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      • Faculty Publications  (1,272)

      NegotiationRemove Negotiation →

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      • 2012
      • Chapter

      Communicating Frames in Negotiations

      By: Kathleen L. McGinn and Markus Noth
      Keywords: Negotiation; Communication
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      McGinn, Kathleen L., and Markus Noth. "Communicating Frames in Negotiations." In The Oxford Handbook of Economic Conflict Resolution, edited by Gary E. Bolton and Rachel T.A. Croson, 61–75. Oxford University Press, 2012.
      • October 2012
      • Article

      The Effect of Reference Point Prices on Mergers and Acquisitions

      By: Malcolm Baker, Xin Pan and Jeffrey Wurgler
      Prior stock price peaks of targets affect several aspects of merger and acquisition activity. Offer prices are biased toward recent peak prices although they are economically unremarkable. An offer's probability of acceptance jumps discontinuously when it exceeds a... View Details
      Keywords: Mergers and Acquisitions; Stocks; Price; Valuation; Negotiation
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      Baker, Malcolm, Xin Pan, and Jeffrey Wurgler. "The Effect of Reference Point Prices on Mergers and Acquisitions." Journal of Financial Economics 106, no. 1 (October 2012): 49–71.
      • September 2012 (Revised July 2014)
      • Case

      Blackstone's Investment in Intelenet

      By: Josh Lerner, Sandeep Bapat and Rachna Tahilyani
      Three years had passed since Blackstone's investment in Intelenet Global Services, their third largest investment in India. Great progress had been made, but now a new challenge loomed. Globank, a large global bank, was Intelenet's largest customer. Intelenet's... View Details
      Keywords: India; Blackstone; Private Equity; Financial Services Industry; India
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      Lerner, Josh, Sandeep Bapat, and Rachna Tahilyani. "Blackstone's Investment in Intelenet." Harvard Business School Case 213-036, September 2012. (Revised July 2014.)
      • Forthcoming
      • Chapter

      Intermediation and Diffusion of Responsibility in Negotiation: A Case of Bounded Ethicality

      By: Neeru Paharia, Lucas Clayton Coffman and Max Bazerman
      This article compares direct deception with deception via an intermediary in the bargaining context. It describes a growing experimental literature that suggests how perceived ethics surrounding transactions with multiple partners can encourage misbehavior. It is noted... View Details
      Keywords: Negotiation Process; Ethics
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      Paharia, Neeru, Lucas Clayton Coffman, and Max Bazerman. "Intermediation and Diffusion of Responsibility in Negotiation: A Case of Bounded Ethicality." In The Oxford Handbook of Economic Conflict Resolution, edited by Gary E. Bolton and Rachel T.A. Croson, 37–46. New York: Oxford University Press, 2012.
      • August 2012 (Revised May 2013)
      • Case

      Milwaukee (A): Making of a World Water Hub

      By: Rosabeth Moss Kanter and Matthew Bird
      Starting in 2007 Milwaukee leaders from different areas (large established companies, civic organizations, public sector, academia, and entrepreneurs) negotiated a path for converting the region into a global water hub to address economic and environmental concerns.... View Details
      Keywords: Change Management; Growth Management; Business or Company Management; Leading Change; Wisconsin
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      Kanter, Rosabeth Moss, and Matthew Bird. "Milwaukee (A): Making of a World Water Hub." Harvard Business School Case 313-057, August 2012. (Revised May 2013.)
      • July 2012 (Revised April 2013)
      • Case

      Peter Jepsen

      By: Howard H. Stevenson, Michael J. Roberts and James M. Sharpe
      About to break bank covenants, Peter Jepsen has to deal with a contentious prior owner, improve profitability and staff appropriately all while maintaining credibility with his investors, in the furniture hardware company he has owned for less than a year. View Details
      Keywords: Acquisitions; Bankruptcy; Crisis Management; Entrepreneurial Management; Entrepreneurial Finance; Financial Crisis; Turnarounds; Financial Distress; Negotiation; Entrepreneurs; Bank Loan; Search Funds; Liquidation; Boards Of Directors; Ethics; Insolvency and Bankruptcy; Acquisition; Entrepreneurship; Manufacturing Industry; United States
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      Stevenson, Howard H., Michael J. Roberts, and James M. Sharpe. "Peter Jepsen." Harvard Business School Case 813-046, July 2012. (Revised April 2013.)
      • 2012
      • Working Paper

      Level II Negotiations: Helping the Other Side Meet Its 'Behind the Table' Challenges

      By: James K. Sebenius
      A long analytic tradition explores the challenge of productively synchronizing "internal" with "external" negotiations, especially focusing on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work is... View Details
      Keywords: Negotiation; Conflict Management; Agreements and Arrangements; Government and Politics; Mathematical Methods; United States; Germany
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      Sebenius, James K. "Level II Negotiations: Helping the Other Side Meet Its 'Behind the Table' Challenges." Harvard Business School Working Paper, No. 13-004, July 2012.
      • 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.)
      • April 2012 (Revised August 2013)
      • Teaching Note

      Parmalat Uruguay (A) & (B)

      By: Paul W. Marshall and Jim Sharpe
      This teaching note is for cases Parmalat Urguguay A & B. View Details
      Keywords: Mergers and Acquisitions; Restructuring; Entrepreneurship; Borrowing and Debt; Negotiation; Performance Improvement; Financial Services Industry; Uruguay
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      Marshall, Paul W., and Jim Sharpe. "Parmalat Uruguay (A) & (B)." Harvard Business School Teaching Note 812-083, April 2012. (Revised August 2013.)
      • March 2012 (Revised March 2014)
      • Teaching Note

      Negotiating Equity Splits at UpDown

      By: Noam Wasserman and Deepak Malhotra
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      Wasserman, Noam, and Deepak Malhotra. "Negotiating Equity Splits at UpDown ." Harvard Business School Teaching Note 812-048, March 2012. (Revised March 2014.)
      • March 2012
      • Tutorial

      Negotiating Equity Splits at UpDown

      By: Noam Wasserman and Deepak Malhotra
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      "Negotiating Equity Splits at UpDown." Harvard Business School Tutorial 812-701, March 2012.
      • March 2012 (Revised August 2014)
      • Case

      Fiji versus FIJI: Negotiating Over Water

      By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
      This case examines negotiations between a company and government over natural resources. The Fijian government proposed a substantial increase in its water extraction tax that would only apply to large extractors, and thus to FIJI Water and not to its competitors. FIJI... View Details
      Keywords: Negotiation; Business and Government Relations; Cross-Cultural and Cross-Border Issues; Distribution Industry; Fiji
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      Gino, Francesca, Michael W. Toffel, and Stephanie van Sice. "Fiji versus FIJI: Negotiating Over Water." Harvard Business School Case 912-030, March 2012. (Revised August 2014.)
      • March 2012 (Revised October 2012)
      • Teaching Note

      Fiji versus FIJI: Negotiating Over Water (TN)

      By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
      Keywords: Negotiation; Fiji
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      Gino, Francesca, Michael W. Toffel, and Stephanie van Sice. "Fiji versus FIJI: Negotiating Over Water (TN)." Harvard Business School Teaching Note 912-031, March 2012. (Revised October 2012.)
      • 2012
      • Chapter

      Commentary and Future Directions for Negotiations

      By: Chia-Jung Tsay and Max Bazerman
      Keywords: Negotiation
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      Tsay, Chia-Jung, and Max Bazerman. "Commentary and Future Directions for Negotiations." In The Psychology of Negotiations in the 21st Century Workplace, edited by Barry M. Goldman and Debra L. Shapiro. Organizational Frontiers Series. Routledge, 2012.
      • 2012
      • Chapter

      The Relational Roles of Brands

      By: Jill Avery
      In contemporary culture, brands play important relational roles, linking consumers to others and serving as relational partners. This chapter provides an understanding of the relational roles of brands to illuminate why and how consumers connect with brands and how... View Details
      Keywords: Brands; Brand Management; Brand Equity; Brand Building; Customer Relationship Management; CRM; Customers; Customer Focus and Relationships; Brands and Branding; Marketing; Marketing Strategy; Consumer Products Industry
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      Avery, Jill. "The Relational Roles of Brands." Chap. 9 in Marketing Management: A Cultural Perspective, edited by Lisa Penaloza, Nil Toulouse, and Luca M. Visconti, 147–163. Routledge, 2012.
      • February 2012
      • Article

      Walking the Talk in Multiparty Bargaining: An Experimental Investigation

      By: Kathleen L. McGinn, Katherine L. Milkman and Markus Noth
      We study the framing effects of communication on payoffs in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference revealing, it may effectively frame bargaining around a logic of... View Details
      Keywords: Competition; Negotiation Process; Fairness; Negotiation Types; Interpersonal Communication; Game Theory; Cooperation
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      McGinn, Kathleen L., Katherine L. Milkman, and Markus Noth. "Walking the Talk in Multiparty Bargaining: An Experimental Investigation." Journal of Economic Psychology 33, no. 1 (February 2012).
      • January 2012
      • Case

      Calvin Klein and Warnaco Group: Negotiating a Trademark License

      By: Susan Fournier, Felix Oberholzer-Gee, William W. Fisher III and Robert Mnookin
      Keywords: Trademarks; Negotiation; Apparel and Accessories Industry
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      Fournier, Susan, Felix Oberholzer-Gee, William W. Fisher III, and Robert Mnookin. "Calvin Klein and Warnaco Group: Negotiating a Trademark License." Harvard Business School Case 712-458, January 2012.
      • 2012
      • Other Teaching and Training Material

      Learning to Negotiate

      By: Michael A. Wheeler
      Keywords: Learning; Negotiation
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      Wheeler, Michael A. "Learning to Negotiate." 2012.
      • January 2012
      • Article

      Three Cheers for Teaching Distributive Bargaining

      By: Michael A. Wheeler
      Back in the 1990s, business school professors at an Academy of Management conference debated the propriety of teaching distributive bargaining to their students. The particulars of that exchange are lost in the mists of time, but at the end of the session, a straw poll... View Details
      Keywords: Management; Conferences; Business Education; Debates; Negotiation; Problems and Challenges; Value Creation; Moral Sensibility
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      Wheeler, Michael A. "Three Cheers for Teaching Distributive Bargaining." Negotiation Journal 28, no. 1 (January 2012): 73–78.
      • December 2011 (Revised May 2014)
      • Background Note

      Col. Joshua Chamberlain: Background to a Challenging Negotiation from the Civil War

      By: James K. Sebenius
      This note provides historical context and background for a challenging negotiation by Col. Joshua Chamberlain of the 20th Maine Regiment of the Union Army during the U.S. Civil War. View Details
      Keywords: History; Negotiation; United States
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      Sebenius, James K. "Col. Joshua Chamberlain: Background to a Challenging Negotiation from the Civil War." Harvard Business School Background Note 912-029, December 2011. (Revised May 2014.)
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