Publications

12 Jun 2006
Research & Ideas

The Promise of Channel Stewardship

makers for change. The focus is on quantitative targets; channel tactics for effecting sales transactions are taken for strategy. No one has an eye on the go-to-market system as a whole, and no one steps back to assess the state of a... View Details

Keywords: by V. Kasturi Rangan & Marie Bell; Consumer Products

November 2005 (Revised November 2007)
Case

Tad O'Malley: December 2004

By: G. Felda Hardymon, Josh Lerner, Ann Leamon and Sean Klimczak

Tad O'Malley, a second-year student at Harvard Business School, must choose among three offers from private equity firms. Each firm presents a unique combination of history, culture, and compensation. Traces Tad's strategy in obtaining these offers and lets students... View Details

Keywords: Private Equity; Compensation and Benefits; Job Offer; Negotiation Tactics; Organizational Culture; Personal Development and Career

December 2010
Teaching Note

Roche's Acquisition of Genentech (TN)

By: Bo Becker and Carliss Y. Baldwin

Teaching Note for 210-040. View Details

Keywords: Mergers and Acquisitions; Stock Shares; Opportunities; Strategy; Organizational Culture; Value; Negotiation Tactics; Biotechnology Industry; Health Industry

09 Jun 2015
Sharpening Your Skills

Sharpening Your Skills: Social Media

Deighton, is that participants enhance their personal capital in performance of a good deed. Secrets to a Successful Social Media Strategy Misiek Piskorski explores the secrets of successful social media tactics in his book, A Social... View Details

Keywords: Re: Multiple Faculty; Advertising

December 2013
Supplement

Bruce Allyn: Negotiating with the KGB (B)

By: James K. Sebenius

This case picks up (from the end of the "A" case) the detailed story of the KGB's high-pressure negotiations with Harvard doctoral student Bruce Allyn to recruit him as a secret asset for the Soviet spy agency. The "A" case describes how, at the tense height of the... View Details

Keywords: Negotiation; Bargaining; Hard Bargaining; KGB; Espionage; Spying; War; National Security; Alliances; Ethics; Negotiation Tactics; Decision Choices and Conditions; Negotiation Participants; Negotiation Offer; Cambridge; Moscow; Soviet Union

17 Apr 2017
HBS Case

This Turkish Debt Collector Is Customer-friendly

indebted.” AMCs in the country have traditionally used that sentiment to their advantage, putting the screws on debtors with a hard-sell tactics to squeeze as much payment out of them as possible. Start with the debtors Turkasset’s new... View Details

Keywords: by Michael Blanding; Financial Services

12 Oct 1999
Research & Ideas

What It Takes: Minorities in the Executive Suite

business through informal personal networks, Advanced Technology, for example, has established dialogue groups as its core tactic for achieving diversity. These groups give employees a forum in which to examine their biases and engage in... View Details

Keywords: by Judith A. Ross

September 2009
Article

Hidden Roadblocks in Cross-Border Talks

By: James K. Sebenius

While most analysts and dealmakers are aware of "cultural" differences in negotiations that cross national borders--different protocol and process expectations, differences in the role of the individual versus the group, differences in attitudes toward risk and time,... View Details

Keywords: Cross-Cultural and Cross-Border Issues; Negotiation Tactics; Risk Management; Time Management; Strategy; Governance; Performance Expectations; Attitudes; Culture; Decision Making

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September 2008 (Revised September 2018)
Case

Traversing a Career Path: Pat Fili-Krushel (A)

By: Kathleen L. McGinn, Deborah M. Kolb and Cailin B. Hammer

Pat Fili-Krushel, CEO and president of WebMD and past president of ABC Network, contemplates accepting Richard Parson's offer to become the first executive vice president of administration at AOL Time Warner. Accepting this position would be a move back into mainstream... View Details

Keywords: Decision Choices and Conditions; Job Offer; Managerial Roles; Negotiation Tactics; Personal Development and Career; Power and Influence; Media and Broadcasting Industry

March 2003 (Revised January 2008)
Case

Northrop versus TRW

By: Carliss Y. Baldwin and James Quinn

TRW, a leading supplier of advanced technology products for the auto, defense, and aerospace markets, receives an unexpected stock-for-stock offer from defense company Northrop Grumman Corp. The $11.4 billion aggregate offer, which represents a 22% premium over the... View Details

Keywords: Mergers and Acquisitions; Decision Choices and Conditions; Governing and Advisory Boards; Laws and Statutes; Negotiation Tactics; Valuation; Aerospace Industry; Auto Industry; Ohio

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September 1997 (Revised May 1999)
Case

Automated Intelligence Corporation

By: James K. Sebenius and David T. Kotchen

Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details

Keywords: Information Technology; Valuation; Research and Development; Stock Shares; Negotiation Process; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota

25 Oct 2012
Research & Ideas

10 Reasons Customers Might Resist Windows 8

will compete against Apple iPad. And industry observers have noted similarities between Apple's tightly-controlled marketing tactics and Microsoft's marketing campaign for the upcoming OS—Microsoft is even using indie rock music in its... View Details

Keywords: by Carmen Nobel; Computer; Consumer Products

20 Mar 2005
Research & Ideas

Lessons of Successful Entrepreneurs

much for the money as for the expertise—"We wanted adult supervision." Entrepreneurs run incredibly fast and focused, leaving little time for thinking about strategy and tactics to respond to events happening in the industry.... View Details

Keywords: by Sean Silverthorne

May 1983 (Revised December 1987)
Case

Technical Data Corp.

By: William A. Sahlman

Describes a decision confronting the president of a small company about selling some or all of the shares in his company to another firm. Technical Data Corp. provides analytical services to professional bond market traders over a system of computer terminals operated... View Details

Keywords: Stocks; Entrepreneurship; Business Startups; Internet and the Web; Information Infrastructure; Mobile and Wireless Technology; Valuation; Negotiation Tactics; Mergers and Acquisitions; Corporate Strategy; Horizontal Integration; Information Industry; Service Industry