Publications

Find at Harvard

29 Apr 2019
Research & Ideas

Is the Digital Age Making Us Petty?

really exacting and precise,” Zhang says. “There’s some research by colleagues at Columbia showing that giving precise offers, in contract negotiations for instance, can lead to beneficial monetary outcomes for View Details

Keywords: by Kristen Senz

November 2017 (Revised August 2018)
Case

Fair Value Accounting at Noble Group (A)

By: Siko Sikochi, Suraj Srinivasan and Quinn Pitcher

Noble Group was a large commodities trader based in Hong Kong and listed on the Singapore Stock Exchange. In 2012, Noble shifted its business strategy towards an asset-light model. Under this model, Noble did not own mines or farms to produce commodities but built... View Details

Keywords: Fair Value Accounting; Policy; Goods and Commodities; Contracts; Valuation

09 Dec 2015
Research Event

When Hosts Attack: The Competitive Threat of Online Platforms

In the online marketplace, oodles of retailers and developers rely on “platforms” such as Amazon.com, the Apple App Store, Facebook, and Twitter to get their products and services into View Details

Keywords: by Carmen Nobel; Retail; Technology; Web Services

Web

Invention of the Polarizer - Edwin H. Land & Polaroid | Harvard Business School

filters that would reduce glare. The following year, Land-Wheelwright Laboratories entered a contract with the American Optical Company, a major manufacturer, to produce... View Details

June 2012
Case

Siemens AG: Key Account Management

By: Thomas Steenburgh, Michael Ahearne and Elena Corsi

The key account manager of an engineering company has to convince a department to give up important contracts. The German engineering company Siemens had set up a global key account management program since 2010. The key account manager of an emerging account had been... View Details

Keywords: Key Account Management; Commercialization; Marketing; Marketing Management; Engineering; Marketing Strategy; Customer Relationship Management; Profit; Problems and Challenges; Electronics Industry; Consumer Products Industry; Europe

01 Oct 2001
News

Calling the Tune: Negotiation as an Improvisational Dance

Valley noted. "This means negotiating separate contracts for who will do what, at what price, and for how long. Negotiation has become the way we do business." In her research, Valley found that View Details

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

June 1997 (Revised November 1998)
Case

Sky Air, Inc.

By: Paul A. Gompers

Concerns a fictitious airline company and examines the moral hazard situation that results within a firm. Provides an opportunity to discuss corporate governance and contracting under uncertainty. View Details

Keywords: Ethics; Corporate Governance; Contracts; Risk and Uncertainty; Air Transportation Industry

20 Mar 2020
Research & Ideas

How Small Businesses Can Survive the Coronavirus Outbreak

and Fundbox, which specialize in loans to small businesses, are also considering ways to support the sector. Renegotiate terms of contracts and debt. Owners should ask landlords for more time to pay their... View Details

Keywords: by Danielle Kost; Service; Food & Beverage

05 May 2003
Research & Ideas

Greed, Fear, and The System Hinder Corporate Reform

of enormous amounts of resources. We expect something in return," Khurana told the audience. "We expect fiduciary responsibility; we expect them to behave like professionals. In other words, there's an implicitly moral and... View Details

Keywords: by Martha Lagace

27 May 2020
Research & Ideas

What South Korea Teaches the World About Fighting COVID

people likely contracted the virus several days (and up to two weeks) before showing symptoms and, thus, would have been in contact with other people (solid line in Figure 1), unknowingly spreading View Details

Keywords: by Doug J. Chung; Health

Web

HBS Alumna Fighting Cancer with a Novel Cell Therapy - MBA

Blog Blog MBA Voices Filter Results Arrow Down Arrow Up Read posts from Author Alumni Author Career and Professional Development Staff Author HBS Community Author HBS Faculty Author MBA Admissions Author MBA Students Topics Topics 1st Year (RC) 2+2 Program 2nd Year... View Details

2013
Case

Career Pathways, Performance Pay, and Peer-review Promotion in Baltimore City Public Schools

By: Susan Moore Johnson, John J-H Kim, Geoff Marietta, S. Elisabeth Faller and James Noonan

In the fall of 2012, Dr. Andres Alonso had much to celebrate about in his five-year tenure as CEO of Baltimore City Public Schools, including the approval and implementation of an innovative teachers' contract with a jointly-governed four-tier career pathway that tied... View Details

Keywords: Labor Management; Public Education; PELP; Union; Compensation; Collaboration; Public Education Leadership Project; Education; Labor; Compensation and Benefits; Education Industry; United States

Article

Exclusivity, Contingent Control Rights, and the Design of Internet Portal Alliances

By: Josh Lerner and Dan Elfenbein

We explore the relationship between exclusivity and state-contingent control rights using a sample of over 100 Internet portal alliance contracts. We find that stronger exclusivity arrangements are associated with more frequent usage of contingent control rights. For... View Details

Keywords: Risk and Uncertainty; Contracts; Governance Controls; Internet and the Web; Ownership

Find at Harvard

26 Jun 2020
Working Paper Summaries

Weak Credit Covenants

Keywords: by Victoria Ivashina and Boris Vallée; Financial Services

April 2009 (Revised August 2009)
Case

Petrobras in Ecuador (A)

By: Aldo Musacchio, Lena G. Goldberg and Ricardo Reisen de Pinho

On October 18, 2007, Ecuador's President Rafael Correa announced his intention to migrate Petrobras' existing participation contracts to exploit oil reserves in Ecuador's Blocks 18 and 31 to servicing agreements under which Petrobras would be paid a production fee and... View Details

Keywords: Metals and Minerals; Globalized Firms and Management; Corporate Governance; Government Administration; Taxation; Contracts; Negotiation Process; Negotiation Tactics; Public Ownership; Business and Government Relations; Business and Shareholder Relations; Brazil; Ecuador

January 2022
Case

Somatus: Value-Based Kidney Care (A)

By: Ariel D. Stern, Robert S. Huckman and Sarah Mehta

When Dr. Ikenna Okezie founded Somatus, a value-based kidney care provider, his goal had been nothing short of transforming kidney care delivery in the United States. Rather than relying on dialysis, a costly and intensive treatment for late-stage kidney disease, the... View Details

Keywords: Business Startups; Disruption; Entrepreneurship; Health; Health Care and Treatment; Health Disorders; Medical Specialties; Innovation and Invention; Disruptive Innovation; Management; Strategy; Business Strategy; Value; Value Creation; Health Industry; United States; Virginia

01 Feb 1997
News

Leading the Way In Negotiation and Decision Making

sustainable deals can be applied to international and financial transactions. Also crossing unit lines is Professor Richard E. Walton who contributes expertise in strategic negotiation to the examination of economic and social View Details

Keywords: Judith A. Ross

November 2012
Article

Empirical Observations on Longer-term Use of Incentives for Weight Loss

By: Leslie K. John, George Loewenstein and Kevin Volpp

Behavioral economic-based interventions are emerging as powerful tools to help individuals accomplish their own goals, including weight loss. Deposit contract incentive systems give participants the opportunity to put their money down toward losing weight, which they... View Details

Keywords: Weight Loss; Obesity; Behavioral Economics; Intervention; Behavior; Motivation and Incentives