Negotiation Offer - Publications - Faculty & Research

12 Nov 2021
News

Alumni Business Leaders on Confronting the Climate Change Challenge

Business leaders around the world are currently focused on the discussions and negotiations taking place at the 26th Conference of the Parties (COP26) in Glasgow from October 31 to November 12. The outcome of these international View Details

08 Dec 2009
First Look

First Look: Dec. 8

positively related to attitudes of openness to others. In a third study, I conducted an interpersonal dyadic negotiation experiment with business school students and found that, as predicted, these effects replicated and extended to... View Details

Keywords: Martha Lagace

Web

John H. McArthur | About

Vancouver and received several offers to turn pro, but decided to channel his athletic drive into academics at HBS, earning an MBA in 1959. Although becoming a professor had never been part of his plan, McArthur was persuaded to stay on... View Details

01 Mar 2023
News

Step Change

At Consoleya, a coworking space in Cairo’s former French Consulate, multiple levels of meeting rooms and workspaces operate at capacity, from a ground-floor café to a rooftop deck. The scene—coders bent over laptops, concepts scrawled on whiteboards, clusters of people... View Details

Keywords: Julia Hanna; photographed by Abdelrahman Gabr – Koree; entrepreneurship; women; venture capital; Egypt; developing economies; Finance

13 Sep 2021
Research & Ideas

Science: The Unlikely Frontier for New Business Ideas

intensity,” followed by patent filings that didn’t cite papers but referenced another patent that did. The least science-based products offered no connections to past research in their filings. "The added uncertainties and costs of tough... View Details

Keywords: by Avery Forman

01 Mar 2018
News

Every Trick in the Book

with some as large as 9,000 square feet, each stocking as many as 25,000 titles. BookHampton owner Carolyn Brody offers just a small selection of games and knickknacks—which offer higher profit margins than... View Details

Keywords: April White

03 Jan 2011
Research & Ideas

Most Popular Articles of 2010

customers on social networks such as Facebook. Professor Mikolaj Jan Piskorski provides a fresh look into the interpersonal dynamics of these sites and offers guidance for approaching these tantalizing markets The 'Luxury Prime': How... View Details

Keywords: by Staff

Web

2024 Reunion Presentations - Alumni

Professor Jim Sebenius, who chairs the Great Negotiator program and coauthored the recently published book Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level , offers session participants... View Details

01 Aug 2005
Research & Ideas

How to Choose the Best Deal

benchmark. He's supposed to compare what he's been offered at the bargaining table with the best he could get if he walked away. If negotiation would give him more, then that's all upside. If not, there's no... View Details

Keywords: by Michael Wheeler

Person Page

Media

This lists media reports covering my firm dollarDEX Investments or me (or my colleagues), or columns written by me (or my colleagues). There are all... View Details

February 2015
Supplement

Loki Capital Management

By: Joseph B. Fuller and Christopher Payton

Keywords: Investment; Microeconomics; Negotiation Offer

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09 Nov 2015
Research & Ideas

These Employers Pay Higher Salaries than Necessary

Imagine you walk into a shop where you don’t know the prices. Maybe it’s a Turkish souk, redolent with smells of saffron and turmeric. Or maybe it’s a New Hampshire antique store, full of dusty shelves of enticing oddities. You pick out your silk scarf or ceramic... View Details

Keywords: by Michael Blanding; Employment; Technology; Computer

21 Nov 2005
Research & Ideas

Making Credibility Your Strongest Asset

deeper, and important negotiation lessons emerge. First, you can succeed without explicitly swapping favors. After all, Rovell had nothing of substance to offer successful sports figures. But by being... View Details

Keywords: by Michael Wheeler

November 1999 (Revised June 2001)
Case

Compaq Computer Corporation: The DEC Acquisition

By: Carliss Y. Baldwin and Barbara Feinberg

Compaq's board of directors is faced with responsibility for setting the price range and terms for the proposed acquisition of Digital Equipment Corp. The transaction is described in the context of the rapidly evolving markets and business models of the computer... View Details

Keywords: Governing and Advisory Boards; Situation or Environment; Negotiation Offer; Acquisition; Computer Industry

Citation

Educators

May 2002 (Revised May 2003)
Exercise

Endeca Negotiation, The: Steve Papa

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

Students play the role of Steve Papa, the CEO and founder of a venture-backed enterprise software company. In the challenging financing climate of the fall of 2001, he knows that two different groups are about to submit term sheets for his company's C-round. He is... View Details

Keywords: Negotiation Process; Negotiation Offer; Management Teams; Venture Capital; Valuation; Software; Information Technology Industry; Web Services Industry

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December 2018
Supplement

iyzico: Fundraising in Emerging Markets (B)

By: Marco Di Maggio and Gamze Yucaoglu

The case opens in July 2016 as Barbaros Ozbugutu, co-founder and CEO of the Istanbul-based payment technology start-up iyzico, contemplates the pros and cons of the different term sheets the company has received for its Series C round. The case then informs the reader... View Details

Keywords: Iyzico; Fundraising; Business Startups; Venture Capital; Emerging Markets; Negotiation Offer; Decision Choices and Conditions

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February 1998 (Revised December 1998)
Case

Atlantic Energy/Delmarva Power & Light (A)

By: Benjamin C. Esty, Mathew M Millett and Tracy Aronson

Delmarva Power & Light and Atlantic Energy are neighboring electric utilities based in Delaware and New Jersey, respectively. In early 1996, they entered into merger negotiations, but were unable to reach an agreement on price because they could not agree on what... View Details

Keywords: Valuation; Negotiation Offer; Government Legislation; Risk and Uncertainty; Mergers and Acquisitions; Contracts; Utilities Industry; Delaware; New Jersey

Citation

Find at Harvard

February 2011 (Revised May 2011)
Case

Marlin & Associates and the Sale of Riverview Technologies

By: Richard S. Ruback and Royce Yudkoff

Riverview Technologies was a Stockholm, Sweden-based company that had developed software hedge funds. After spending more than a year in an organized sale process, the winning bidder had become increasingly difficult to work with and the closing had been substantially... View Details

Keywords: Mergers and Acquisitions; Entrepreneurship; Negotiation Deal; Negotiation Offer; Negotiation Process; Business and Shareholder Relations; Financial Services Industry

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21 Dec 2018
News

A Four-Point Plan for Teresa May

Two years post-Brexit vote, Britain’s Prime Minister is faced with the unenviable task of negotiating what the controversial plan will actually look like for her fellow citizens. In this New York Times opinion piece, HBS professor Deepak... View Details

May 2008 (Revised October 2010)
Case

Tribune Company, 2007

By: Timothy A. Luehrman and Eric Seth Gordon

This case describes the proposed acquisition of Tribune Company by Sam Zell in 2007. Tribune Company is one of the largest newspapers and broadcasting companies in the United States. Zell's proposed acquisition is unusual in several respects. It is two-tiered, employs... View Details

Keywords: Mergers and Acquisitions; Financial Markets; Employee Stock Ownership Plan; Negotiation Offer; Journalism and News Industry; Publishing Industry

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