Publications

Find at Harvard

March 1999 (Revised November 2001)
Case

Honda-Rover (A): Crafting an Alliance

By: Ashish Nanda, James K. Sebenius and Ron Fortgang

Faced with vexing financial challenges in 1993, British Aerospace (BAe) is determined to shed its loss-making automaker, Rover. It offers to sell its stake in Rover to Honda, Rover's partner since 1979, but Honda is reluctant to raise its stake in Rover. Meanwhile, BMW... View Details

Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom

Program

Senior Executive Leadership Program—China

Summary Today's global business environment offers many exciting prospects for talented executives and ambitious organizations. To take full advantage of emerging opportunities in China and beyond, businesses need exceptional... View Details

Web

Marketing - Faculty & Research

and interactive marketing, sales management and return on marketing investment. Some of our faculty specializes in specific industries such as retailing, agribusiness, social enterprise, media, arts and entertainment. There are several new developments in marketing... View Details

Web

Podcast - Business & Environment

on the future of carbon markets and offers advice for those pursuing careers in sustainability and climate solutions. Accelerating Battery Innovation with AI: A Conversation with Argonne’s Logan Ward 01 JAN 2025 | Climate Rising Logan... View Details

29 Jul 2019
Research & Ideas

How Companies Benefit When Employees Work Remotely

Operations Management Unit at Harvard Business School, and fellow researchers compared the outcomes of flexible work arrangements at the US Patent and Trademark Office (USPTO). The team found that employees with liberal “work from anywhere” arrangements, similar to... View Details

Keywords: by Kristen Senz

30 May 2005
Research & Ideas

Six Steps for Making Your Threat Credible

sees you do it. Foolish? So it would seem, but your threat is now entirely credible. You can't change course even if you wanted to. It's up to your opponent to decide whether to lose the game or die. The odds are in your favor. While the stakes are usually lower, View Details

Keywords: by Deepak Malhotra

March 2011 (Revised May 2011)
Case

China Construction America (A): The Road Ahead

How did a Chinese state-owned construction company strike one deal after another in South Carolina despite political backlash and in New York where well-established competitors dominate? The case examines the U.S. market entry strategy of the CSCEC, China's leading... View Details

Keywords: Foreign Direct Investment; Global Strategy; Market Entry and Exit; Negotiation Deal; State Ownership; Construction Industry; China; United States

13 May 2013
Research & Ideas

How to Spot a Liar

Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths, which was published in the journal Discourse Processes. Asked why the topic of deception is important to business research, negotiation expert... View Details

Keywords: by Carmen Nobel

06 Mar 2006
Research & Ideas

Four Strategies for Making Concessions

research suggests that negotiators reciprocate concessions based on the benefits they receive, while tending to ignore how much others are sacrificing. One way for the manufacturer to highlight the benefits he was providing to the union... View Details

Keywords: by Deepak Malhotra

February 2009 (Revised February 2011)
Case

"Lather, Rinse, Repeat": FeedBurner's Serial Founding Team

By: Noam T. Wasserman and Eric Olson

"Is this the right time or is it still too early?" Dick Costolo wondered as he reflected on the latest acquisition offer. He had been building FeedBurner with his three co-founders for almost four years and was staring at the details of an acquisition offer from... View Details

Keywords: Mergers and Acquisitions; Business Exit or Shutdown; Decision Choices and Conditions; Entrepreneurship; Negotiation Offer; Groups and Teams

Web

Topics - HBS Working Knowledge

(9) Nationality (2) Natural Disasters (4) Natural Environment (204) Negotiation Deal (1) Negotiation Offer (1) Negotiation Participants (1) View Details

14 Oct 2008
Research & Ideas

Should You Bring Advertising Expertise In-House?

penalty. Thus, if the firm's advertising budget is not sufficiently large to allow its in-house unit to operate at or beyond minimum efficient scale, the advertiser may sacrifice size-related economies realized by an independent agency serving numerous clients.... View Details

Keywords: by Sarah Jane Gilbert; Advertising

Web

Research - Global

challenges, emphasizing the need for integrating environmental and social aspects into business models. It offers an analysis of how principles and values can guide engaged... 2025 Book Chapter Sustainability and Green Business in Latin... View Details

July 2024
Case

Jacqueline Cook at Vendasta: Debating an IPO

By: Reza Satchu, Tom Quinn and Andrew Kosc

In May 2021, after a surge in demand for digital services that prompted high valuations for startups across the Canadian tech sector, Saskatchewan-based Vendasta entered the final stages of the initial public offering (IPO) process. COO Jacqueline Cook had invested her... View Details