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    • Faculty Publications  (33)

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    • All HBS Web  (297)
      • Faculty Publications  (33)

      Search And Negotiation FrictionsRemove Search And Negotiation Frictions →

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      • June 2012 (Revised October 2018)
      • Case

      Home Nursing of North Carolina

      By: Richard S. Ruback and Royce Yudkoff
      Ari Medoff's (HBS '11) goal was to control his own professional destiny by owning his own company. His search identified a suitable acquisition in Home Nursing of North Carolina, and he had negotiated a purchase price of $3.5 million, or 4.2x trailing EBITDA. Medoff... View Details
      Keywords: Search Funds; Small Companies; Acquisitions; Negotiation; Medical Services; Negotiation Process; Valuation; Investment; Acquisition; Health Industry
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      Ruback, Richard S., and Royce Yudkoff. "Home Nursing of North Carolina." Harvard Business School Case 212-120, June 2012. (Revised October 2018.)
      • 2011
      • Working Paper

      The Institutional Logic of Great Global Firms

      By: Rosabeth Moss Kanter
      Theories of the firm have been dominated by a legacy of ideas from early industrialization that pose zero-sum opposition between capital and labor (or capital and nearly everything else), differentiating the economy from society and often posing irreconcilable... View Details
      Keywords: Economy; Capital; Globalized Firms and Management; Labor; Corporate Social Responsibility and Impact; Practice; Conflict of Interests; Social Issues; Theory
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      Kanter, Rosabeth Moss. "The Institutional Logic of Great Global Firms." Harvard Business School Working Paper, No. 11-119, May 2011.
      • February 2011 (Revised February 2018)
      • Case

      Greg Mazur and the Purchase of Great Eastern Premium Pet Foods

      By: Richard S. Ruback and Royce Yudkoff
      Greg Mazur decided to purchase a small business after graduating from the Harvard Business School. The case explores his decision about whether or not he should finalize his deal to purchase Great Eastern Premium Pet Foods, Inc. ("GEPP"). It gives students the... View Details
      Keywords: Mergers and Acquisitions; Entrepreneurship; Financing and Loans; Negotiation Deal; Negotiation Preparation; Strategic Planning; Valuation
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      Ruback, Richard S., and Royce Yudkoff. "Greg Mazur and the Purchase of Great Eastern Premium Pet Foods." Harvard Business School Case 211-085, February 2011. (Revised February 2018.)
      • January 2007 (Revised July 2013)
      • Case

      To JV or Not To JV? That Is the Question (for XTech in China)

      By: Daniel J. Isenberg and Paul W. Marshall
      XTech, a leading manufacturer of metal parts for the telecommunications industry, is being pushed by its large equipment vendor customers to establish a manufacturing operation in China. CEO Reinhold Hesse is debating several options: establishing a joint venture,... View Details
      Keywords: Entrepreneurs; Entrepreneurship; Search; Global Ventures; Succession; Acquisitions; Private Equity; Negotiation; Partners and Partnerships; Expansion; Joint Ventures; Management Succession; Decision Choices and Conditions; Corporate Entrepreneurship; Financing and Loans; Global Strategy; Acquisition; Manufacturing Industry; Telecommunications Industry; China; United States
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      Isenberg, Daniel J., and Paul W. Marshall. "To JV or Not To JV? That Is the Question (for XTech in China)." Harvard Business School Case 807-118, January 2007. (Revised July 2013.)
      • December 2002 (Revised February 2015)
      • Case

      Jim Sharpe: Extrusion Technology, Inc. (Abridged)

      By: H. Kent Bowen and Barbara Feinberg
      Jim Sharpe, 10 years after receiving his MBA from Harvard and working for others, has finally become his own boss and 100% owner of manufacturer of aluminum extrusions. After 10 months of an unfunded search, he acquires the business in an LBO and prepares to face his... View Details
      Keywords: Search Funds; Search; Entrepreneurial Management; Operations Strategy; Acquisitions; Work/family Balance; Unions; Union; Turnarounds; Funding Model; LBO; Bank Debt; Bank Loans; Equity Investment; Career Management; Small Business; Work-Life Balance; Negotiation; Operations; Labor Unions; Investment; Entrepreneurship; Financing and Loans; Borrowing and Debt; Business Strategy; Manufacturing Industry
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      Bowen, H. Kent, and Barbara Feinberg. "Jim Sharpe: Extrusion Technology, Inc. (Abridged) ." Harvard Business School Case 603-084, December 2002. (Revised February 2015.)
      • October 2000 (Revised December 2008)
      • Case

      Doyle's Dealmaking Dilemma (A): Negotiating the Job Search

      By: James K. Sebenius
      MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. A rewritten version of an earlier case. View Details
      Keywords: Compensation and Benefits; Job Search; Negotiation Process; Personal Development and Career
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      Sebenius, James K. "Doyle's Dealmaking Dilemma (A): Negotiating the Job Search." Harvard Business School Case 801-229, October 2000. (Revised December 2008.)
      • October 2000 (Revised September 2002)
      • Case

      Doyle's Dealmaking Dilemma (B): Final Negotiations

      By: James K. Sebenius
      Supplements the (A) case. View Details
      Keywords: Negotiation Style; Compensation and Benefits; Job Search; Private Equity; Competency and Skills
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      Sebenius, James K. "Doyle's Dealmaking Dilemma (B): Final Negotiations." Harvard Business School Case 801-230, October 2000. (Revised September 2002.)
      • November 1999
      • Case

      Doyle's Dealmaking Dilemma: Negotiating the Job Search

      By: James K. Sebenius
      MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. View Details
      Keywords: Compensation and Benefits; Job Interviews; Job Search; Negotiation Process; Negotiation Tactics
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      Sebenius, James K. "Doyle's Dealmaking Dilemma: Negotiating the Job Search." Harvard Business School Case 800-124, November 1999.
      • August 1998
      • Case

      Record Masters

      By: William A. Sahlman, Michael J. Roberts and Laurence E. Katz
      Kent Dauten, a former general partner at the Chicago private equity firm of Madison Dearborn Partners, has engaged in a search to personally sponsor a buyout in which he can play an active management role. He has received a selling memorandum for Record Masters, a... View Details
      Keywords: Risk and Uncertainty; Leveraged Buyouts; Valuation; Negotiation Deal; Investment
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      Sahlman, William A., Michael J. Roberts, and Laurence E. Katz. "Record Masters." Harvard Business School Case 899-020, August 1998.
      • October 1996 (Revised January 1997)
      • Case

      Mt. Auburn Hospital

      By: F. Warren McFarlan and Jaan Elias
      In December of 1993, two of Boston's largest and best known hospitals, Massachusetts General and Brigham and Women's, announced that they were setting aside their historic rivalry to form an alliance and build a regional health network. The announcement set off a wave... View Details
      Keywords: Health Care and Treatment; Negotiation Offer; Alliances; Networks; Social Enterprise; Horizontal Integration; Health Industry; Boston
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      McFarlan, F. Warren, and Jaan Elias. "Mt. Auburn Hospital." Harvard Business School Case 397-083, October 1996. (Revised January 1997.)
      • September 1994 (Revised August 2006)
      • Case

      Giddings & Lewis: In Search of the Cutting Edge (Consolidated) (A)

      By: Nitin Nohria, Bharat N. Anand and Kyle F. Barnett
      Describes the conditions leading to the acquisition of Cross and Trecker by Gidding & Lewis. View Details
      Keywords: Mergers and Acquisitions; Negotiation; Situation or Environment; Integration; Valuation
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      Nohria, Nitin, Bharat N. Anand, and Kyle F. Barnett. "Giddings & Lewis: In Search of the Cutting Edge (Consolidated) (A)." Harvard Business School Case 495-018, September 1994. (Revised August 2006.)
      • February 1991 (Revised June 1993)
      • Case

      Ross Perot and General Motors

      By: Jay W. Lorsch
      In December, 1986 the General Motors Board of Directors must decide whether to accept the buyout agreement between GM and Ross Perot, a director of GM and its largest stockholder. The agreement called for GM to purchase all of Perot's GM shares in exchange for his... View Details
      Keywords: Leveraged Buyouts; Mergers and Acquisitions; Stock Shares; Resignation and Termination; Business or Company Management; Agreements and Arrangements
      Citation
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      Lorsch, Jay W. "Ross Perot and General Motors." Harvard Business School Case 491-027, February 1991. (Revised June 1993.)
      • Forthcoming
      • Article

      Who Benefits from Online Gig Economy Platforms?

      By: Christopher T. Stanton and Catherine Thomas
      Online labor platforms for short-term, remote work have many more job seekers than available jobs. Despite their relative abundance, workers capture a substantial share of the surplus from transactions. We draw this conclusion from demand estimates that imply workers'... View Details
      Keywords: Gig Economy; Knowledge Workers; Online Platforms; Job Search; Governing Rules, Regulations, and Reforms; Wages; Demand and Consumers
      Citation
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      Stanton, Christopher T., and Catherine Thomas. "Who Benefits from Online Gig Economy Platforms?" American Economic Review (forthcoming).
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