Publications

03 Oct 2007
Research & Ideas

Dealing with the ‘Irrational’ Negotiator

Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. The following excerpt describes strategies and tactics to overcome another party's counterproductive behavior and keep the deal on track. These are ideas that... View Details

Keywords: by Deepak Malhotra & Max H. Bazerman

03 Mar 2003
Research & Ideas

The Ingredients of a Deal Disaster

Chinese Business, "The Chinese perceive contracts as too rigid to take new circumstances into account. Hence, there is no stigma to changing the terms of an agreement after it has been signed." That approach often frustrates... View Details

Keywords: by Ron S. Fortgang, David A. Lax & James K. Sebenius

2023
Article

Green Bargains: Leveraging Public Investment to Advance Climate Regulation

By: Jonas Meckling and Jesse Strecker

Climate policy has entered a new era as public investment is increasingly moving to center stage, including recovery spending and long-term climate investment plans. While essential for decarbonization, public investment is not enough – the carrots of investment need... View Details

Keywords: Government and Politics; Environmental Regulation; Climate Change; Policy; Motivation and Incentives

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spring 1976
Article

The National Association of Manufacturers and Public Relations during the New Deal

By: R. S. Tedlow

Keywords: Organizations; Manufacturing Industry; Public Relations Industry

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March 2013 (Revised May 2013)
Case

Building Innovation at Terrapin Bright Green

By: Amy C. Edmondson, Sydney Ribot and Mary Saunders

Describes Terrapin Bright Green, an environmental consulting and strategic planning firm, and its approach for creating integrative, systematic solutions to green-building conundrums through consulting, research, and policy-related activities. Emphasis is placed on the... View Details

Keywords: Integrated Design; Entrepreneurs; Creative Industries; CONSULTING Firms; Energy; Design; Governance; Growth and Development; Innovation and Invention; Knowledge; Labor; Organizations; Problems and Challenges; Research; Strategy; Value; Consulting Industry; New York (city, NY)

June 2021
Article

Deals in the Time of Pandemic

By: Guhan Subramanian and Caley Petrucci

The COVID-19 pandemic has brought new attention to the period between signing and closing in M&A transactions. Transactional planners heavily negotiate the provisions that govern the behavior of the parties during this window, not only to allocate risk between the... View Details

Keywords: Takeovers; COVID-19; Material Adverse Effect; Mergers and Acquisitions; Health Pandemics

SSRN

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June 1994
Case

Green Marketing at Rank Xerox

By: Jeffrey F. Rayport

Xerox Corp. is on the verge of launching a new line of photocopiers made largely from refurbished or recycled parts. In spite of this reclaimed content, the company intends to position the machines as "new." The move is a response to growing environmental pressures in... View Details

Keywords: Product Positioning; Machinery and Machining; Environmental Sustainability; Manufacturing Industry; Consumer Products Industry; Europe

May–June 2015
Article

Big Data: Big Deal or Big Hype?

By: Sunil Gupta

Google Flu Trends article of November 2008 heralded a new age for big data where it is possible to leverage the vast amount of data to speak for itself, without theory or expert knowledge of the subject matter. However, in a short span the pendulum swung from big data... View Details

Keywords: Big Data; Analytics and Data Science; Management Practices and Processes

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28 Apr 2003
Research & Ideas

Supply Chain Risk: Deal With It

keeping your supply chain costs as low as possible. First, however, a little background on the nature of risk and how companies seek to deal with it. The Nature Of Risk Risks lurk along the entire length of supply chains, and are as... View Details

Keywords: by David Stauffer

17 Jun 2017
Research & Ideas

Amazon, Whole Foods Deal a Big Win for Consumers

Source: 400tmax Editor's Note. Online retailing behemoth Amazon announced June 16 that it would acquire upscale grocery chain Whole Foods Market in a deal valued at more than $13 billion. Though the company has dabbled with the idea of a brick-and-mortar footprint in... View Details

Keywords: by Jose Alvarez and Len Schlesinger; Retail

16 Feb 2021
Research & Ideas

To Fight Climate Change, Should Green Investors Reconsider Big Oil?

co-researchers wanted to find out whether sustainable investment capital is flowing to companies that are in the best position to solve the urgent and complex problems created by climate change. In their new working paper, The... View Details

Keywords: by Kristen Senz; Energy

01 Aug 2005
Research & Ideas

How to Choose the Best Deal

deal work. But without knowing exactly what he'd need to pay for each, how can he determine which property is the better value? How can he judge success in his negotiations with one seller without knowing what the second seller might be... View Details

Keywords: by Michael Wheeler

06 Jan 2011
What Do You Think?

How Should Management Deal With “Anonymous”?

said, "maybe the only thing that can help is common sense and learning to keep our mouths, and e-mails, shut." The most prevalent attitude about dealing with a leaky Internet was to assume the worst and act accordingly. In Mike... View Details

Keywords: by James L. Heskett

January 2014 (Revised May 2015)
Case

Yahoo: Both Sides of the Stamped Deal

By: Jeffrey J. Bussgang and Lisa C. Mazzanti

In 2012, Marissa Mayer became the CEO of Yahoo!, a tech giant with a tumultuous past. When Mayer tries to reinvigorate the company, she hires Jacqueline Reses, who has a private equity background, to head both human resources and mergers and acquisitions (M&A). As part... View Details

Keywords: Mobile App; Acquisition-hire; Exit Strategy; Start-up; Mobile and Wireless Technology; Mergers and Acquisitions; Human Resources; Entrepreneurship; Business Startups; Product Development; Technology Industry; Sunnyvale; New York (city, NY)

December 2008 (Revised October 2009)
Case

Alliance for a Green Revolution in Africa (AGRA)

By: David E. Bell and Brian Matthew Milder

In 2006, the Bill and Melinda Gates Foundation and the Rockefeller Foundation joined together to form a new organization, AGRA, to tackle the historic challenge of increasing agricultural production in Africa. Launched with much fanfare and led by former U.N.... View Details

Keywords: Developing Countries and Economies; Investment Funds; Food; Philanthropy and Charitable Giving; Business and Government Relations; Non-Governmental Organizations; Poverty; Agriculture and Agribusiness Industry; Africa

08 Aug 2005
Research & Ideas

Decision Rights: Who Gives the Green Light?

for executives there to absorb and react to it, reduced the company's ability to respond to bid requests on a timely basis. Alert to this change, a European rival added a 24-hour limit to its competing bids, forcing quick decisions from clients—and winning View Details

Keywords: by Peter Jacobs

December 2011
Case

Roger Caracappa: Package Deals for the Estée Lauder Companies

By: James K. Sebenius

Roger Caracappa must negotiate a cost-saving, innovative proposal from a potential French supplier that could displace the otherwise satisfactory, long-time incumbent supplier. Shortly after being promoted to executive vice president of the Estée Lauder Companies with... View Details

Keywords: Operations; Supply Chain Management; Change; Innovation and Invention; Cost vs Benefits; Beauty and Cosmetics Industry

April 2014
Case

Green Mountain Coffee Roasters, Inc.: Taking on Seasonal Starvation in Latin America

By: Christopher Marquis and Zoe Yang

A company with a strong commitment toward corporate social responsibility since its founding days, Green Mountain faced an ethical decision point in 2007 as new information from the field uncovered a chronic dire problem facing coffee communities—seasonal starvation.... View Details

Keywords: Fair Trade; Coffee; Corporate Social Responsibility and Impact; Environmental Sustainability; Food and Beverage Industry; Consumer Products Industry; Latin America; Central America; Mexico; Guatemala; Nicaragua