Publications

July 1986 (Revised March 1989)
Case

Jim Southern

By: Howard H. Stevenson

A recent MBA graduate has reached tentative agreement for an LBO of a forms-printing business with $43 million sales. At the eleventh hour, however, the seller has demanded that the buyer personally guarantee $4 million of accounts payable. View Details

Keywords: Agreements and Arrangements; Leveraged Buyouts; Accounting

September 1985 (Revised July 2007)
Case

Population Services International: The Social Marketing Project in Bangladesh

By: V. Kasturi Rangan

Population Services International (PSI) was a not-for-profit agency founded to disseminate family planning information and to market birth control products, primarily in less developed countries seeking to curb their population explosions. In 1976, PSI concluded an... View Details

Keywords: Developing Countries and Economies; Health; Marketing Strategy; Social Marketing; Business and Government Relations; Nonprofit Organizations; Bangladesh

February 1985 (Revised January 2005)
Teaching Note

Textiles and the Multi-Fiber Arrangement (TN)

By: David B. Yoffie

Teaching Note for (9-383-164). View Details

Keywords: Manufacturing Industry

1984
Book

Negotiating the Law of the Sea: Lessons in the Art and Science of Reaching Agreement

By: James K. Sebenius

Keywords: Law; Agreements and Arrangements

September 1983 (Revised July 1991)
Case

Orthoteks USA (A)

By: Joseph L. Badaracco Jr. and Richard G. Hamermesh

A series on implementing strategy as the head of the U.S. subsidiary of a successful Swiss medical products firm. Traces the actions of the CEO over a four year period and highlights his negotiations with the Swiss parent and the way functional components of the... View Details

Keywords: Business Subsidiaries; Trade; Health Care and Treatment; Leadership Style; Agreements and Arrangements; Strategy; Health Industry; Switzerland; United States

June 1983
Article

Don't Bet on It: Contingent Agreements with Asymmetric Information

By: James K. Sebenius and John Geanakoplos

Keywords: Information; Agreements and Arrangements

Article

Wage-Employment Contracts

By: Jerry R. Green and Charles M. Kahn

This paper studies the efficient agreements about the dependence of workers' earnings on employment, when the employment level is controlled by firms. The firms' superior information about profitability conditions is responsible for this form of contract governance.... View Details

Keywords: Labor; Wages; Contracts

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April 1983 (Revised October 1990)
Background Note

Textiles and the Multi-Fiber Arrangement

By: David B. Yoffie

What happens to an industry with millions of employees that loses its comparative advantage? This note examines this question by looking at the global textile and apparel industry. With the Multi-Fiber Arrangement coming up for renewal in December 1981, the United... View Details

Keywords: Trade; Cost vs Benefits; Developing Countries and Economies; Apparel and Accessories Industry; Apparel and Accessories Industry; United States; Europe

1980
Chapter

Negotiating and Implementing Mineral Agreements with Multinationals: Some Critical Tax Development Issues

By: L. T. Wells Jr. and Malcolm Gillis

Keywords: Agreements and Arrangements; Metals and Minerals; Mining; Multinational Firms and Management; Globalized Markets and Industries; Taxation; Mining Industry

winter 1976
Article

Conflict Avoidance in Concession Agreements

By: L. T. Wells Jr. and David N. Smith

Keywords: Conflict and Resolution; Agreements and Arrangements

July 1975
Article

Mineral Agreements in Developing Countries: Structures and Substance

By: Louis T Wells Jr and David Smith

Keywords: Metals and Minerals; Global Range; Agreements and Arrangements

1975
Book

Negotiating Third World Mineral Agreements: Promises as Prologue

By: David N. Smith and L. T. Wells Jr.

Keywords: Metals and Minerals; Agreements and Arrangements; Developing Countries and Economies

1968
Report

The Evolution of Concession Agreements

By: L. T. Wells Jr.

Keywords: Agreements and Arrangements; Business and Government Relations

Research Summary

3D Negotiaton

By: James K. Sebenius

In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details

2018
Chapter

Are Licensing Markets Local? An Analysis of the Geography of Vertical Licensing Agreements in Bio-Pharmaceuticals

By: Juan Alcacer, John Cantwell and Michelle Gittelman

As the value chain of the pharmaceutical industry disaggregates, upstream discovery is increasingly carried out by small research-specialized firms while downstream development, testing and marketing is conducted by global pharmaceutical firms. Licensing plays an... View Details

Keywords: Geographic Location; Local Range; Rights; Research and Development; Biotechnology Industry; Pharmaceutical Industry