Publications

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September 2008 (Revised September 2018)
Case

Traversing a Career Path: Pat Fili-Krushel (A)

By: Kathleen L. McGinn, Deborah M. Kolb and Cailin B. Hammer

Pat Fili-Krushel, CEO and president of WebMD and past president of ABC Network, contemplates accepting Richard Parson's offer to become the first executive vice president of administration at AOL Time Warner. Accepting this position would be a move back into mainstream... View Details

Keywords: Decision Choices and Conditions; Job Offer; Managerial Roles; Negotiation Tactics; Personal Development and Career; Power and Influence; Media and Broadcasting Industry

Educators

March 2003 (Revised January 2008)
Case

Northrop versus TRW

By: Carliss Y. Baldwin and James Quinn

TRW, a leading supplier of advanced technology products for the auto, defense, and aerospace markets, receives an unexpected stock-for-stock offer from defense company Northrop Grumman Corp. The $11.4 billion aggregate offer, which represents a 22% premium over the... View Details

Keywords: Mergers and Acquisitions; Decision Choices and Conditions; Governing and Advisory Boards; Laws and Statutes; Negotiation Tactics; Valuation; Aerospace Industry; Auto Industry; Ohio

September 1997 (Revised May 1999)
Case

Automated Intelligence Corporation

By: James K. Sebenius and David T. Kotchen

Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details

Keywords: Information Technology; Valuation; Research and Development; Stock Shares; Negotiation Process; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota

Educators

01 Jun 2010
News

Faculty Research Online

Sharpening Your Skills: Successful Negotiation Can you outnegotiate Wal-Mart? Can women overcome gender stereotypes to win equitable pay? A compendium of recent research from HBS looks at important factors to consider before sitting down at the bargaining table. See... View Details

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

December 1998 (Revised May 1999)
Exercise

Negotiating Peace Accords in Bellicoso for the Leader of the Peasant Freedom Front (PFF): General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details

Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador

December 1998 (Revised May 1999)
Exercise

Negotiating Peace Accords in Bellicoso for the Head of the Pro-Peace Party (PPP): General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details

Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador

Career Coach

Anne Marie Checcone

setting their job search strategy, validating potential career paths, and pursuing specific opportunities. Anne Marie’s approach goes beyond the tactics of a job search and helps clients hone the career (re)discovery skills that they will... View Details

Keywords: Fintech; Financial Services (All); Technology

Career Coach

Doug Lester

and wellness, tech, and mission-driven organizations. In addition to coaching at HBS, Doug works with individual and corporate clients through his private coaching practice Career Narratives. He writes regularly about the strategies and View Details

Keywords: Auto/Transportation/Logistics; Consumer Products; Education; Emerging Markets; Entertainment / Media; Entrepreneurship; Government; Health Care; Hospitality; Insurance; Publishing / Communications / Advertising; Real Estate; Retail; Social Enterprise; Technology

Web

Digital Marketing Workshop - Course Catalog

based on lectures and custom-built hands-on exercises for HBS students to help build foundational knowledge of the modern tools of digital marketing and analytics. The course was tailored for aspiring entrepreneurs and marketers curious about emerging methods and View Details

December 1998 (Revised May 1999)
Exercise

Negotiating Peace Accords in Bellicoso for the Leader of the Student Revolutionary Front (SRF): General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details

Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador

January 1997
Case

Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (B)

By: James K. Sebenius

Since the 1960s, SMI has quietly executed a series of brilliantly negotiated takeovers throughout Europe, often acquiring companies much larger than itself. Despite formidable obstacles, SMI has managed to acquire state-owned competitors in Italy and France, as well as... View Details

Keywords: Acquisition; Corporate Governance; International Relations; Negotiation Tactics; Consolidation; Mining Industry; Europe

Educators

25 Aug 2014
News

'Atlantic' Publisher Had Role in Brokering US Hostage’s Release

Keywords: Publishing Industries (except Internet); Information

01 Jun 2009
News

Career Services Steps Up Alumni Support

workshop series offered guidance on developing a new career vision, marketing oneself in an increasingly competitive environment, and mastering job search tactics to navigate market conditions. (Videos of the sessions may be viewed online... View Details

Keywords: Margie Kelley; Educational Support Services; Educational Services

20 Mar 2005
Research & Ideas

Lessons of Successful Entrepreneurs

much for the money as for the expertise—"We wanted adult supervision." Entrepreneurs run incredibly fast and focused, leaving little time for thinking about strategy and tactics to respond to events happening in the industry.... View Details

Keywords: by Sean Silverthorne

05 Apr 2017
Research & Ideas

For Women Especially, It Pays to Know What Car Repairs Should Cost

Women who come prepared to challenge an auto repair quote can overcome gender discrimination and negotiate a fairer price, according to recently published research. That's one conclusion from the research study Repairing the Damage: The Effect of Price Knowledge and... View Details

Keywords: by Wendy Guild Swearingen; Auto; Service

December 2010
Supplement

Ad Classification at Right Media — slide supplement

By: Benjamin Edelman

Right Media considers systems and policies to make sure that ads are only shown on web sites where they are appropriate, and vice versa. Setting standards is particularly challenging given the large and growing marketplace, the numerous participants, their diverse... View Details

Keywords: Media; Digital Marketing; Market Participation; Negotiation Tactics; Marketing Communications; Communication; Advertising Industry; Media and Broadcasting Industry

March 2008 (Revised August 2017)
Exercise

The Book Deal: Confidential Instructions for the AGENT

By: Deepak Malhotra and Max H. Bazerman

A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author. View Details

Keywords: Ethics; Agreements and Arrangements; Negotiation Preparation; Negotiation Tactics; Negotiation Types; Publishing Industry