Negotiation Offer - Publications - Faculty & Research

12 Apr 2016
First Look

April 12, 2016

differences disappear when callers mention a benchmark price for the repair. Finally, we find that repair shops are more likely to offer a price concession if asked to do so by a woman than a man. Publisher's link:... View Details

Keywords: Sean Silverthorne

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

20 Jan 2015
First Look

First Look: January 20

hand in a clear manner. It offers recommendations for both those seeking and giving advice to make the process as effective as possible. Publisher's link: https://hbr.org/2015/01/the-art-of-giving-and-receiving-advice January 2015 Journal... View Details

Keywords: Sean Silverthorne

12 Dec 2005
Research & Ideas

Using the Law to Strategic Advantage

Constance Bagley: Yes, I'd be happy to. The law offers a variety of tools managers can use to manage the firm more effectively. They range from contracts, which can be used to strengthen business relationships, allocate risk and reward,... View Details

Keywords: by Sean Silverthorne; Legal Services

31 Jul 2012
First Look

First Look: July 31

have a large impact on the dynamics of corporate investment and growth. Investment is "locked in" in profitable firms when payout is heavily taxed. Thus, apart from any level effects, payout taxes change the allocation of capital. View Details

Keywords: Carmen Nobel

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

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15 Jun 2009
Research & Ideas

GM: What Went Wrong and What’s Next

worldwide. All of these automobiles were Model Ts, offered in one color: black. “Although there are many factors that contributed to the company's long, slow bleed, the three fundamental issues are management's consistent failure to do... View Details

Keywords: by Staff; Auto

July 2018
Case

Financing Anghami's Growth

By: Ramana Nanda and Eren Kuzucu

In December 2012, less than two years into the founding of their music-streaming platform Anghami, cofounders Elie Habib and Eddy Maroun found themselves evaluating an unorthodox term sheet. Habib and Maroun needed to make a decision vis-à-vis the proposal put forth by... View Details

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29 Jan 2013
First Look

First Look: Jan. 29

hypothesis that intermediation reduces punishment runs counter to predictions coming from a model in which solely unfair actions are punished. Experiments are also presented that show a phenomenon about the attribution of responsibility and subsequent blame (and... View Details

Keywords: Sean Silverthorne

26 Feb 2019
First Look

New Research and Ideas, February 26, 2019

royalties from content sales. We consider a game-theoretic model in which two platforms offer different standalone utilities to users. We find that incentives to establish one-way compatibility—the platform owner with smaller standalone... View Details

Keywords: Dina Gerdeman

10 May 2010
Research & Ideas

What Top Scholars Say About Leadership

differences in leadership across task, culture, and identity. We don't offer a simple answer. Like any complex phenomena, scholars are in the earliest stages of beginning to understand the complexities of leadership. "What we think... View Details

Keywords: by Martha Lagace; Education

04 Dec 2012
First Look

First Look: December 4

Law Review 126, no. 4 (forthcoming).18-23: (February 2013) Abstract Roger Fisher's career and writings not only offer lessons about negotiation but also about how an academic, especially in a professional... View Details

Keywords: Carmen Nobel

15 Jun 2010
First Look

First Look: June 15

became a very popular category of desktop PCs. Hsinchu, Taiwan based MediaTek is a fabless semiconductor company that unleashed a white-box market in mobile phone handsets by offering an innovative "complete solution" for 2.5G... View Details

Keywords: Martha Lagace

Forthcoming
Article

Redemption Mechanisms in Poison Pills: Evidence on Pill Design and Law Firm Effects

By: Olivier Baum and Guhan Subramanian

We present the first evidence on the incidence of “trip wire” versus “last look” poison pills. Using a hand-collected data set of 130 poison pills implemented and/or amended between January 1, 2020 and March 31, 2023, we find that pills are almost evenly divided... View Details

Keywords: Acquisition; Negotiation Tactics; Contracts

Citation

August 2024
Case

Oculii

By: Andy Wu and Lucas Defilippo

It was a bright June day in 2016. Steven Hong, co-founder and COO of Oculii had just signed a letter of intent agreeing to a 51% stake acquisition by Nexteer Automotive, a global steering and driveline supplier company that developed advanced driver assistance systems... View Details

Keywords: Automotive; Autonomous Vehicles; Wireless Communications; Mergers and Acquisitions; Communication Intention and Meaning; Intellectual Property; Growth Management; Negotiation Deal; Supply Chain; Auto Industry; Technology Industry

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09 Oct 2001
Research & Ideas

Driven: How Human Nature Shapes Organizations

example, offering large financial incentives to the winners of intergroup contests would predictably pull these relationships into cutthroat competition. In addition, in an effort to keep the competition from becoming cutthroat or the... View Details

Keywords: by Paul Lawrence & Nitin Nohria

31 Jan 2012
First Look

First Look: Jan. 31

literacy may slow adoption of these products. This article reports on a field experiment that offered an innovative new financial product, rainfall insurance, to 600 small-scale farmers in India. A customized financial literacy and... View Details

Keywords: Sean Silverthorne & Carmen Nobel

24 Sep 2013
First Look

First Look: September 24

Publications August 2013 Financial Analysts Journal The Low Beta Anomaly: A Decomposition into Micro and Macro Effects By: Baker, Malcolm, Brendan Bradley, and Ryan Taliaferro Abstract—Low beta stocks have offered a combination of low... View Details

Keywords: Sean Silverthorne

29 Oct 2013
First Look

First Look: October 29

in a Chaotic World By: Wheeler, Michael Abstract—A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to View Details

Keywords: Sean Silverthorne

19 Feb 2013
First Look

First Look: Feb. 19

and when buyers and sellers do manage to find each other, they usually negotiate under enormous uncertainty: prices of similar patents vary widely from transaction to transaction, and the terms of the transactions (including prices) are... View Details

Keywords: Sean Silverthorne

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April 12, 2016

First Look: November 4

First Look: January 20

Using the Law to Strategic Advantage

First Look: July 31

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

GM: What Went Wrong and What’s Next

Financing Anghami's Growth

First Look: Jan. 29

New Research and Ideas, February 26, 2019

What Top Scholars Say About Leadership

First Look: December 4

First Look: June 15

Redemption Mechanisms in Poison Pills: Evidence on Pill Design and Law Firm Effects

Oculii

Driven: How Human Nature Shapes Organizations

First Look: Jan. 31

First Look: September 24

First Look: October 29

First Look: Feb. 19

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