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Show Results For
- All HBS Web
(863)
- People (2)
- News (166)
- Research (522)
- Events (2)
- Multimedia (3)
- Faculty Publications (323)
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- 14 Sep 2007
- Research & Ideas
How to Profit from Scarcity
of scarcity can be a smart marketing strategy. And even if you're in the unfortunate position of experiencing very real scarcity, there are tactics you can employ to minimize the brand damage and even profit from the error. What's your... View Details
- 30 Jul 2014
- Lessons from the Classroom
Teaching The Deal
a reasonable request and deliver it with a smile, hopefully you can keep the other person in the room and see what happens next." Mohan—former managing director and now senior advisor of $15 billion VC and private equity firm Summit Partners—teaches this... View Details
- December 2021
- Case
Slice Labs: Creating a Fraud-free Online Insurance Platform
By: Amit Goldenberg, Max Bazerman and Ruth Page
"Slice Labs: Creating a Fraud-Free Online Insurance Platform" engages students with the challenge of how to influence other parties to not engage in fraud in the context of digital insurance. The case is centered around Slice, a digital insurance company that was... View Details
Keywords: Technology; Insurance; Digitization; Honesty; Negotiation; Fraud; Ethics; Negotiation Process; Negotiation Tactics; Negotiation Types; Social Psychology; Conflict and Resolution; Trust; Fairness; Moral Sensibility; Values and Beliefs; Crime and Corruption; Insurance Industry; Technology Industry; United States; Canada
Goldenberg, Amit, Max Bazerman, and Ruth Page. "Slice Labs: Creating a Fraud-free Online Insurance Platform." Harvard Business School Multimedia/Video Case 921-712, December 2021.
- March 1999 (Revised November 2001)
- Case
Honda-Rover (D): The Changing Tide of the BMW-Rover Alliance
By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Supplements the (A) case. View Details
Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom
Nanda, Ashish, James K. Sebenius, and Ron Fortgang. "Honda-Rover (D): The Changing Tide of the BMW-Rover Alliance." Harvard Business School Case 899-226, March 1999. (Revised November 2001.)
- October 1988
- Case
Harris Seafoods Leveraged Buyout
Describes set of issues confronting Alison Lassiter, who is trying to help Charlie Harris arrange a leveraged buyout of the shrimp company he runs, a division of a publicly traded company, Katy Industries. Lassiter has prepared a memorandum discussing and analyzing the... View Details
Keywords: Leveraged Buyouts; Venture Capital; Financing and Loans; Equity; Cost vs Benefits; Negotiation Tactics; Negotiation Preparation; Financial Management; Strategy; Management Analysis, Tools, and Techniques; Planning; Food and Beverage Industry; Industrial Products Industry
Sahlman, William A. "Harris Seafoods Leveraged Buyout." Harvard Business School Case 289-019, October 1988.
- April 2006 (Revised December 2006)
- Case
The Barber of Buenos Aires: Argentina's Debt Renegotiation
By: Noel Maurer and Aldo Musacchio
Tells the story of Argentina's aggressive strategy for renegotiating its sovereign debt from 2003 to 2005. Most creditors accepted the offer to swap their debt for new securities worth 35 cents on the dollar, with no recognition of all past-due interest. Many holdouts,... View Details
Keywords: Private Sector; Borrowing and Debt; Insolvency and Bankruptcy; International Finance; Foreign Direct Investment; Sovereign Finance; Government and Politics; Negotiation Tactics; Outcome or Result; Situation or Environment; Argentina
Maurer, Noel, and Aldo Musacchio. "The Barber of Buenos Aires: Argentina's Debt Renegotiation." Harvard Business School Case 706-034, April 2006. (Revised December 2006.)
- 19 Dec 2016
- Research & Ideas
The 10 Most Popular Stories of 2016
readers Also popular in 2016: You, the readers! We at Working Knowledge are grateful for and proud of the thoughtful, thought-provoking, and wide-ranging comments you've contributed to our stories. Take this story from earlier in December, which discussed the... View Details
Keywords: by Carmen Nobel
- 22 Sep 2003
- Research & Ideas
When Protestors Knock at Your Door
interesting questions remain unanswered: What is the quantifiable impact of NGO activism on firms? How do shareholders and important stakeholders evaluate the impacts of activism? How do NGOs select issues, firms and strategies? Which View Details
Keywords: by Cynthia Churchwell
- 23 Mar 2010
- First Look
First Look: March 23
incumbent that faces a low-quality ad-sponsored competitor. In addition to competing through adjustments of tactical variables such as price or the number of ads a product carries, we allow the incumbent to consider changes in its... View Details
Keywords: Martha Lagace
- March 2009 (Revised September 2010)
- Case
HOYA Corporation (A)
By: W. Carl Kester and Masako Egawa
In 2007, HOYA of Japan must decide whether to change its friendly exchange offer for Pentax into a hostile cash tender offer. A surprising sequence of events had caused a friendly merger agreement to fall apart, resulting in a boardroom coup at Pentax and the... View Details
Keywords: Mergers and Acquisitions; Investment Activism; Corporate Governance; Governance Controls; Governing and Advisory Boards; Negotiation Tactics; Business and Shareholder Relations; Valuation; Japan
Kester, W. Carl, and Masako Egawa. "HOYA Corporation (A)." Harvard Business School Case 209-065, March 2009. (Revised September 2010.)
- 05 Feb 2008
- First Look
First Look: February 5, 2008
of influence. With this in mind, the paper seeks to achieve five objectives: (1) Define the domain of psychological influence as consisting of those tactics which do not require the influencer to change the economic or structural aspects... View Details
Keywords: Martha Lagace
- 02 Apr 2015
- Research & Ideas
Digital Initiative Summit: Companies Must Forget—and Borrow
effective business strategies. Companies might ultimately find more power in adopting a nuanced approach that borrows tested traditional tactics and combines them with fresh, new ideas, said Bharat N. Anand, Henry R. Byers Professor of... View Details
- 03 Oct 2005
- What Do You Think?
What’s the Future of Globally Organized Labor?
competency and its ability to move up the value chain that will allow it to share the positive gains. If labor tries the old tactic of strikes, management will just outsource the staff from somewhere else ... " Globally organized... View Details
Keywords: by James Heskett
- March 1999 (Revised November 2001)
- Case
Honda-Rover (A): Crafting an Alliance
By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Faced with vexing financial challenges in 1993, British Aerospace (BAe) is determined to shed its loss-making automaker, Rover. It offers to sell its stake in Rover to Honda, Rover's partner since 1979, but Honda is reluctant to raise its stake in Rover. Meanwhile, BMW... View Details
Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom
Nanda, Ashish, James K. Sebenius, and Ron Fortgang. "Honda-Rover (A): Crafting an Alliance." Harvard Business School Case 899-223, March 1999. (Revised November 2001.)
- 16 Aug 2006
- Research & Ideas
Is MySpace.com Your Space?
Looking at these sites from the perspective of the provider (i.e., the MySpace marketing department), is there a danger from tactics such as using "profiles" to also serve as advertising? The bigger question: What kinds of... View Details
- 20 Mar 2020
- Research & Ideas
How Small Businesses Can Survive the Coronavirus Outbreak
outstanding bills—now. As economic concerns mount, large companies tend to delay payments to suppliers to conserve cash. Mills recommends that organizations reject that tactic when it applies to small businesses and pay as soon as... View Details
- 19 Dec 2011
- Research & Ideas
Climbing the Great Wall of Trust
culture, that might help," says Chua. While those tactics might be especially vital in doing business in China, Chua continues, they are important to keep in mind in any business situation that mixes partners from different cultures... View Details
Keywords: by Michael Blanding
- 06 Nov 2007
- First Look
First Look: November 6, 2007
Marquee Prospect Plays Hardball (A) Harvard Business School Case 908-010 Describes the hardball tactics facing Peter Welz, who seeks to negotiate a make-or-break contract with a vastly larger potential client. Welz's counterpart team is... View Details
Keywords: Sean Silverthorne
- 27 May 2014
- First Look
First Look: May 27
principles. In particular, I show how Google used these tactics to enter numerous markets, to compel usage of its services, and often to dominate competing offerings. I explore the technical and commercial implementations of these... View Details
Keywords: Sean Silverthorne
- November 1999
- Case
Doyle's Dealmaking Dilemma: Negotiating the Job Search
MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. View Details
Keywords: Compensation and Benefits; Job Interviews; Job Search; Negotiation Process; Negotiation Tactics
Sebenius, James K. "Doyle's Dealmaking Dilemma: Negotiating the Job Search." Harvard Business School Case 800-124, November 1999.