negotiation - Publications - Faculty & Research

region could not negotiate lower prices and increased renewable energy from the utility with which it had signed a 40-year contract. In 2016, 24 years remained on that contract. The only way out of the deal was a $37 million break-up fee,... View Details

Keywords: April White; Electric Power Generation, Transmission, Distribution; Utilities

01 Oct 1996
News

Starting Now — Bruce Wasserstein (MBA 1971)

who has long been known for the Zenlike cool that comes over him in tense dealmaking negotiations when others begin to sweat. His reputation as a brilliant, aggressive takeover strategist made Wasserstein Perella a key player in most of... View Details

Keywords: Marguerite Rigoglioso, with Elizabeth McNair

01 Oct 1998
News

A Career to Smile About

comfortable negotiating with.' Maybe I haven't been the consummate feminist in these situations, but you do what you have to do to get the job done." Such difficulties aside, Juliber speaks so glowingly of her work that there is no doubt... View Details

Keywords: Dun Gifford, Jr.

01 Feb 2000
News

Youth Movement: HBS Clubs Make Students a Top Priority

and general manager of the East Coast Division of Nordstrom, Inc.; and Ralph C. Thomas III, associate administrator of NASA. "We negotiate with the companies to sponsor the cost of the dinner meeting for the MBA students, and then we have... View Details

Keywords: Amy E. Dean

01 Sep 2015
News

Data-Driven Diligence

after. While Coats and Kienzle had both been VCs for a decade, the company didn’t make a single investment in its first four years. Instead, the pair met with many other VCs and entrepreneurs and negotiated nondisclosure agreements with... View Details

Keywords: Francis Storrs

28 May 2019
News

A More Perfect Union

that makes it easier for new political candidates to raise money. Another of our members, J.B. Lyon (MBA 1996), is partnering with Bruce Patton, author of Getting to Yes, to lead an effort called the Rebuild Congress Initiative (RCI), which is associated with the... View Details

Keywords: Jen McFarland Flint; illustration by Dan Bejar

01 Dec 1999
News

Christensen and Vernon Remembered

negotiate Japan into the General Agreement on Tariffs and Trade and secured nondiscriminatory treatment for Japanese exports. Vernon's role in Japan's postwar recovery and development was recognized by the Japanese government when he was... View Details

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