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    William A. Sahlman

    William Sahlman is a Baker Foundation Professor of Business Administration at Harvard Business School.

    Mr. Sahlman received an A.B. degree in Economics from Princeton University (1972), an M.B.A. from Harvard University (1975), and a Ph.D. in Business... View Details

    Keywords: airline; beverage; biotechnology; broadcasting; clothing; communications; computer; consumer products; e-commerce industry; education industry; electronics; energy; entertainment; fiber optics; financial services; food processing; furniture; grocery; health care; high technology; hotels ＆ motels; information; information technology industry; internet; investment banking industry; management consulting; manufacturing; marketing industry; medical supplies; motorcycles; nonprofit industry; pharmaceuticals; professional services; publishing industry; real estate; recreation; restaurant; retailing; semiconductor; service industry; soft drink; software; telecommunications; toy; transportation; travel; venture capital industry; video games
    • March 2009 (Revised September 2010)
    • Case

    HOYA Corporation (A)

    By: W. Carl Kester and Masako Egawa
    In 2007, HOYA of Japan must decide whether to change its friendly exchange offer for Pentax into a hostile cash tender offer. A surprising sequence of events had caused a friendly merger agreement to fall apart, resulting in a boardroom coup at Pentax and the... View Details
    Keywords: Mergers and Acquisitions; Investment Activism; Corporate Governance; Governance Controls; Governing and Advisory Boards; Negotiation Tactics; Business and Shareholder Relations; Valuation; Japan
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    • April 2002
    • Background Note

    Local Institutions and Global Strategy

    By: Tarun Khanna
    Explores how location affects a firm's strategy and identifies the different ways location affects industry structure, choice of a firm's position, and the sustainability of that position. The intellectual foundations lie in an appreciation of institutional economics.... View Details
    Keywords: Global Range; Global Strategy; Product Positioning; Market Transactions; Industry Structures; Negotiation Deal; Organizational Design; Outcome or Result; Strategic Planning
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    • May 2021 (Revised November 2024)
    • Case

    Colombia: An Economic Premium to Peace?

    By: Richard Vietor
    Colombia, once the fastest growing country in Latin America, continues to struggle with productivity. Both labor productivity and total factor productivity have been low for the past decade, despite economic growth of 4.7% annually. Many factors contribute, which... View Details
    Keywords: Productivity; Productivity Growth; Conflict; Labor Force Participation; Labor Market; Competitiveness; Dutch Disease; Security; Peace; Informality; Labor Laws; Total Factor Productivity; Labor Productivity; COVID-19 Pandemic; Economics; Development Economics; Economic Growth; Economy; Macroeconomics; Conflict Management; Competitive Advantage; Infrastructure; Negotiation; Inflation and Deflation; Non-Renewable Energy; National Security; Government Administration; Latin America; Central America; Colombia; South America
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    • 04 Jan 2012
    • First Look

    First Look: January 4

    maximize joint industry profits. Download the paper: http://www.hbs.edu/research/pdf/12-045.pdf From Single Deals to Negotiation Campaigns Authors:David A. Lax and James K. Sebenius Abstract View Details
    Keywords: Carmen Nobel
    • March 2010 (Revised April 2012)
    • Case

    Sheila Mason & Craig Shepherd (Abridged)

    The case describes two individuals who have met and are in the process of starting a company together. Each is still at his/her former employer, and each has signed a different employment agreement that, on paper, may prohibit some of the contemplated acts—i.e.,... View Details
    Keywords: Business Startups; Entrepreneurship; Venture Capital; Resignation and Termination; Intellectual Property; Law; Agreements and Arrangements
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    • 12 Jan 2016
    • First Look

    January 12, 2016

    as important contributors to health outcomes and costs in the United States. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50305 October 2015 Negotiation Journal Dualities in Negotiation: Introduction By: Sebenius,... View Details
    Keywords: Carmen Nobel

      BUSINESS ETHICS: WHAT EVERYONE NEEDS TO KNOW

      View Details

      • February 2019 (Revised November 2023)
      • Case

      Rent-a-Center/Vintage Capital

      By: Guhan Subramanian and Caeden Brynie
      Christopher Korst, General Counsel for Rent-A-Center (RAC), looked at the time. It was late in the evening on December 17, 2018, yet no notice of extension had come from Vintage Capital. In June, Vintage had agreed to buy RAC for $15 per share in cash, amounting to... View Details
      Keywords: Negotiation; Communication; Decision Making
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      • 10 Jan 2017
      • First Look

      First Look at New Research: January 10, 2017

      “Who are the world’s best negotiators? What makes them effective?” Inevitably Henry Kissinger’s name comes up as an elite, if controversial, negotiator from whom we can learn a great deal. At a time of rancorous divisions in American... View Details
      Keywords: Sean Silverthorne
      • December 2001 (Revised March 2003)
      • Case

      Ben Fiorentino: Selling the Family Business

      The caseescribes the challenges Ben Fiorentino, the second-generation head of a family-run equipment business, must deal with as he decides whether and how to sell the business. The business is encountering classic problems that confront family-owned firms: The third... View Details
      Keywords: Family Business; Negotiation; Business Exit or Shutdown; Management Teams; Agency Theory
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      • September 2024
      • Case

      Eat App: Building and Monetizing an End-to-End Dining Experience Solution

      By: Elie Ofek and Ahmed Dahawy
      Founded in 2015 in Bahrain, Eat App was an up-and-coming player in the global restaurant management software business. In early 2024, having shifted to a product-led growth strategy, the company’s co-founders faced a host of decisions that could greatly impact their... View Details
      Keywords: Price; Growth and Development Strategy; Product Marketing; Negotiation Deal; Internet and the Web; Value Creation; Profit; Revenue; Applications and Software; Product; Food and Beverage Industry; Technology Industry; Bahrain; United Arab Emirates; Abu Dhabi; Dubai
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      • January 2021 (Revised March 2021)
      • Supplement

      Juno (C): Leveraging Student Power

      By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
      In May 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to hold the annual auction for their student loan assistance startup. Five lenders submitted bids, and the co-founders ultimately opted to select Eager Bank as their partner for the 2020-2021... View Details
      Keywords: Decision Making; Decision Choices and Conditions; Decisions; Cost vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing and Debt; Strategy; Adaptation; Alignment; Negotiation; Agreements and Arrangements; Negotiation Deal; Negotiation Offer; Negotiation Participants; Negotiation Process; Negotiation Tactics; Negotiation Types; Financial Services Industry; Education Industry; North and Central America; United States; Massachusetts; Boston
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      • 29 Feb 2024
      • HBS Case

      Beyond Goals: David Beckham's Playbook for Mobilizing Star Talent

      five-year, $6.5 million-a-year contract with LA Galaxy that positioned him to buy the Major League Soccer’s (MLS) Miami franchise in 2018. As his two-decade soccer career waned, Beckham’s star remained ascendant in business and entertainment, with View Details
      Keywords: by Avery Forman; Sports
      • January 2014 (Revised September 2015)
      • Case

      Mittal Steel's Pursuit of Arcelor (A)

      By: Paul M. Healy and Penelope Rossano
      Lakshmi Mittal, CEO of Mittal Steel, a UK-based company with Indian roots, took advantage of a weakened Arcelor that had successfully won a bidding war for Canadian steel company Dofasco, with an unsolicited bid to buy the company. Mittal's plans for acquiring Arcelor... View Details
      Keywords: Fiduciary Duty; Steel; India; Europe; Governance; Mergers; Board Decisions; White Knight; Strategy; Negotiation; Mergers and Acquisitions; Corporate Governance; Cross-Cultural and Cross-Border Issues; Steel Industry; Canada; United Kingdom; Russia; India
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      • February 2019 (Revised January 2020)
      • Teaching Note

      Renegotiating NAFTA

      By: Laura Alfaro and Sarah Jeong
      On January 16, 2020, the Senate passed a landmark trade deal that would replace the 26-year-old North American Free Trade Agreement (NAFTA). Until the United States-Mexico-Canada Agreement (USMCA) was signed, considerable debate had surrounded it. The new agreement... View Details
      Keywords: NAFTA; Trade; Agreements and Arrangements; Policy; Cost vs Benefits; North America
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      • February 1998 (Revised December 1998)
      • Case

      Atlantic Energy/Delmarva Power & Light (A)

      By: Benjamin C. Esty, Mathew M Millett and Tracy Aronson
      Delmarva Power & Light and Atlantic Energy are neighboring electric utilities based in Delaware and New Jersey, respectively. In early 1996, they entered into merger negotiations, but were unable to reach an agreement on price because they could not agree on what... View Details
      Keywords: Valuation; Negotiation Offer; Government Legislation; Risk and Uncertainty; Mergers and Acquisitions; Contracts; Utilities Industry; Delaware; New Jersey
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      • 05 Apr 2016
      • First Look

      April 5, 2016

      for your acquisition, find and evaluate the right prospects, avoid the pitfalls that could derail your search, understand why a "dull" business might be the best investment, negotiate a potential View Details
      Keywords: Sean Silverthlorne
      • February 2018
      • Supplement

      Robert K. Steel at Wachovia (B)

      By: Gautam Mukunda, Nien-hê Hsieh and David Lane
      In September 2008, Robert Steel presided over the sale of Wachovia, a top U.S. bank, less than three months after becoming its CEO. Wachovia’s exposure to risky home loans led depositors and creditors to flee the bank on Friday, September 26, after the FDIC seized and... View Details
      Keywords: Leadership; Financial Crisis; Robert Steel; Wachovia; Sheila Bair; Richard Kovacevich; Wells Fargo; Vikram Pandit; Citigroup; FDIC; Tim Geithner; Mortgage Lending; Contagion; Mergers And Acquisitions; Financial Services; Banking; Decision Making; Ethics; Fairness; Finance; Leadership Style; Crisis Management; Management Style; Risk Management; Negotiation; Business and Stakeholder Relations; Banking Industry; United States
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      • August 2024
      • Case

      Oculii

      By: Andy Wu and Lucas Defilippo
      It was a bright June day in 2016. Steven Hong, co-founder and COO of Oculii had just signed a letter of intent agreeing to a 51% stake acquisition by Nexteer Automotive, a global steering and driveline supplier company that developed advanced driver assistance systems... View Details
      Keywords: Automotive; Autonomous Vehicles; Wireless Communications; Mergers and Acquisitions; Communication Intention and Meaning; Intellectual Property; Growth Management; Negotiation Deal; Supply Chain; Auto Industry; Technology Industry
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