Publications
Publications
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- All HBS Web
(620)
- Faculty Publications (95)
- August 2008 (Revised April 2012)
- Case
Real Property Negotiation Game (A): Seller Case, Las Vegas Pines
By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. This is the seller... View Details
- August 2008 (Revised April 2012)
- Case
Real Property Negotiation Game (A): Seller Case, Raleigh Commons
By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. This is the seller... View Details
- August 2008 (Revised April 2012)
- Supplement
Real Property Negotiation Game (B): Buyer
By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. The buyer case for the... View Details
- August 2008 (Revised April 2012)
- Supplement
Real Property Negotiation Game (B): Seller, Las Vegas Pines
By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. The seller case, Las... View Details
- August 2008 (Revised April 2012)
- Supplement
Real Property Negotiation Game (B): Seller, Raleigh Commons
By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. The seller case,... View Details
- August 2008 (Revised April 2012)
- Case
Real Property Negotiation Game : Lender Case, Porus Bank
By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. This is the lender case... View Details
- December 2007 (Revised February 2012)
- Case
John and Andrea Rice: Entrepreneurship and Life
By: Howard H. Stevenson, Janet Kraus and Shirley Spence
The case follows the professional and personal lives of John and Andrea Rice, illustrating the challenge of "juggling" the multiple aspects of life (career, family, community, self) in the pursuit of a personal vision of success. Particular attention is paid to the... View Details
- November 2007
- Case
Center for Integration of Medicine and Innovative Technology (CIMIT)
By: H. Kent Bowen and Courtney Purrington
Translating innovative ideas form the clinician to the patient remains a major problem in the field of medicine. Dr. John Parrish and colleagues created an organization (CIMIT) that brings the technical, financial, and administrative resources to these innovative... View Details
- 2007
- Working Paper
Mental Accounting and Small Windfalls: Evidence from an Online Grocer
By: Katherine L. Milkman, John Beshears, Todd Rogers and Max H. Bazerman
We study the effect of small windfalls on consumer spending decisions by examining the purchasing behavior of a sample of online grocery shoppers over the course of a year. We compare the purchases customers make when redeeming a $10-off coupon they received from their... View Details
- March 2007 (Revised October 2007)
- Module Note
Negotiating Effectively in Family Business Systems
By: Deepak Malhotra and John A. Davis
Explores how families in business can apply five principles of negotiation that are used effectively by non-family members. The distinctive characteristics of family relationships and of family business systems--which affect the use of these principles--are described. View Details
- June 2006
- Exercise
Matthew A. Hunter
By: John A. Davis and Deepak Malhotra
Matthew Hunter, CEO of a second-generation family business, must manage the performance of a key manager in his company. Looks at the impact of family relationships on performance management. View Details
- June 2006
- Case
Matthew B. Hunter
By: John A. Davis and Deepak Malhotra
Matthew Hunter, CEO of a second-generation family business, must manage the performance of a key manager in his company. Looks at the impact of family relationships on performance management. View Details
- January 2006 (Revised September 2007)
- Case
Bentington Industries
By: David Ager and John A. Davis
Describes the situation facing Paul Bentington, the president, CEO, and member of the owning family of BIND, PLC, a large and successful family-owned engineering consulting firm in London. Bentington's sister and brother, both of whom are owners of the firm, confront... View Details
- January 2005 (Revised June 2005)
- Supplement
Hancock Land Company and Hancock Lumber Company (B)
By: John A. Davis and Dwight B. Crane
Supplements the (A) case. View Details
- 2004
- Book
Birth of a Salesman: The Transformation of Selling in America
This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and... View Details
- 2004
- Chapter
Globalization in the Apparel and Textile Industries: What Is New and What Is Not?
By: Frederick H. Abernathy, John T. Dunlop, Janice H. Hammond and David Weil
- September 2003 (Revised April 2013)
- Case
Holt Lunsford Commercial
By: Arthur I Segel and John H. Vogel Jr.
Holt Lunsford is debating how to grow his Dallas-based commercial real estate services firm and how to advise a long-time client who is wondering whether to lease or buy an industrial warehouse. Focuses on the highly competitive and increasingly institutionalized $50... View Details
- July 2002 (Revised January 2007)
- Teaching Note
Corbin Motors (TN)
By: Dwight B. Crane and John A. Davis
Teaching Note for (9-800-023). View Details
- December 2001 (Revised March 2002)
- Compilation
"Doer's Profile" Donald John Trump (1946-)
By: Howard H. Stevenson and Laura L. Nash
Designed to facilitate a discussion of the nature of enduring success. Includes both biographical data and excerpts from autobiographical material. View Details
Keywords: Success
- August 2001 (Revised March 2016)
- Case
Doral Costa
By: William J. Poorvu, John H. Vogel Jr., Arthur I. Segel and Amy Silverstein
Doral Costa is a proposed 277,803 square foot Class A office park development in Miami, FL. Trammell Crow Co. would like to develop this office park in joint venture with a partner. Samantha Spar, the acquisitions partner at Titan Associates, a large real estate... View Details