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  • 21 Oct 2013
  • News

Negotiation Strategies for Doctors — and Hospitals

  • Research Summary

Managing International Trade and Investment

By: Debora L. Spar
Introduced by Debora Spar in 1995, Managing International Trade and Investment is an elective course that prepares students to deal with the distinct set of management challenges that face cross-border businesses. Building on experience that suggests that what works... View Details
  • 2014
  • Working Paper

Handshaking Promotes Cooperative Dealmaking

By: Juliana Schroeder, Jane Risen, Francesca Gino and Michael I. Norton
Humans use subtle sources of information—like nonverbal behavior—to determine whether to act cooperatively or antagonistically when they negotiate. Handshakes are particularly consequential nonverbal gestures in negotiations because people feel comfortable initiating... View Details
Keywords: Negotiation Tactics; Cooperation; Societal Protocols
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  • March 2014 (Revised November 2020)
  • Case

The Novartis Malaria Initiative

By: Michael Chu, Vincent Marie Dessain and Emilie Billaud
The Novartis Malaria Initiative was designed, as a result of a precedent–setting agreement with the World Health Organization in 2001, to provide a breakthrough treatment for malaria—"at no profit"—for public health systems. What had begun as an exemplary act of... View Details
Keywords: Health Care and Treatment; Product Marketing; Corporate Social Responsibility and Impact; Social Enterprise; Pharmaceutical Industry; Switzerland; Africa; Nigeria
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  • March 24, 2014
  • Article

Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran

By: James K. Sebenius
While the Obama team deserves high marks for launching the interim talks, its approach doesn't sell the upside of a comprehensive deal persuasively enough to transform more Iranian skeptics into active supporters—a necessary condition for success if there is an... View Details
Keywords: Negotiations; Nuclear; Conflict Resolution; Winning Coalition; Blocking Coalition; Strategy; France; Germany; Iran; China; Great Britain; United States; Russia; Negotiation; International Relations; Conflict and Resolution; Public Administration Industry; France; Germany; Iran; China; Great Britain; United States; Russia
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    Michael A. Wheeler

    Mike Wheeler joined the HBS faculty in 1993 and has taught extensively in its MBA, Executive, and distance learning programs. His highly interactive 8-week/40-hour HBS Online Negotiation... View Details

    Keywords: arts; construction; e-commerce industry; energy; federal government; green technology; internet; legal services; nonprofit industry; petroleum; pharmaceuticals; publishing industry; real estate; service industry; sports; state government; utilities
    • November 2022
    • Case

    Arcos Dorados’ Quest for the Digitalization of Last-Mile Delivery in Colombia

    By: Jorge Tamayo, Jenyfeer Martinez Buitrago and Mariana Cal
    In 2018, Francisco Staton, Managing Director of Arcos Dorados in Colombia had to decide on the company’s strategy to expand its food ordering and delivery business in the country. Arcos Dorados stood as McDonald’s largest independent franchisee, and Colombia was one of... View Details
    Keywords: Digital Transformation; Delivery; McDonald's; Latin America; Quick Serve Restaurants; QSR; Transformation; Decision Making; Decision Choices and Conditions; Global Strategy; Technological Innovation; Growth and Development Strategy; Agreements and Arrangements; Negotiation Tactics; Logistics; Service Delivery; Organizational Culture; Performance Improvement; Partners and Partnerships; Strategy; Food and Beverage Industry; Latin America; South America; Colombia
    Related
    • October 2013 (Revised March 2015)
    • Case

    Cyprus (A)

    By: Eric Werker, Sebastian Berardi, Stelios Elia, Omar Muakkassa and James Zumberge
    Cyprus is a small Mediterranean island located at the cross-roads of Europe, Africa, and the Middle East. Since its 1974 split, Cyprus has grown real GDP more than fivefold—in large part because of its development as an "international business" center. The country... View Details
    Keywords: Tax Havens; Taxation; Financial Crisis; Business and Government Relations; Cyprus
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    • Research Summary

    Bargaining with Imperfect Enforcement

    Joint work with Mark Williams, formerly of Exeter College, Oxford.

    The game-theoretic bargaining literature insists on non-cooperative bargaining procedure but allows cooperative implementation of agreements. The effect of this is to allow free-reign of bargaining... View Details

    • January–February 2025
    • Article

    What People Still Get Wrong About Negotiations: They Assume the Size of the Pie Is Fixed—and So Miss Opportunities to Create Value

    By: Max H. Bazerman
    Most executives leave value on the negotiating table, for two main reasons: First, many executives mistakenly believe that they’re negotiating over a fixed pie and that gains for one side necessarily mean losses for the other. Second, they focus exclusively on how to... View Details
    Keywords: Negotiation Offer; Negotiation Tactics; Value; Communication; Trust
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    • 2014
    • Teaching Note

    Bluestar's Acquisition of Adisseo (A) (TN)

    By: F. Warren McFarlan, Donghong Li and Zhenning Yang
    This case describes the process of acquiring Adisseo of France in 2006 by Bluestar Group, the largest subsidiary of ChemChina (a Fortune 500 company). Adisseo was mainly engaged in production of methionine, a feed additive, while China had no methionine production and... View Details
    Keywords: Internationalization; Mergers ＆ Acquisitions; Strategy; China; France; Chemicals; China; France
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    • 10 Jul 2012
    • Working Paper Summaries

    Communicating Frames in Negotiations

    Keywords: by Kathleen L. McGinn & Markus Nöth
    • 01 Feb 2007
    • Working Paper Summaries

    Noncompetes and Inventor Mobility: Specialists, Stars, and the Michigan Experiment

    Keywords: by Matt Marx, Deborah Strumsky & Lee Fleming
    • 2022
    • Case

    Mandalay Homes: Building Sustainable Innovation in Residential Construction

    By: Andrew J. Hoffman
    Mandalay Homes, a home builder based in northern Arizona, is a market leader in energy efficiency based construction. The company is now at a crossroads for developing a strategy for the future. Internal leadership is in agreement that quality is better than quantity... View Details
    Keywords: Green Building; Renewable Energy; Environmental Sustainability; Business Strategy; Construction Industry
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    • June 2011 (Revised November 2014)
    • Case

    Vehbi Koç and the Making of Turkey's Largest Business Group

    By: Asli M. Colpan and Geoffrey Jones
    The case describes the creation of Turkey's largest business group by Vehbi Koç. The foundation of this group in the interwar years, and its subsequent diversification into many industries, including automobiles, household goods, and services, is analysed. The case... View Details
    Keywords: Emerging Markets; Entrepreneurship; Globalization; Organizational Structure; Diversification; Manufacturing Industry; Turkey
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    • April 1994 (Revised April 1995)
    • Case

    Volkswagen de Mexico's North American Strategy (A)

    In 1988, Volkswagen (VW) consolidated its North American operations in Puebla, Mexico, after shutting down its plant in Pennsylvania. Volkswagen de Mexico had been in operation since the 1960s, but produced almost exclusively for the Mexican market. In the late 1980s,... View Details
    Keywords: Organizational Change and Adaptation; Trade; Manufacturing Industry; Auto Industry; Canada; Germany; United States; Mexico
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    • October 2024 (Revised December 2024)
    • Case

    Kering Eyewear

    By: Rohit Deshpandé, Dante Roscini and Elena Corsi
    In June 2024, Roberto Vedovotto, CEO of Kering Eyewear, prepared to discuss the future of the recently acquired brands LINDBERG, a Danish optical eyewear brand, and Maui Jim, an American sunglasses brand. Vedovotto founded Kering Eyewear in 2014, convincing... View Details
    Keywords: Marketing Strategy; Brands and Branding; Product Marketing; Mergers and Acquisitions; Business or Company Management; Growth and Development Strategy; Luxury; Fashion Industry; Apparel and Accessories Industry; Consumer Products Industry; Italy; Europe; China
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    • Article

    How Venture Capitalists Make Decisions

    By: Paul A. Gompers, Will Gornall, Steven Kaplan and Ilya Strebulaev
    For decades now, venture capitalists have played a crucial role in the economy by financing high-growth start-ups. While the companies they’ve backed—Amazon, Apple, Facebook, Google, and more—are constantly in the headlines, very little is known about what VCs actually... View Details
    Keywords: Venture Capital; Investment; Decision Making
    Related
    • 20 Jan 2017
    • News

    The Economy And Trump: Gestures Versus Policy

    • September 2007
    • Article

    Investigative Negotiation

    By: Deepak Malhotra and Max H. Bazerman
    This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Negotiators often fail to achieve results because they channel too much effort into... View Details
    Keywords: Knowledge Acquisition; Knowledge Use and Leverage; Negotiation Process; Negotiation Tactics; Motivation and Incentives; Perspective; Pharmaceutical Industry
    Related