negotiating - Publications - Faculty & Research

01 Feb 1997
News

Made, Not Born: HBS Courses and Entrepreneurial Management

and where the financial markets are nonetheless looking to large-scale securitization. "I put considerable focus on negotiation and the decision-making process," explains Poorvu. Also crucial, says Poorvu, are the links between the... View Details

01 Feb 1998
News

Running Up the Score

relocate. "There are big risks involved in moving out of an established market," notes Robinson, who in 1995 successfully negotiated to keep the NHL champion Devils in New Jersey after the team had been courted by Nashville, Tennessee.... View Details

Keywords: Garry Emmons

01 Dec 2005
News

Winning Legally

not spending executing the business plan. By becoming actively involved in the resolution of disputes, managers can convert a zero-sum argument about who is right into a variable-sum negotiation in which both sides trade lower-valued... View Details

Keywords: Deborah Blagg

01 Jan 2004
News

Donald P. Nielsen, MBA 1963

self-cleaning rat cages for psychology labs. Learning that pharmaceutical companies use large quantities of rats, they negotiated a deal with him and over the next few months also executed a roll-up strategy that eventually made them the... View Details

01 Mar 2006
News

The Producers

to make sure the product gets made efficiently and that it’s marketed effectively. I also have to solve problems every day within a corporate culture that changes with every movie.” “The negotiation courses I took at HBS have been... View Details

Keywords: Julia Hanna; Motion Picture and Sound Recording Industries; Information

01 Dec 2017
News

Alumni and Faculty Books for December 2017

as a negotiator have escaped systematic analysis. While specific cases have been examined in depth, no serious cross-cutting study of Kissinger’s overall approach has extracted its lessons for today’s negotiators. We have extensively... View Details

01 Dec 2009
News

An Action Plan for Economic Recovery

designate a knowledgeable person, independent of both issuers and rating agencies, to select a rating agency for the bond issuer and negotiate a rating fee. This would eliminate the two worst abuses: the issuer shopping for a higher... View Details

Keywords: Roger Thompson; Finance

01 Feb 1997
News

Mexico on the Brink: A Conversation with Juan Enriquez-Cabot (MBA '86)

Minister but resigned to serve on the Peace Commission negotiating a settlement to the 1994 Zapatista peasant rebellion in the southern state of Chiapas. Enriquez-Cabot is currently a Visiting Fellow at Harvard's Center for International... View Details

01 Jun 2006
News

Surviving Success

of negotiating his hiring terms, Williams made one final, surprising request: that Cirne relinquish the role of chairman to VC advisor Strohm. The case closes with Cirne wondering if he should push back or give up yet another remnant of... View Details

Keywords: Julia Hanna; Management of Companies and Enterprises; Management

01 Dec 2017
News

Case Study: The Doctor Deficit

small, regional employment agencies have existed in the space for decades. But Nomad’s digital marketplace is an innovation, allowing clinicians to advertise their availability and health care institutions to advertise their needs. Once a match is made and the salary... View Details

Keywords: April White

01 Oct 2021
News

HBS-Harvard Collaboration Fosters New Ventures

fosters negotiation skills in teenage girls As important as it is to expand access to education, traditional schooling alone doesn’t guarantee success, especially for young women. Across the globe, women earn less than men for the same... View Details

01 Dec 2016
News

Vive la Madeleine!

And Viana himself put in 300,000 of his own capital. It all added up to roughly 1.5 million—not the 2.8 million of his original proposal, but enough to be awarded rights to the brand in November 2014. Finding a building for the new factory was another hurdle. “Whenever... View Details

Keywords: Julia Hanna; illustrations by Natalya Balnova