Publications
Publications
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(1,636)
- Faculty Publications (446)
- December 1997
- Case
Intercontinental Breweries (Abridged)
By: Thomas R. Piper
A senior executive of a U.S. multinational is attempting to develop a set of financial, operating, and ownership arrangements that will be acceptable to the management and employees of a major Polish company and to the Ministry of Privatization. The arrangements must... View Details
- December 1997 (Revised August 1998)
- Case
Shanghai Real Estate (A)
By: Lynn S. Paine and Harold F. Hogan Jr
An independent consultant from the United States must decide what to do when faced with his client's apparent violation of an agreement with a third party. The consultant is American, the client is a Chinese real estate developer, and the third party is a French... View Details
- March 1997 (Revised October 1999)
- Case
Stone Container in Honduras (A)
By: James K. Sebenius and Hannah Bowles
Chicago-based Stone Container Corp., a leading producer of cardboard containers and paper bags, proposes a large-scale pine forest management and utilization program in the La Mosquitia region of Honduras. A framework agreement with the government is strongly endorsed... View Details
- February 1997 (Revised October 1999)
- Case
3M: Negotiating Air Pollution Credits (C)
By: Michael A. Wheeler and Thomas Dretler
An epilogue to the (A) and (B) cases, this describes the final steps in implementing the agreement 3M made with Procter and Gamble and with local public officials and interest groups. View Details
- January 1997 (Revised October 2000)
- Case
Lynton V. Harris & Madison "Scare" Garden (A)
By: Michael A. Wheeler and Guhan Subramanian
A young entrepreneur, Lynton V. Harris, who successfully staged family-oriented shows in his native Australia and who had several entertainment ventures in the United States, is on the verge of signing an agreement with Madison Square Garden to jointly produce a new... View Details
- January 1997
- Article
The Effect of Multiple Anchors on Anchoring Individual and Group Judgment
By: James K. Sebenius and Glen Whyte
- November 1996 (Revised July 1997)
- Case
Alexander Plaza
By: Arthur I Segel and William J. Poorvu
In May 1996, Henry Bower, an asset manager for a real estate adviser, Medcem, has to negotiate the details of a lease after signing a letter of intent with a high technology company, Defentek, Inc. Defentek, Inc. is a fast-growing company with limited net worth that is... View Details
- October 1996 (Revised April 1998)
- Case
Mobil USM&R (D): Gasoline Marketing
By: Robert S. Kaplan
Mobil US Marketing & Refining has shifted from a centralized staff-driven organization to decentralized business-units. Staff functions now must negotiate service agreements with a buyer's committee consisting of representatives from the profit-center business units.... View Details
- October 1996 (Revised November 1996)
- Case
Boston Beer Company: Samuel Adams, Brewmaster Leading a Revolution
By: Ray A. Goldberg and Mollie H. Carter
Boston Beer Co. revolutionized the beer industry by identifying and responding to a new consumer segment. Using the excess capacity in the brewing industry to establish contract brewing arrangements and an extremely capable sales force, the company opened the... View Details
- October 1996
- Article
The Use of Covenants: An Empirical Analysis of Venture Partnership Agreements
By: Paul A. Gompers and J. Lerner
- September 1996 (Revised December 2000)
- Background Note
Protection of Intellectual Property in the United States, The
By: Myra M. Hart and Howard G. Zaharoff
Presents an overview of U.S. laws/systems in place to safeguard intellectual property rights. Includes a brief history of the development of the laws. Attention is given to patents, licenses, copyrights, trade secrets, trade and service markets, and non-disclosure and... View Details
- July 1996 (Revised August 2024)
- Case
Innovative Opportunities to Manage Health Care Delivery
By: Regina E. Herzlinger and D. Scott Lurding
The purpose of this case is:
To familiarize the students with the changing landscape of health care delivery, through chains of retail medical centers and those offering value-based care (VBC).
To discuss fundamental managerial decisions about their... View Details
To discuss fundamental managerial decisions about their... View Details
- May 1996 (Revised July 1998)
- Case
Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (A)
A large, lucrative power plant is negotiated for construction/operation by an American power company in India's evolving privatized power sector. The process of incorporating the project is captured in this case. The American company will own and operate the plant in... View Details
- April 1996 (Revised November 1997)
- Case
Background and Agreements on Foreign Direct Investment
By: Louis T. Wells Jr. and Courtenay Sprague
A brief history of foreign direct investment (FDI) is explored, emphasizing conflicts, developments in the legal framework governing FDI, and international agreements and nonbinding principles formulated to resolve disputes brought in by FDI. Propositions provide a... View Details
- March 1996 (Revised January 2001)
- Case
Incidents in Trade Policy
By: Louis T. Wells Jr. and Courtenay Sprague
Discusses a series of incidents of conflict between the United States and foreign governments on trade. View Details
- January 1996
- Case
Outrage in Cyberspace: CompuServe and the GIF Patent
By: Josh Lerner and Benjamin Conway
CompuServe, an online services vendor, informs its software developers that they must enter into a licensing agreement to use the popular GIF compression. CompuServe claims that it is forced to do so because Unisys is enforcing its patent rights in this area. Others... View Details
- January 1996
- Case
Palm Computing, Inc. (A)
By: Myra M. Hart
Discusses patents, licenses, and deal making in a start-up venture. The entrepreneur, Jeff Hawkins, holds a patent on Palm Print, a pattern recognition algorithm. After licensing Palm Print to his employer, he led three years of development of commercial products for... View Details
- January 1996 (Revised February 1997)
- Case
Tennessee Valley Authority: Option Purchase Agreements
By: Peter Tufano
James Cross, VP of customer planning at the Tennessee Valley Authority, a major supplier of electric power in the Southeast United States, is considering meeting its incremental capacity needs by creating new financial contracts, Option Purchase Agreements (OPAs) to... View Details
- November 1995
- Case
Transformation of Pratt & Whitney North Haven (C)
By: H. Kent Bowen, Linda A. Hill, Andrew P. Burtis, Sylvie Ryckebusch and John Schiavone
As part of the Pratt & Whitney North Haven restructuring effort, Ed Northern and his business unit managers are encouraging workers to make decisions and take an active role in improving the manufacturing process at North Haven. Business Unit Manager Tom Hutton has... View Details
- November 1995 (Revised March 2000)
- Case
Jurassic Park
By: John A. Quelch
Managers at MCA/Universal Merchandising are reviewing worldwide merchandising and licensing arrangements for the movie Jurassic Park. View Details