negotiation - Publications - Faculty & Research

01 Mar 2019
News

The Fight Beyond

of the country, Green tried to negotiate space on a Soviet flight. They refused the American officer’s request. “This is the final contact from here,” Green wrote on October 25, as the OSS agents destroyed classified records and gathered... View Details

Keywords: April White; illustration by Wesley Allsbrook

07 Mar 2018
Research & Ideas

Electronic Health Records Were Supposed to Cut Medical Costs. They Haven't.

advocates a bundled payment system, where there is one negotiated price for a specific condition, covering everything from the patient's copay to any medication needed during the procedure. Medicare and large private employers General... View Details

Keywords: by Roberta Holland; Health

04 Sep 2001
Research & Ideas

Five Questions for Max Bazerman

resolution and negotiation classes concerning how to enlarge the pie. I believe that the mindset of exploring wise tradeoffs is more common in business schools than in law or policy schools, where adversarial relations are too commonly... View Details

Keywords: Re: Max H. Bazerman

01 Sep 2018
News

Case Study: A Good Fit

employer would be interested. —Harry McCracken (AMP 114, 1994) A highly competitive market with one-year sales cycles on the one hand; a pilot customer in a less-competitive niche with a massive opportunity to create value for insurers on the other. If Gain Life can... View Details

Keywords: Jen McFarland Flint

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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01 Sep 2017
News

City of Dreams

a nearly vacant airport (built in the former president’s home province with high-interest Chinese loans) stands as a reminder of the care needed in negotiating such deals. But he and others are philosophical. Due to Sri Lanka’s smaller... View Details

Keywords: Julia Hanna; photographed by Alice Carfrae; Sri Lanka; Construction of Buildings; Construction; Administration of Housing Programs, Urban Planning, and Community Development; Government

14 Nov 2017
First Look

New Research and Ideas: November 14, 2017

October 2017 Negotiation Journal Prescriptions Based on a Realistic View of Human Behavior By: Bazerman, Max Abstract—No abstract available. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53096 November–December 2017... View Details

Keywords: Carmen Nobel

01 Oct 2013
First Look

First Look: October 1

and welfare. We find three main results. First, we show that allowing patent pools may reduce welfare when standards are negotiated and patent pools need to be ex-post incentive compatible. Second, we show that ranking combinations of... View Details

Keywords: Sean Silverthorne

05 Sep 2012
First Look

First Look: September 5

Nursing of North Carolina, and he had negotiated a purchase price of $3.5 million, or 4.2x trailing EBITDA. Medoff had completed his due diligence, arranged financing, and completed the legal documents required to complete the acquisition... View Details

Keywords: Sean Silverthorne

27 Nov 2006
Research & Ideas

Manly Men, Oil Platforms, and Breaking Stereotypes

of dimensions, from leadership style to negotiation skills to work values, but neglects the organizational features that underlie such differences. This body of research runs the risk of reifying differences, of making them seem natural.... View Details

Keywords: by Sarah Jane Gilbert; Energy; Utilities

05 May 2023
News

Fail Better

country's history. Greece was three years into a debt crisis, with the Samaras government implementing unpopular tax increases and spending cuts and leading intense negotiations with the IMF, the European Central Bank, and Eurozone... View Details

27 Mar 2012
First Look

First Look: March 27

opportunity; explains how the approach mitigates cognitive biases that otherwise can contribute to poor decisions; and considers conditions that are best suited for lean startup methods. Purchase this note:http://cb.hbsp.harvard.edu/cb/product/812095-PDF-ENG Fiji... View Details

Keywords: Carmen Nobel

01 Sep 2018
News

September 2018 Alumni and Faculty Books

as a series of interactions between founders, partners, potential partners, investors, and others at various stages of the entrepreneurial process, from seed to exit. Many authors offer tips on how to succeed as an entrepreneur, but no one else has scrutinized the... View Details

24 Oct 2017
Research & Ideas

Tax Reform is on the Front Burner Again. Here’s Why You Should Care

this proposal that is appealing to those Trump voters. Desai: The other aspect you might have expected to see his fingerprints on is not in terms of the agenda but in terms of the process. Part of the Trump promise was negotiation and... View Details

Keywords: by Sean Silverthorne

Career Coach

Lauren Murphy

Lauren is the Founder and Principal Coach of Pivotal Executive Coaching, partnering with senior business leaders to accomplish their professional and organization goals. She works with executives in technology, healthcare, real estate, consumer products, and financial... View Details

02 Sep 2010
What Do You Think?

How Transparent Should Boards Be?

however, attached conditions to this course of action, typically involving some kind of financial penalty. For example, Walter Blass suggested "a negotiated skipping of his bonus, or stock options " Deepa Ramamoorthy suggested... View Details

Keywords: by Jim Heskett

01 Dec 1999
News

New HBS Portal Offers Alumni Just-In-Time Business Information

CareerSearch. "We've negotiated special licenses for these services on the portal - services that are otherwise unavailable to individual subscribers," explains Michalak. A Community-Wide Effort The development of HBS Working Knowledge... View Details

29 Sep 2009
First Look

First Look: September 29

to make a minimum of 3x on its initial Merlin investment through the dividend recapitalization and at least 5x through the Tussauds acquisition. A third option arose while Blackstone was in negotiation with DIC. This was the opportunity... View Details

Keywords: Martha Lagace

January 2020 (Revised November 2020)
Case

Crisis at the 11th Hour

By: David G. Fubini, Rebecca Henderson, Sarah Gulick and Trevor Fetter

A successful lawyer describes an important decision she had to make as a young attorney about whether to disclose information in a contract. View Details

Keywords: Contracts; Agreements and Arrangements; Attorney and Client Relationships; Rank and Position; Trust; Decisions; Legal Services Industry; New York (city, NY)

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December 2010 (Revised January 2012)
Case

Todovino: Can Your Rival be Your Friend?

Todovino sells Spanish wines through wine clubs and web sites. Founder-CEO Gonzalo Verdera has partnered with many companies to create cobranded wine clubs, but now he is pondering a joint venture with one of his rivals, a brick-and-mortar wine chain, where Todovino... View Details

Keywords: Joint Ventures; Growth and Development Strategy; Agreements and Arrangements; Partners and Partnerships; Competition; Cooperation; Online Technology; Food and Beverage Industry; Retail Industry

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