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How to Negotiate with VCs

VC-entrepreneur partnership agreements often contain flaws that become highly damaging as the parties come up against issues of power, trust, and much more. Yet many of the flaws are systematic and predictable—and hence preventable. The author, a longtime consultant... View Details

January 1997 (Revised October 2000)
Case

Lynton V. Harris & Madison "Scare" Garden (A)

By: Michael A. Wheeler and Guhan Subramanian

A young entrepreneur, Lynton V. Harris, who successfully staged family-oriented shows in his native Australia and who had several entertainment ventures in the United States, is on the verge of signing an agreement with Madison Square Garden to jointly produce a new... View Details

Keywords: Negotiation; Entertainment and Recreation Industry; New York (city, NY)

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November 1985
Case

Riverside and DEC--General Information

A negotiation exercise between Riverside Lumber Co. and the Division of Environmental Conservation about reducing the effects of effluent discharge in a river. Students are assigned to a role and receive confidential information including a scoring system detailing the... View Details

Keywords: Negotiation; Environmental Sustainability; Pulp and Paper Industry

HBS Online: Negotiation Mastery

Michael Wheeler, working with the HBS Online team, created Negotiation Mastery: Unlocking Value in the Real World. It is a flexible, highly-interactive online course which prepares participants to close deals that might otherwise be dead-locked, maximize value... View Details

2015
Case

Advanced Leadership Pathways: Torsten Thiele and the Global Ocean Trust

By: Rosabeth Moss Kanter and Brian Hoffstein

Following a successful career in finance, Torsten Thiele devoted himself full-time to the challenging cause of ocean conservation and stewardship. In August 2015, Thiele had already come a long way in spearheading initiatives towards the protection of the ocean: from... View Details

Keywords: Environment; Natural Environment; Environmental Sustainability; Pollutants; Science-Based Business; Climate Change; Social Enterprise; Leadership

September 2011
Case

China Development Bank

By: Li Jin, Matthew Preble and Aldo Sesia

In May 2011, Chairman Chen Yuan of the China Development Bank (CDB) was thinking back on CDB's financing of a major project between Petroleo Brasileiro SA (Petrobras), Brazil's state-owned oil and gas producer and China Petroleum & Chemical Corporation (Sinopec), one... View Details

Keywords: International Finance; Emerging Markets; Energy Sources; Banks and Banking; Energy Industry; Brazil; China

August 2005 (Revised March 2024)
Background Note

Spotting Institutional Voids in Emerging Markets

By: Tarun Khanna and Krishna Palepu

With the demise of communism, many countries in the world are striving to build their economic activity around markets and to participate in free trade arrangements, such as the World Trade Organization (WTO), European Union (EU), and North American Free Trade... View Details

Keywords: Emerging Markets

2014
Working Paper

Tommy Koh and the U.S.–Singapore Free Trade Agreement: A Multi-Front 'Negotiation Campaign'

By: Laurence A. Green and James K. Sebenius

Complex, multiparty negotiations are often analyzed as principals negotiating through agents, as two-level games (Putnam 1988), or in coalitional terms. The relatively new concept of a "multi-front negotiation campaign" (Sebenius 2010, Lax and Sebenius, 2012) offers... View Details

Keywords: Negotiation; Trade; United States; Singapore

March 2014 (Revised January 2025)
Case

Ukraine: On the Border of Europe and Eurasia

By: Rawi Abdelal, Rafael M. Di Tella, Sogomon Tarontsi and Lavinia Teodorescu

In the fall of 2013, the people of Ukraine disagreed passionately whether their country should intensify ties with the European Union or Russia. After President Yanukovych rejected the free trade agreement with the EU in November, thousands of Ukrainians peacefully... View Details

2012
Case

Robert Whelan and the Student Loan Crisis (A)

By: Rosabeth M. Kanter and Olivia Leskinen

Robert Whelan and the Student Loan Crisis (A) 2009 AL Fellow Bob Whelan developed an idea with partners that was a seed before his fellowship year and seemed to address a significant national challenge - college financing - with a creative concept and experience from... View Details

December 2010 (Revised April 2012)
Background Note

Stalemate at the WTO: TRIPS, Agricultural Subsidies, and the Doha Round

By: Arthur A. Daemmrich

This note analyzes disputes over intellectual property enforcement and agricultural trade barriers at the center of the Doha Round of World Trade Organization (WTO) negotiations. Fundamental principles of intellectual property rights and agricultural subsidies are... View Details

Keywords: Agribusiness; Trade; Globalization; Governance; International Relations; Intellectual Property; Agreements and Arrangements; Agriculture and Agribusiness Industry; Pharmaceutical Industry

April 9, 2021
Article

How Blockchain Can Simplify Partnerships

By: Fabrice Lumineau, Wenqian Wang, Oliver Schilke and Laura Huang

Collaborations that require information sharing and mutual trust between companies, suppliers, and clients can be tough, particularly in the remote era. But blockchain’s distributed ledger—and its use of smart contracts—can simplify the process, creating a common,... View Details

Keywords: Blockchain; Collaboration; Partners and Partnerships; Performance Effectiveness

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How Do Fairness Definitions Fare? Examining Public Attitudes Towards Algorithmic Definitions of Fairness

What is the best way to define algorithmic fairness? While many definitions of fairness have been proposed in the computer science literature, there is no clear agreement over a particular definition. In this work, we investigate ordinary people’s perceptions of three... View Details

September 2016
Case

Hotel Vertu: Analyzing the Opportunity in the Boutique Hotel Industry

By: Howard H. Stevenson and Michael J. Roberts DBA

Two soon-to-be MBA graduates are considering a business opportunity in the boutique hotel industry. Having found a seemingly attractive property in Savannah, Georgia, Yvonne D'Arcy and Elisabeth Whiting face questions about career issues, planning, financing, and the... View Details

Keywords: Business Ventures; Entrepreneurship; Planning; Accommodations Industry

February 2006 (Revised November 2012)
Case

Corporate Responsibility & Community Engagement at the Tintaya Copper Mine (A)

By: V. Kasturi Rangan, Brooke Barton and Ezequiel Reficco

Located in the highlands of Peru, the Tintaya copper mine has long been a source of intense conflict between local community members and mine operators. The mine, which was owned and managed first by the Peruvian state and later by BHP Billiton, stands on 2,300... View Details

Keywords: Developing Countries and Economies; Multinational Firms and Management; Agreements and Arrangements; Corporate Social Responsibility and Impact; Business and Community Relations; Non-Governmental Organizations; Conflict Management; Mining Industry; Australia; Peru

14 Feb 2012
Working Paper Summaries

Relational Contracts and Organizational Capabilities

Keywords: by R. Gibbons & R. Henderson

November 2010
Case

Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A)

By: James K. Sebenius and Jason Cheng Qian

Esquel Group, leading manufacturer of quality shirts, sought to negotiate long-term partnerships with often-exploited farmers in Xinjiang (western China) to procure a superior cotton variety. Seeking to secure a large supply of specialty cotton in an ethical and... View Details

Keywords: Contracts; Agreements and Arrangements; Corporate Social Responsibility and Impact; Leasing; Business and Community Relations; Business and Government Relations; Partners and Partnerships; Agriculture and Agribusiness Industry; Apparel and Accessories Industry; Manufacturing Industry; Hong Kong; Xinjiang Uygur Zizhiqu

January 2004 (Revised September 2004)
Background Note

Confidentiality in Settlement Negotiations: Ethics & Law

By: Michael A. Wheeler, Dana Nelson and Gillian Morris

Legal policy has a long history of protecting confidentiality of negotiations that are designed to produce settlement. However, within the past several decades there has been a significant push toward openness. Compelling arguments support confidentiality: It helps... View Details

Keywords: Ethics; Lawsuits and Litigation; Attorney and Client Relationships; Policy; Corporate Disclosure; Negotiation

December 1998 (Revised May 1999)
Exercise

Negotiating Peace Accords in Bellicoso for the Head of the Opposition Political Party (OPP): General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details

Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador

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December 1998 (Revised May 1999)
Exercise

Negotiating Peace Accords in Bellicoso for the Director of the National Landowners Association (NLU): General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details

Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador

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