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      • Faculty Publications  (498)

      ContractingRemove Contracting →

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      • March 2005 (Revised August 2007)
      • Case

      Aguas Argentinas: Settling a Dispute

      By: Louis T. Wells Jr. and Alexandra de Royere
      The French-owned Aguas Argentinas faces a demand from the Argentine government that it renegotiate its concession to operate the Buenos Aires water and sewage services. The company must decide whether to continue with efforts to settle on a new contract or to exercise... View Details
      Keywords: Foreign Direct Investment; Contracts; Infrastructure; Privatization; Business and Government Relations; Conflict and Resolution; Business Strategy; Utilities Industry; France; Buenos Aires
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      Wells, Louis T., Jr., and Alexandra de Royere. "Aguas Argentinas: Settling a Dispute." Harvard Business School Case 705-019, March 2005. (Revised August 2007.)
      • Article

      Does Legal Enforcement Affect Financial Transactions?: The Contractual Channel in Private Equity

      By: Josh Lerner and Antoinette Schoar
      Keywords: Law Enforcement; Finance; Contracts; Private Equity
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      Lerner, Josh, and Antoinette Schoar. "Does Legal Enforcement Affect Financial Transactions?: The Contractual Channel in Private Equity." Quarterly Journal of Economics 120, no. 1 (February 2005): 223–246. (Earlier version distributed as National Bureau of Economic Research Working Paper No. 10348.)
      • January 2005 (Revised August 2014)
      • Exercise

      Hamilton Real Estate: Confidential Role Information for the CEO of Estate One (BUYER)

      By: Deepak Malhotra
      Presents a two-party negotiation between the executive VP of Pearl Investments and the CEO of Estate One for the sale of real estate in the town of Hamilton. View Details
      Keywords: Ethics; Price; Information; Contracts; Managerial Roles; Agreements and Arrangements; Sales; Strategy; Value; Real Estate Industry
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      Malhotra, Deepak. "Hamilton Real Estate: Confidential Role Information for the CEO of Estate One (BUYER)." Harvard Business School Exercise 905-052, January 2005. (Revised August 2014.)
      • January 2005
      • Exercise

      Hamilton Real Estate: Confidential Role Information for the Executive VP of Pearl Investments (SELLER)

      By: Deepak Malhotra
      Presents a two-party negotiation between the executive VP of Pearl Investments and the CEO of Estate One for the sale of real estate in the town of Hamilton. View Details
      Keywords: Ethics; Price; Information; Contracts; Managerial Roles; Agreements and Arrangements; Strategy; Value; Real Estate Industry
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      Malhotra, Deepak. "Hamilton Real Estate: Confidential Role Information for the Executive VP of Pearl Investments (SELLER)." Harvard Business School Exercise 905-053, January 2005.
      • Article

      Organizational Beliefs and Managerial Vision

      By: Eric J. Van den Steen
      Can managers have an impact on their firm that goes beyond their direct actions and decisions? This article shows that a manager with strong beliefs about the right course of action will attract, through sorting in the labor market, employees with similar beliefs. This... View Details
      Keywords: Organizations; Goals and Objectives; Decisions; Labor; Markets; Employees; Motivation and Incentives; Recruitment; Risk and Uncertainty; Values and Beliefs
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      Van den Steen, Eric J. "Organizational Beliefs and Managerial Vision." Journal of Law, Economics & Organization 21, no. 1 (April 2005): 256–283. (Reprinted in The Economics of Organisation and Bureaucracy, Peter M. Jackson (ed.), Edward Elgar (Cheltenham, UK), 2013.)
      • September 2004 (Revised February 2007)
      • Case

      Hedging Currency Risks at AIFS

      By: Mihir A. Desai, Vincent Dessain and Anders Sjoman
      The American Institute for Foreign Studies (AIFS) organizes study abroad programs and cultural exchanges for American students. The firm's revenues are mainly in U.S. dollars, but most of its costs are in eurodollars and British pounds. The company's controllers review... View Details
      Keywords: Foreign Direct Investment; Investment Funds; Financial Strategy; Forecasting and Prediction; Revenue; Credit Derivatives and Swaps; Currency; Currency Exchange Rate; Education Industry; North and Central America
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      Desai, Mihir A., Vincent Dessain, and Anders Sjoman. "Hedging Currency Risks at AIFS." Harvard Business School Case 205-026, September 2004. (Revised February 2007.)
      • September 2004
      • Article

      Trust in Agency

      By: Ramon Casadesus-Masanell
      Existing models of the principal-agent relationship assume the agent works only under extrinsic incentives. However, many observed agency contracts take the form of a fixed payment. For such contracts to succeed, the principal must trust the agent to work in the... View Details
      Keywords: Trust; Agency Theory; Relationships; Behavior; Motivation and Incentives; Contracts; Business Model; Emotions; Forecasting and Prediction; Ethics; Standards; Risk and Uncertainty
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      Casadesus-Masanell, Ramon. "Trust in Agency." Journal of Economics & Management Strategy 13, no. 3 (September 2004): 375–404.
      • July 2004
      • Article

      When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal

      By: James K. Sebenius
      Keywords: Contracts
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      Sebenius, James K. "When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal." Negotiation 7, no. 7 (July 2004).
      • June 2004 (Revised July 2005)
      • Background Note

      Tenant and Landlord Rights

      By: Arthur I Segel, Jeff Mandelbaum and Armen Panossian
      Certain key principles govern the landlord-tenant relationship in both commercial and residential settings. Because most property law is state specific, this note provides an overview of how many states would generally analyze a particular situation or relationship. View Details
      Keywords: Renting or Rental; Leasing; Rights; Contracts; Laws and Statutes; Relationships; Real Estate Industry
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      Segel, Arthur I., Jeff Mandelbaum, and Armen Panossian. "Tenant and Landlord Rights." Harvard Business School Background Note 804-161, June 2004. (Revised July 2005.)
      • March 2004 (Revised June 2004)
      • Case

      Business of Life, The

      By: Debora L. Spar
      Every day, around the world, babies and children are being sold. Frequently, these transactions appear to be above or beyond the market. Orphaned children are never "sold"--they are only "matched" with their "forever families." Eggs are "donated," and surrogate mothers... View Details
      Keywords: Ethics; Markets; Social Issues; Family and Family Relationships
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      Spar, Debora L., and Cate Reavis. "Business of Life, The." Harvard Business School Case 704-037, March 2004. (Revised June 2004.)
      • March 2004 (Revised June 2006)
      • Case

      Journey to Sakhalin: Royal Dutch/Shell in Russia (A)

      By: Rawi E. Abdelal
      Operations of Royal Dutch/Shell in Russia included a strategic alliance with Gazprom, the country's natural gas monopoly, the development of the Salym oil fields in Siberia, and a small retail refilling network in St. Petersburg. Focuses on the Sakhalin II project.... View Details
      Keywords: Decision Making; Energy Generation; Foreign Direct Investment; Lawfulness; Agreements and Arrangements; Alliances; Business and Government Relations; Energy Industry; Russia
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      Abdelal, Rawi E. "Journey to Sakhalin: Royal Dutch/Shell in Russia (A)." Harvard Business School Case 704-040, March 2004. (Revised June 2006.)
      • Article

      Contracting in a Supply Chain with Stochastic Demand and Substitute Products

      By: Santiago Kraiselburd, V.G. Narayanan and Ananth Raman
      Keywords: Supply Chain; Product
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      Kraiselburd, Santiago, V.G. Narayanan, and Ananth Raman. "Contracting in a Supply Chain with Stochastic Demand and Substitute Products." Production and Operations Management 13, no. 1 (March 2004).
      • October 2003 (Revised November 2004)
      • Case

      Joe Bachelder: Executive Pay Negotiator

      By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
      Joe Bachelder was the leading executive pay negotiator in the United States, securing generous contracts for CEOs and executives at Fortune 500 companies. The CEO of Victor Sports Co. resigned, and the board offered the job to Charles Suarez, a star executive from a... View Details
      Keywords: Negotiation Preparation; Negotiation Process; Negotiation Participants; Executive Compensation; Retail Industry; Sports Industry
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      Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Joe Bachelder: Executive Pay Negotiator." Harvard Business School Case 904-030, October 2003. (Revised November 2004.)
      • June 2003 (Revised March 2008)
      • Case

      Schering-Plough and Genome Therapeutics: Discovering an Asthma Gene

      By: Regina E. Herzlinger and Marc Aquino
      Personalized medicine requires the identification of mutated genes. Schering-Plough's search for the one related to asthma requires finding families with the disease. Examines the industry that helps conduct such research, including contract research organizations. View Details
      Keywords: Health Disorders; Research and Development; Genetics; Biotechnology Industry; Pharmaceutical Industry
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      Herzlinger, Regina E., and Marc Aquino. "Schering-Plough and Genome Therapeutics: Discovering an Asthma Gene." Harvard Business School Case 303-044, June 2003. (Revised March 2008.)
      • February 2003 (Revised January 2004)
      • Case

      International Steel Group

      By: Paul W. Marshall and Todd H Thedinga
      Profiles veteran investor Wilbur L. Ross, Jr.'s plan to turn around the aging steel assets of LTV, formerly America's second largest integrated steel producer. Purchasing several key assets from LTV under Section 363 of the Bankruptcy Code, Ross is able to acquire the... View Details
      Keywords: Corporate Entrepreneurship; Strategic Planning; Lawfulness; Labor Unions; Organizational Culture; Agreements and Arrangements; Global Strategy; Assets; Steel Industry; United States
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      Marshall, Paul W., and Todd H Thedinga. "International Steel Group." Harvard Business School Case 803-162, February 2003. (Revised January 2004.)
      • February 2003 (Revised May 2003)
      • Case

      Mobile Energy Services Company

      By: Benjamin C. Esty and Aldo Sesia
      When Al "Chainsaw" Dunlap became CEO of the Scott Paper Co., the company owned a large, vertically integrated production facility in Mobile, Alabama. Dunlap sold part of the production facility, a cogeneration power plant (later known as Mobile Energy Services Co.), to... View Details
      Keywords: Mergers and Acquisitions; Risk and Uncertainty; Contracts; Agreements and Arrangements; Investment; Projects; Vertical Integration; Energy Sources; Bonds; Ownership; Restructuring; Energy Industry; Alabama
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      Esty, Benjamin C., and Aldo Sesia. "Mobile Energy Services Company." Harvard Business School Case 203-061, February 2003. (Revised May 2003.)
      • February 2003 (Revised March 2006)
      • Case

      Centre Suisse d'Electronique et de Microtechnique (CSEM)

      By: Michael E. Porter, Willis M. Emmons III and Christian Fenner
      Le Centre Suisse d'Electronique et de Microtechnique S.A. (CSEM)--the Swiss Center for Electronics and Microtechnology--was a major nonprofit research institution located in Neuchatel, Switzerland, with roots in the Swiss watch industry. CSEM maintained close links to... View Details
      Keywords: Cooperation; Information Technology; Alliances; Research and Development; Performance Productivity; Innovation and Invention; Nonprofit Organizations; Electronics Industry; Switzerland
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      Porter, Michael E., Willis M. Emmons III, and Christian Fenner. "Centre Suisse d'Electronique et de Microtechnique (CSEM)." Harvard Business School Case 703-438, February 2003. (Revised March 2006.)
      • February 2003 (Revised February 2009)
      • Case

      Yahoo!: Becoming a Competitor in the Career Listings Space (A)

      By: Kathleen L. McGinn and Nicole Nasser
      In late 2001, Yahoo!'s new executive leadership team faces a decision. With online advertising revenues significantly off, the company has decided to explore new strategic businesses, including online recruiting. The team must decide whether to make a bid for... View Details
      Keywords: Mergers and Acquisitions; Decisions; Recruitment; Management Teams; Negotiation Deal; Employment Industry
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      McGinn, Kathleen L., and Nicole Nasser. "Yahoo!: Becoming a Competitor in the Career Listings Space (A)." Harvard Business School Case 903-071, February 2003. (Revised February 2009.)
      • February 2003 (Revised February 2009)
      • Case

      Yahoo!: Becoming a Competitor in the Career Listings Space (B)

      By: Kathleen L. McGinn and Nicole Nasser
      After weighing the pros and cons of making an unsolicited bid for HotJobs.com (an online recruiting company already under contract to be acquired by TMP Worldwide), the executive team of Yahoo! decides to make an immediate move rather than wait for the Federal Trade... View Details
      Keywords: Mergers and Acquisitions; Management Teams; Bids and Bidding; Negotiation Process; Strategy
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      McGinn, Kathleen L., and Nicole Nasser. "Yahoo!: Becoming a Competitor in the Career Listings Space (B)." Harvard Business School Case 903-072, February 2003. (Revised February 2009.)
      • November 2002 (Revised August 2003)
      • Case

      MedSource Technologies

      By: Robert S. Huckman
      Considers the issues facing Richard Effress, MedSource's chairman and CEO, as the firm approaches the Precision Cut project--the first test of MedSource's capabilities as an integrated, contract manufacturer in the medical device industry. MedSource Technologies was... View Details
      Keywords: Product Development; Production; Mergers and Acquisitions; Product Design; Supply Chain Management; Management Teams; Medical Devices and Supplies Industry; United States
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      Huckman, Robert S. "MedSource Technologies." Harvard Business School Case 603-081, November 2002. (Revised August 2003.)
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