Publications

November 1995
Case

"Marketing" at Wachtell, Lipton, Rosen & Katz

By: Jay W. Lorsch and Samanta Graff

Describes the history and unique operating principles of the most successful corporate law firm in the country. Closes with a lengthy quotation by Martin Lipton, who is one of the firm's founding partners and who is described in an American Lawyer article as the "Elvis... View Details

Keywords: Marketing Strategy; Reputation; Business Strategy; Legal Services Industry

November 1995 (Revised October 2000)
Case

Acme Investment Trust

By: Josh Lerner

Acme Investment Trust is considering investing in a private equity partnership that is seeking only 15% of the profits, instead of the standard 20%. The management fee requested, however, is higher than in its earlier fund. The pension managers must consider the... View Details

Keywords: Compensation and Benefits; Private Equity; Organizations; Investment Funds; Motivation and Incentives; Financial Services Industry

November 1995 (Revised February 2017)
Case

Luna Pen (A)

By: Kathleen McGinn and Michael Wheeler

Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm. View Details

Keywords: Strategy; Law; Negotiation Tactics; Decision Choices and Conditions; Gender; Culture; Trademarks; Power and Influence; Germany; Taiwan

November 1995 (Revised February 2017)
Supplement

Luna Pen (B)

By: Kathleen McGinn and Michael Wheeler

Presents a series of multiple choice options to be distributed and discussed in class. View Details

Keywords: Decisions; Strategy; Negotiation Tactics; Performance Evaluation; Gender; Culture; Power and Influence; Germany; Taiwan

November 1995 (Revised October 1996)
Background Note

Expectations and Stereotypes: How Do They Affect the Deal?

By: Kathleen L. McGinn

Designed to provide students with a basic insight into recognizing the productive and destructive aspects of expectations and stereotypes, and their consequent effects on negotiation. View Details

Keywords: Knowledge Acquisition; Management; Negotiation Deal; Performance Expectations; Prejudice and Bias

November 1995
Article

Racing Behavior: Technological Evolution in the High-end Computer Industry

By: T. Khanna

Keywords: Behavior; Technology; Computer Industry

1995
Chapter

Overcoming Obstacles to a Successful Climate Convention

By: James K. Sebenius

Keywords: Negotiation; Conflict and Resolution; Climate Change; International Relations

October 1995
Supplement

Orientation for Viewing the Cranfield-Kearney Performance Appraisal Interview

By: John J. Gabarro and Linda A. Hill

Presents the background information to watching the video reenactment of the Cranfield-Kearney Performance Appraisal Interview. View Details

Keywords: Interpersonal Communication; Compensation and Benefits; Performance; Motivation and Incentives

October 1995
Case

Otis Elevator Company (B): China Strategy

By: Michael Y. Yoshino and Thomas W. Malnight

Examines the conflict Otis faces with its joint venture partner as it seeks to expand into Southern China. View Details

Keywords: Management; Conflict and Resolution; Joint Ventures; Expansion; Growth and Development Strategy; Business Strategy; Globalization; Construction Industry; Manufacturing Industry; China

October 1995
Article

Influence Strategies in Buying Centers

By: R. Venkatesh, A. J. Kohli and Gerald Zaltman

Keywords: Strategy; Power and Influence

October 1995
Article

Start-ups, Spin-offs, and Internal Projects

By: James J. Anton and Dennis Yao

We examine the incentive problem confronting a firm and employee when the employee privately discovers a significant invention and faces a choice between keeping the invention private and leaving the firm to form a new company (start-up), or transferring knowledge and... View Details

Keywords: Business Startups; Projects; Motivation and Incentives; Rights; Employees; Innovation and Invention; Compensation and Benefits; Knowledge Sharing; Capital; Profit

Read Now

28 Sep 1995
Lecture

Managing Corporate Integrity." Speaker. "American Corporate Counsel Association Regional Meeting."

By: Lynn S. Paine

Keywords: Trust

September 1995 (Revised May 1998)
Case

RogersCasey Alternative Investments: Innovative Response to the Distribution Challenge

By: Josh Lerner

RogersCasey Alternative Investments faces the challenge of managing distributions of stock by the private equity investors in which their clients have invested. These distributed shares appear to behave in complex ways, apparently at odds with market efficiency. A... View Details

Keywords: Private Equity; Stocks; Financial Strategy; Investment; Innovation Strategy; Management; Distribution; Performance; Behavior

September 1995 (Revised May 2002)
Supplement

Intel Pentium Chip Controversy (B), The

By: V.G. Narayanan and James D Evans

Supplements the (A) case. View Details

Keywords: Information Infrastructure; Conflict and Resolution; Computer Industry

September 1995 (Revised October 1996)
Case

Sunbeam Television (A)

By: V. Kasturi Rangan and E. Scott Lathrop

Sunbeam Television, owner of a television station in Miami (a Fox affiliate), buys Channel 7 (a CBS affiliate) in Boston. They bring to the Boston station the concepts and ideas of their Miami news product--that is, a crisp, content-based design rather than one... View Details

Keywords: Acquisition; Change; Decisions; Design; Television Entertainment; Product; Motivation and Incentives; Value; Entertainment and Recreation Industry; Boston

1996
Chapter

Creativity

By: T. M. Amabile and M. A. Collins

Keywords: Creativity

fall 1995
Article

Rebuilding Behavioral Context: Turn Process Reengineering into People Rejuvenation

By: C. A. Bartlett and S. Ghoshal

Keywords: Behavior

August 1995 (Revised April 1998)
Background Note

A Note for Analyzing Work Groups

By: Linda A. Hill

Presents a model for understanding the behavior and evolution of primary, stable work groups over time. The model describes contextual factors, design factors, and emergent culture as determinants of group behavior and performance. Describes emergent behavior, norms,... View Details

Keywords: Groups and Teams; Balance and Stability; Behavior; Situation or Environment

August 1995
Case

Slade Plating Department, The

By: Linda A. Hill

Describes a conflict between the values and norms of a segment of an internal social system and those of management and the wider culture. Includes decision opportunity. A rewritten version of an earlier case. View Details

Keywords: Conflict and Resolution; Values and Beliefs; Organizational Culture; Decision Making