Publications
Publications
Show Results For
- All HBS Web
(1,794)
- Faculty Publications (523)
- May 2000 (Revised August 2001)
- Case
Telecom Italia Takeover (C)
By: Michael D. Watkins, James K. Sebenius and Ann Leamon
Supplements the (A) case. View Details
- May 2000 (Revised August 2001)
- Case
Telecom Italia Takeover (A)
By: Michael D. Watkins, James K. Sebenius and Ann Leamon
After two months at the helm of Telecom Italia, Franco Bernabe is confronted by a hostile takeover bid from a much smaller rival. He has a few days in which to maneuver. The case describes the background of Italian telecoms and of the bid itself. Also presents the... View Details
- March 2000
- Background Note
Fall Before Rising, A: The Story of Jai Jaikumar (A)
By: H. Kent Bowen, Richard Compton Squire, Sarah Patricia Vickers-Willis and Harry James Wilson
What is the relationship between good fortune, professional success, and a moral obligation to other people? Jai Jaikumar, who as a youth was saved by a shepherd woman after a tragic mountaineering accident in the Himalayas, and who later rose to the top of his... View Details
- March 2000 (Revised August 2000)
- Background Note
Fall Before Rising, A: The Story of Jai Jaikumar (B)
By: H. Kent Bowen, Richard Compton Squire, Sarah Patricia Vickers-Willis and Harry James Wilson
What is the relationship between good fortune, professional success, and a moral obligation to other people? Jai Jaikumar, who as a youth was saved by a shepherd woman after a tragic mountaineering accident in the Himalayas, and who later rose to the top of his... View Details
- November 1999
- Case
Doyle's Dealmaking Dilemma: Negotiating the Job Search
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
- October 1999 (Revised June 2002)
- Case
Case Brief: Stone Container in Honduras and Costa Rica
By: James K. Sebenius and Hannah Bowles
Summarizes contents of two full-length cases. The cases provide examples of two different approaches to managing complex multi-party negotiations with stakeholders. A rewritten version of an earlier case. View Details
- August 1999 (Revised September 1999)
- Case
Double Dealmaking in the Browser Wars (A)
Recounts two complex negotiations in which Netscape and Microsoft compete to win a browser contract with AOL--then later with KPMG. After reviewing the web and browser sectors, this case recounts AOL's dramatic negotiations with Netscape and with Microsoft over which... View Details
- April 1999
- Case
Steve Perlman and WebTV (A)
By: James K. Sebenius and Ron Fortgang
The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
- April 1999
- Case
Steve Perlman and WebTV (B)
By: James K. Sebenius and Ron Fortgang
The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
- March 1999
- Teaching Note
Negotiating Corporate Change Series TN
Teaching Note for (9-897-057), (9-897-058), (9-897-059), and (9-897-060). View Details
- March 1999
- Article
'Basket' Cases: Tax Incentives and International Joint Venture Participation by American Multinational Firms
By: Mihir A. Desai and James R. Hines Jr.
- March 1999 (Revised November 2001)
- Case
Honda-Rover (A): Crafting an Alliance
By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Faced with vexing financial challenges in 1993, British Aerospace (BAe) is determined to shed its loss-making automaker, Rover. It offers to sell its stake in Rover to Honda, Rover's partner since 1979, but Honda is reluctant to raise its stake in Rover. Meanwhile, BMW... View Details
- March 1999 (Revised November 2001)
- Case
Honda-Rover (B): Honda Draws the Line
By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Supplements the (A) case. View Details
- March 1999 (Revised November 2001)
- Case
Honda-Rover (C): "The Sting"
By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Supplements the (A) case. View Details
- March 1999 (Revised November 2001)
- Case
Honda-Rover (D): The Changing Tide of the BMW-Rover Alliance
By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Supplements the (A) case. View Details
- February 1999 (Revised November 2009)
- Case
Michael Brown: Negotiating Slots at Foxwoods (A)
The issues of the impending negotiation between the CEO of Foxwoods and the governor of Connecticut over lifting the ban on slot machines at Foxwoods are presented. Reviews the gaming business in the United States, the special history of Indian gaming, the Pequot... View Details
- February 1999 (Revised August 1999)
- Case
Michael Brown: Negotiating Slots at Foxwoods (B)
The approach taken by Michael Brown and Governor Lowell Weicker and the means by which the agreement's sustainability was enhanced in the face of attacks by other gaming operators are detailed. View Details
- January 1999 (Revised August 1999)
- Background Note
Doing Business in Russia: Note on Negotiating in the "Wild East"
By: James K. Sebenius and Randall A Fine
Based on an MBA's experience, this anecdotal note explores cross-border negotiations between U.S. executives and Russian counterparts. The first section guides the reader through general aspects of the Russian market. Next follows a characterization of the Russian... View Details