Publications

September 2002
Background Note

Presence of Mind

By: Michael A. Wheeler

This case is reflection on the importance of acquiring presence of mind in negotiations. Using a variety of metaphors, the case explores different ways for negotiators to achieve this selfawareness. Athletes experience the phenomenon of "being in the zone," artists and... View Details

Keywords: Management Skills; Negotiation Tactics; Negotiation Style; Interpersonal Communication; Decision Making

March 2000
Background Note

Venture Capitalist as Entrepreneur, The

By: Robert J. Robinson and Noam T. Wasserman

Introduces students to negotiations between venture capitalists (VCs) and the limited partners who provide the VCs' capital. Also discusses negotiations between VCs and other VCs, including those within a VC firm itself. Explores interests, sources of negotiating... View Details

Keywords: Business Model; Venture Capital; Capital; Negotiation Tactics; Entrepreneurship; Financial Services Industry

August 1999 (Revised September 1999)
Case

Double Dealmaking in the Browser Wars (A)

By: James K. Sebenius

Recounts two complex negotiations in which Netscape and Microsoft compete to win a browser contract with AOL--then later with KPMG. After reviewing the web and browser sectors, this case recounts AOL's dramatic negotiations with Netscape and with Microsoft over which... View Details

Keywords: Negotiation Process; Negotiation Tactics; Negotiation Deal; Web; Web Services Industry

October 1997 (Revised September 2000)
Case

Disney (A): From Disneyland to Disney World—Learning the Art of Land Assembly

By: Michael A. Wheeler and Georgia Levenson

Walt Disney is contemplating sites for a new theme park, building on the success of Disneyland in Anaheim. The focus is on Disney's strategy for land negotiation and acquisition, which is informed by his experience with the Anaheim park. View Details

Keywords: Negotiation Types; Negotiation Tactics; Acquisition; Tourism Industry; Entertainment and Recreation Industry; California

December 2001
Background Note

A Note on Critical Moments in Negotiation

By: Michael A. Wheeler and Gillian Morris

This case provides an introduction to the wide field of literature that addresses the presence of critical moments--moments that fundamentally can change the negotiation. Critical moments have been examined by a range of theorists and scientists, from mathematicians to... View Details

Keywords: Negotiation Tactics; Decision Choices and Conditions; Change; Negotiation Process; Body of Literature

Find at Harvard

November 2006
Case

Kroger Union Negotiations

By: Dennis A. Yao

A stylized version of the negotiations between Kroger Company and its local unions during the mid-1980s. Management faces a sequence of individual negotiations with local unions during a time of weak economic performance when management is seriously considering... View Details

Keywords: Job Cuts and Outsourcing; Wages; Management; Negotiation Participants; Negotiation Process; Negotiation Tactics

09 Jun 2015
Sharpening Your Skills

Sharpening Your Skills: Social Media

Deighton, is that participants enhance their personal capital in performance of a good deed. Secrets to a Successful Social Media Strategy Misiek Piskorski explores the secrets of successful social media tactics in his book, A Social... View Details

Keywords: Re: Multiple Faculty; Advertising

12 PM – 1 PM EST, 05 Dec 2016
Webinars: Career

The Startup Rules of Three

Do you have a brilliant idea for a startup? Becoming a successful entrepreneur requires more than just an inspiring concept and a plan for development. There is a reason as many as 75 percent of venture capital-backed startups fail, and nearly 95 percent of all... View Details

Web

Scams | Information Technology

Scams There are various scams and tactics that cybercriminals use to target us everyday. Learn more about common tactics they may use and steps you can take to minimize your risk. Be alert for suspicious... View Details

01 Mar 2019
News

Tools and Training for a “Wicked Problem”

the homeless transition to affordable housing, and expanding behavioral health services and substance abuse treatment programs are all part of the plan; when it comes to its implementation, however, Keller will draw on tactics he picked... View Details

Keywords: homelessness

11 Oct 2016
Blog Post

Why We Recruit: HelloFresh

genuine passion for food and a very customer-centric mindset. What recruiting tactics have you found most successful in engaging with students and/or alumni at HBS?On-campus interviews is what we find most successful. We love investing... View Details

Keywords: Consumer Products / Retail

November 2008
Case

The Hong Kong & China Gas Company Ltd.: Negotiating Joint Ventures in China

By: James K. Sebenius, Michael Shih-ta Chen and Medha Samant

To deliver 5-6 major new Chinese joint ventures annually, Hong Kong China Gas executives began extracting cross-border negotiating lessons from their 80 existing Chinese JVs. Chairman Alfred Chan and CEO Peter Wong knew that HKGC's growth strategy required significant... View Details

Keywords: Joint Ventures; Cross-Cultural and Cross-Border Issues; Negotiation Tactics; Interests; Cooperation; Expansion; Utilities Industry; Hong Kong

November 1995 (Revised February 2017)
Supplement

Luna Pen (B)

By: Kathleen McGinn and Michael Wheeler

Presents a series of multiple choice options to be distributed and discussed in class. View Details

Keywords: Decisions; Strategy; Negotiation Tactics; Performance Evaluation; Gender; Culture; Power and Influence; Germany; Taiwan

September 1983 (Revised December 1988)
Case

Cleveland Twist Drill (A)

By: Richard G. Hamermesh

Deals with the problems of implementing strategy in a declining industry and the negotiation of strategy with external constituencies, particularly labor unions. Traces Jim Bartlett's first nine months as president and asks for a plan of action. View Details

Keywords: Decision Choices and Conditions; Management Style; Negotiation Tactics; Labor and Management Relations; Corporate Strategy