Publications

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

01 Mar 2017
News

What’s New in Educational Innovation? A Few Highlights

provides a thorough understanding of the principles of finance — a toolkit for making smart financial decisions. Negotiation Mastery Participants are introduced to analytical tools and interpersonal techniques for View Details

September 2016
Case

Generali: Paving the Way for CEE Expansion

By: Dante Roscini and Emer Maloney

Generali was one of Italy’s largest companies and one of Europe’s largest insurers and had for decades been at the center of the web of cross-shareholding that has characterized the opaque brand of old Italian capitalism. This bred sub-par returns while serving to... View Details

Keywords: Joint Ventures; Transformation; Insurance; Emerging Markets; Negotiation Deal; Business and Shareholder Relations; Expansion; Business Strategy; Insurance Industry; Italy; Europe

17 Feb 2014
Research & Ideas

Companies Detangle from Legacy Pensions

insurance companies. In the HBS case study Prudential Financial-General Motors Pension Risk Transfer: Back to the Future?, Viceira, with Emily A. Chien, wrote about the historic de-risking of GM's pension plan for salaried employees, a $25 billion View Details

Keywords: by Michael Blanding; Aerospace; Financial Services

29 May 2013
Blog Post

“A place to grow personally and professionally.” - Yolanda Anton

evolved towards Project Management, having led international aerospace projects valued at several million dollars where negotiation skills often became more valuable than my technology background. Lately, I worked for Airbus leading a... View Details

Keywords: Manufacturing; Technology

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

09 Feb 2016
First Look

February 9, 2016

forthcoming Berrett-Koehler Publishers Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle) By: Malhotra, Deepak Abstract—Some negotiations are easy. Others... View Details

Keywords: Sean Silverthorne

05 Mar 2007
Research & Ideas

Risky Business? Protecting Foreign Investments

which involve projects by foreign companies to develop and manage large infrastructure projects in Indonesia, the book details the ways such deals can go bad both for the companies and the countries they operate in. It also examines how... View Details

Keywords: by Sean Silverthorne; Energy; Utilities

January 1999 (Revised November 1999)
Case

Metapath Software: September 1997

By: G. Felda Hardymon and Bill Wasik

In September 1997, John Hansen called together his board to debate an interesting choice that his company had to make. Hansen--the CEO of Metapath Software, a provider of software and services to wireless carriers--had two offers to describe. The first was an offer to... View Details

Keywords: Private Ownership; Mergers and Acquisitions; Private Equity; Decision Choices and Conditions; Governing and Advisory Boards; Management Teams; Stocks; Public Ownership; Negotiation Deal; Telecommunications Industry; Information Technology Industry

30 Apr 2001
What Do You Think?

Dot.Com Shakeout: Chess or Roulette?

necessary financing but only if they can prove that they have the necessary financing. Still others are trying to negotiate a "marquee" deal with large organizations that are not marching (or... View Details

Keywords: by James Heskett

01 Sep 2004
News

Inside Executive Search

hard to get, to make the search firm and client recruit you. Finally, prepare for the interviews by writing notes about your relevant responsibilities and achievements against the key selection criteria outlined in the position description. View Details

Keywords: Julia Hanna; Corporate Services; Management, Scientific, and Technical Consulting Services; Professional Services

18 Sep 2000
Research & Ideas

Big Deals: Financing Large-Scale Investments

get less. Negotiating these deals is like squeezing a balloon—if you squeeze it in one place, it pops out somewhere else. Finding an equilibrium in the midst of this kind of multiparty View Details

Keywords: by Julia Hanna

02 Nov 2020
What Do You Think?

Is Antitrust Just a Quaint Notion in the Digital Age?

antitrust laws also don’t deal well with companies that took advantage of network effects to become huge and now are perceived as ‘too big to fail’ or to do anything about.” Does antitrust law need a high tech reset? What do you think?... View Details

Keywords: by James Heskett; Retail; Technology; Telecommunications; Communications; Consumer Products; Service

01 Feb 2022
What Do You Think?

Is Concierge Management an Answer to the “Big Quit”?

(iStockphoto/Mladen Zivkovic) Several years ago, my spouse and I turned to concierge medicine. We no longer wanted to deal with a US health care system that often provides basically anonymous, production line diagnosis and treatment... View Details

Keywords: by James Heskett

01 Sep 2004
News

Interpreting the Gipper

U.S.-Soviet competition forced the Soviet Politburo to install a reformer, Mikhail Gorbachev, rather than a hard-liner, Beschloss asserted. Then that same escalation caused Gorbachev to feel pressure “to make arms deals and improve View Details

Keywords: Executive, Legislative, and Other General Government Support; Government

01 Mar 2017
News

The Middle Way

coast. While the First Nations played host and watched, they weren’t involved in the initial negotiations. Instead, they asked the provincial government to figure out a proposal with the other stakeholders, and then negotiate the final... View Details

Keywords: Dan Morrell; photos by Kamil Bialous

Portrait Project

Paul Yeh

friends and sectionmates research, test-drive, and negotiate better deals on their cars. I have become the car guy on campus. At this crucial juncture in which the automotive manufacturers are asking for... View Details

June 2001
Case

NESWC (A)

By: Michael A. Wheeler

Documents attempts to restructure a public-private partnership between the operator of a $200 million trash-to-energy cogeneration plant and a consortium of two dozen Massachusetts municipalities. Describes the process that led to a one-sided agreement, as well as the... View Details

Keywords: Private Sector; Public Sector; Energy Generation; Corporate Governance; Governing Rules, Regulations, and Reforms; Negotiation Deal; Negotiation Process; Partners and Partnerships; Wastes and Waste Processing; Energy Industry; Massachusetts