautigam and Meg Rithmire
Our research shows that Chinese banks are willing to restructure the terms of existing loans and have never actually seized an asset from any country, much less the port of Hambantota. A Chinese company’s acquisition of a majority stake in the port was a cautionary... View Details
Keywords: Financing and Loans; Developing Countries and Economies; International Relations; China
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Brautigam, Deborah, and Meg Rithmire. "The Chinese Debt Trap Is a Myth: The Narrative Wrongfully Portrays Both Beijing and the Developing Countries It Deals With." The Atlantic (website) (February 6, 2021).
  • 1988
  • Other Unpublished Work

Congressional Testimony On Dealing with Cost Overruns and Schedule Slippages - U.S. Senate, Committee on Armed Services

By: J. Ronald Fox
Keywords: Government and Politics; Performance; Economics; United States
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Fox, J. Ronald. "Congressional Testimony On Dealing with Cost Overruns and Schedule Slippages - U.S. Senate, Committee on Armed Services." U.S. Government Printing Office, Washington, D.C., September 1988.
  • August 2015
  • Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation (B)—CEO of Riva Business Unit 1

By: Andy Zelleke and Tony Mayo
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Zelleke, Andy, and Tony Mayo. "Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation (B)—CEO of Riva Business Unit 1." Harvard Business School Exercise 316-021, August 2015.
  • August 2015
  • Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation (C)—CEO of Riva Business Unit 2

By: Andy Zelleke and Tony Mayo
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Zelleke, Andy, and Tony Mayo. "Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation (C)—CEO of Riva Business Unit 2." Harvard Business School Exercise 316-022, August 2015.
  • 1985
  • Chapter

Restructuring Petrochemicals: A Comparative Study of Business and Government Strategy to Deal with a Declining Sector of the Economy

By: Joseph L. Bower
Keywords: Restructuring; Corporate Strategy; Government and Politics; Chemicals; Chemical Industry
Citation
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Bower, Joseph L. "Restructuring Petrochemicals: A Comparative Study of Business and Government Strategy to Deal with a Declining Sector of the Economy." In U.S. Competitiveness in the World Economy, edited by Bruce R. Scott and George C. Lodge. Boston: Harvard Business School Press, 1985.
  • August 2013
  • Supplement

HgCapital and the Visma Transaction (B-2): Oystein Moan

By: Paul A. Gompers, Karol Misztal and Joris Van Gool
Keywords: Private Equity; Leveraged Buyouts; Management Buyout; Deal Structuring; Negotiations; Finance; Valuation; Europe
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Gompers, Paul A., Karol Misztal, and Joris Van Gool. "HgCapital and the Visma Transaction (B-2): Oystein Moan." Harvard Business School Supplement 214-020, August 2013.
  • 1995
  • Chapter

Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate

By: James K. Sebenius
Keywords: Agreements and Arrangements; Alliances; Negotiation; Environmental Sustainability; Climate Change
Citation
Related
Sebenius, James K. "Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate." In Barriers to Conflict Resolution, edited by Kenneth Arrow, Robert H. Mnookin, Lee Ross, Amos Tversky, and Robert Wilson, 150–182. New York: W.W. Norton & Company, 1995.
  • Article

Implications of Ownership, Regulation, and Market Structure for Performance: Evidence from the U.S. Electric Utility Industry Before and After the New Deal

By: Willis Emmons
Keywords: Markets; Performance; Ownership; Energy Industry
Citation
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Emmons, Willis. "Implications of Ownership, Regulation, and Market Structure for Performance: Evidence from the U.S. Electric Utility Industry Before and After the New Deal." Review of Economics and Statistics 79, no. 2 (May 1997): 279–289.
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