Publications

September 2011 (Revised August 2012)
Background Note

The Venture Capital Problem Set

By: William Sahlman, Evan W. Richardson and James McQuade

This note consists of three valuation/analysis exercises often found in venture capital financing deals. View Details

Keywords: Venture Capital; Financing and Loans; Management Analysis, Tools, and Techniques; Negotiation Deal; Valuation

September 1992 (Revised July 1993)
Case

Frito-Lay, Inc.: A Strategic Transition (D)

By: Lynda M. Applegate, Melinda Conrad and Charles S. Osborn

Provides a thorough overview of the company's 1990 and 1991 reorganizations and the resulting demand for information technology in lower levels of the organization. Closes with a discussion of Frito-Lay's most recent information technology projects, Explorer and... View Details

Keywords: Information Technology; Organizational Change and Adaptation; Negotiation Deal; Problems and Challenges; Organizational Design; Projects; Manufacturing Industry; Food and Beverage Industry

17 Sep 2001
Research & Ideas

Is There Help for the Big Ticket Buyer?

environments where we must negotiate with others, bid against others, make deals through agents, and so on. This view is quite different from the standard consumer decision paradigm that looks at how the... View Details

Keywords: by Max H. Bazerman

January 2001 (Revised May 2001)
Case

Return Logic, Inc. (A)

By: Richard G. Hamermesh and Michele Lutz

Follows three graduating HBS students as they build a business-to-business Internet venture and highlights the challenges they confront in structuring financing terms with venture capitalists. Requires students to carefully read a six-page term sheet to identify which... View Details

Keywords: Venture Capital; Investment Funds; Private Equity; Internet and the Web; Negotiation Deal; Entrepreneurship

23 Dec 2014
First Look

First Look: December 23

consequences of a range of alternative policies. Publisher's link: http://www.hbs.edu/faculty/Publication%20Files/15-045_4e9f7d2d-24c3-4d8c-8843-1eb9016bc016.pdf December 2014 Negotiations in Times of Conflict Better View Details

Keywords: Carmen Nobel

May 1997
Teaching Note

Tale of Two Electronic Components Distributors TN

By: Ananth Raman and Bharat P. Rao

Teaching Note for (9-697-064). View Details

Keywords: Distribution Channels; Negotiation Deal; Consolidation; Growth and Development; Internet and the Web; Complexity; Electronics Industry

February 2002
Background Note

States vs. Microsoft, The

By: Michael A. Wheeler and Gillian Morris

Although the federal Justice Department managed to settle its massive antitrust litigation against Microsoft in 2001, the state suit against the company continued. State attorney generals, perhaps emboldened by their recent victory over the Big Five tobacco companies,... View Details

Keywords: Service Operations; Public Ownership; Private Ownership; Negotiation Deal; Goals and Objectives; Lawsuits and Litigation; Decision Making; Information Industry; Legal Services Industry

Find at Harvard

April 2009
Teaching Note

Amylin Pharmaceuticals: Diabetes and Beyond (TN)

By: Richard G. Hamermesh and Rachel Gordon

Teaching Note for [809011]. View Details

Keywords: Negotiation Deal; Product Development; Success; Commercialization; Governing Rules, Regulations, and Reforms; Resource Allocation; Pharmaceutical Industry

April 2000
Case

Financing of Project Achieve, The (B)

By: Mihir A. Desai

Supplements the (A) case. View Details

Keywords: Business Startups; Forecasting and Prediction; Venture Capital; Cash Flow; Equity; Negotiation Deal; Valuation

October 2010
Case

CDG: Managing in China's Economic Transformation

By: Roy Y.J. Chua, Shaohui Chen and Lisa Kwan

China Data Group (CDG) is a leading business processes outsourcing company based in Beijing, China. Roc Yang, chairman of CDG, had to confront a dilemma when he discovered that one of his senior managers gave a gift to a potential client in an effort to win a large... View Details

Keywords: Cross-Cultural and Cross-Border Issues; Management Practices and Processes; Emerging Markets; Negotiation Deal; Relationships; Networks; Societal Protocols; China

01 Dec 2006
News

Faculty Books

David A. Lax and James K. Sebenius (HBS Press) Besides the dimensions of negotiating-table tactics and deal design, Professor Sebenius and his coauthor offer a third dimension in their negotiation method:... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

08 Apr 2014
First Look

First Look: April 8

long-standing benchmarking problems in finance. Download working paper: http://ssrn.com/abstract=2171497 Stepping Stone, Stopping Point, or Slippery Slope? Negotiating the Next Iran Deal By: Sebenius, James... View Details

Keywords: Sean Silverthorne

Web

Real Estate Investing - Course Catalog

deal structuring, property types, negotiation and sourcing techniques. Stakeholder Motivations – Students will learn to understand the various stakeholders’ economic incentives, legal constraints, moral and... View Details

December 2001
Teaching Note

Parenting Magazine TN

By: Paul A. Gompers

Teaching Note for (9-291-015). A rewritten version of an earlier teaching note. View Details

Keywords: Money; Capital; Capital Budgeting; Decisions; Cost Accounting; Economic Systems; Negotiation Process; Corporate Accountability; Negotiation Deal; Business Startups; Financial Strategy; Corporate Finance; Journalism and News Industry; Publishing Industry

May 2004 (Revised June 2004)
Case

Sarvega

By: Paul A. Gompers and Vanessa del Valle Broussard

David Cowan, general partner at Bessemer Venture Partners, has taken the lead on Sarvega, a Bessemer-backed company that was recently orphaned by the departure of one of Bessemer's other general partners. Cowan must decide whether to reinvest in Sarvega and, if so,... View Details

Keywords: Decisions; Venture Capital; Investment; Governance Compliance; Resignation and Termination; Negotiation Deal; Partners and Partnerships; Information Technology Industry