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- All HBS Web (689)
- Faculty Publications (612)
- January 2002 (Revised April 2015)
- Background Note
A Note on Maneuvering in War and Negotiation
By: Michael Wheeler and Gillian Morris
Military metaphors are commonplace in business writing about strategy, but they are rarely used in the negotiation literature. This case takes the Marine Corps philosophy of warfighting and compares it with the tactics and techniques of effective negotiators. Some of...
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Wheeler, Michael, and Gillian Morris. "A Note on Maneuvering in War and Negotiation." Harvard Business School Background Note 902-157, January 2002. (Revised April 2015.)
- 1995
- Chapter
Overcoming Obstacles to a Successful Climate Convention
Sebenius, James K. "Overcoming Obstacles to a Successful Climate Convention." In Shaping National Responses to Global Climate Change: A Post-Rio Guide, edited by Henry Lee, 41–79. Washington, D.C.: Island Press, 1995.
- August 2009
- Article
The Reality and Myth of Sacred Issues in Negotiations
By: A. E. Tenbrunsel, K A. Wade-Benzoni, V. H. Medvec, L. Thompson and M. H. Bazerman
This paper investigates the role of sacred issues in a dyadic negotiation set in an environmental context. As predicted, when negotiators focus on sacred issues, this negatively impacts the negotiation, producing more impasses, lower joint outcomes, and more negative...
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Keywords:
Decision Choices and Conditions;
Values and Beliefs;
Negotiation Process;
Negotiation Tactics;
Conflict of Interests;
Perception;
Cooperation
Tenbrunsel, A. E., K A. Wade-Benzoni, V. H. Medvec, L. Thompson, and M. H. Bazerman. "The Reality and Myth of Sacred Issues in Negotiations." Negotiation and Conflict Management Research 2, no. 3 (August 2009): 263–284.
- May 1990 (Revised December 1998)
- Case
Technology Transfer at a Defense Contractor (Abridged)
By: Linda A. Hill
Covers the same material concerning the specific transfer of technology as described in the longer version but summarizes the environmental and organizational context of the transfer. Most appropriate when the instructor wishes to focus on the action questions.
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Keywords:
Organizational Change and Adaptation;
Change Management;
Conflict Management;
Managerial Roles;
Management Teams;
Employees;
Competitive Strategy;
Projects
Hill, Linda A. "Technology Transfer at a Defense Contractor (Abridged)." Harvard Business School Case 490-094, May 1990. (Revised December 1998.)
- April 2004 (Revised July 2008)
- Case
Showdown on the Waterfront: The West Coast Port Dispute (A)
By: Kathleen L. McGinn and Dina R. Pradel
New technology underlies a protracted dispute between West Coast longshoremen and their employers. Severe economic consequences lead to government intervention in the dispute.
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Keywords:
Economics;
Negotiation Process;
Business and Government Relations;
Labor and Management Relations;
Conflict and Resolution;
Shipping Industry;
Western United States
McGinn, Kathleen L., and Dina R. Pradel. "Showdown on the Waterfront: The West Coast Port Dispute (A)." Harvard Business School Case 904-045, April 2004. (Revised July 2008.)
- 02 Jun 2010
- First Look
First Look: June 2
examining a unique dataset consisting of over 150,000 pages of documents relating to 102 business disputes. We find that the level of contractual detail affects the type of dispute resolution approach that is adopted when View Details
Keywords:
Martha Lagace
- February 1997 (Revised September 2000)
- Case
3M: Negotiating Air Pollution Credits (B)
By: Michael A. Wheeler and Thomas Dretler
Supplements the (A) case.
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Keywords:
Conflict of Interests;
Negotiation Types;
Pollutants;
Negotiation Participants;
Laws and Statutes;
Policy;
Government and Politics;
United States
Wheeler, Michael A., and Thomas Dretler. "3M: Negotiating Air Pollution Credits (B)." Harvard Business School Case 897-135, February 1997. (Revised September 2000.)
- October 2008 (Revised October 2008)
- Case
Lehman Brothers and Peabody Coal
When Texas Utilities Company (TXU) wanted to acquire The Energy Group, the latter needed to spin-off its coal mining assets, Peabody Coal, to avoid running afoul of antitrust authorities. In this case, TXU's investment banker, Lehman Brothers, considers whether to...
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Keywords:
Mergers and Acquisitions;
Investment Banking;
Monopoly;
Conflict of Interests;
Mining Industry;
Utilities Industry
El-Hage, Nabil N., and Cedric A. Lucas. "Lehman Brothers and Peabody Coal." Harvard Business School Case 209-009, October 2008. (Revised October 2008.)
- June 2007 (Revised March 2010)
- Case
Managing Orthopaedics at Rittenhouse Medical Center
By: Richard M.J. Bohmer, Robert S. Huckman, James Weber and Kevin J. Bozic
Considers the issues associated with running multiple business models–a private practice and an academic faculty practice--within the confines of the orthopaedics department of a single medical center. Students assume the role of Neela Wilson, Executive Director of...
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Keywords:
Business Units;
Business Model;
Health Care and Treatment;
Service Operations;
Conflict Management;
Competition;
Health Industry
Bohmer, Richard M.J., Robert S. Huckman, James Weber, and Kevin J. Bozic. "Managing Orthopaedics at Rittenhouse Medical Center." Harvard Business School Case 607-152, June 2007. (Revised March 2010.)
- January 2021 (Revised October 2021)
- Case
Ken Talbot—Cautionary Tale in Estate Planning
By: Christina R. Wing and Faith Lyons
In 2010, Ken Talbot, a self-made Australian billionaire, was traveling throughout Africa to bring his innovative coal technology to the continent when he perished in a plane crash. His will was originally created years prior when his estate worth was estimated to be AU...
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Keywords:
Estate Planning;
Entrepreneurship;
Assets;
Agreements and Arrangements;
Lawsuits and Litigation;
Valuation;
Family and Family Relationships;
Conflict Management;
Australia;
Africa
Wing, Christina R., and Faith Lyons. "Ken Talbot—Cautionary Tale in Estate Planning." Harvard Business School Case 621-071, January 2021. (Revised October 2021.)
- November 2010 (Revised February 2013)
- Case
Energy Security in Europe (A): Nord Stream
By: Rawi E. Abdelal and Sogomon Tarontsi
Russian and German energy firms initiated the Nord Stream natural gas pipeline project with strong political support from their home governments but encountered resistance from other states. Although the pipeline would connect Russia with Germany directly, the project...
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Keywords:
Non-Renewable Energy;
Leadership;
Distribution;
Business and Government Relations;
Conflict and Resolution;
Energy Industry;
Russia;
European Union;
Germany
Abdelal, Rawi E., and Sogomon Tarontsi. "Energy Security in Europe (A): Nord Stream." Harvard Business School Case 711-026, November 2010. (Revised February 2013.)
- September 2007 (Revised April 2013)
- Case
Peter Welz: When a Marquee Prospect Plays Hardball (A)
By: James K. Sebenius and Ellen Knebel
Describes the hardball tactics facing Peter Welz, who seeks to negotiate a make-or-break contract with a vastly larger potential client. Welz's counterpart team is led by Preston Spitzer, a notoriously tough player who fully understands his side's massive advantages in...
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Keywords:
Negotiation Process;
Negotiation Tactics;
Behavior;
Conflict and Resolution;
Competitive Advantage
Sebenius, James K., and Ellen Knebel. "Peter Welz: When a Marquee Prospect Plays Hardball (A)." Harvard Business School Case 908-010, September 2007. (Revised April 2013.)
- January 2013 (Revised August 2013)
- Case
Vietnam: Sustaining the Growth of an Asian Tiger
By: Michael E. Porter and Christian H.M. Ketels
The case tracks Vietnam's economic policy choices and performance from the end of the Vietnam war to the Doi Moi economic reforms and the economic transformation that followed. Throughout this period, the country had become a darling of the international aid community....
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Keywords:
Conflict Management;
Leadership;
Policy;
Transformation;
Economic Growth;
Developing Countries and Economies;
Macroeconomics;
Viet Nam
Porter, Michael E., and Christian H.M. Ketels. "Vietnam: Sustaining the Growth of an Asian Tiger." Harvard Business School Case 713-480, January 2013. (Revised August 2013.)
- October 1989 (Revised August 1995)
- Case
Tysons Corner
Hollinswood Associates, a joint venture partnership, has developed and operated a Marriott Hotel in Tysons Corner, Virginia. The partnership has been very successful in the past but it is now facing a significant cash flow deficit. Designed to examine how a partnership...
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Keywords:
Conflict Management;
Change Management;
Partners and Partnerships;
Joint Ventures;
Cash Flow;
Investment;
Accommodations Industry;
Real Estate Industry;
Virginia
Poorvu, William J. "Tysons Corner." Harvard Business School Case 390-052, October 1989. (Revised August 1995.)
- 04 Sep 2001
- Research & Ideas
Five Questions for Max Bazerman
the federal level. Would government be better served by having more business leaders in office? A: I don't think that a business school professor can offer unbiased advice on who should run government. However, it is clear that most elected officials miss the key...
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Keywords:
Re: Max H. Bazerman
- May 2006 (Revised May 2009)
- Case
De Beers: Addressing the New Competitiveness Challenges
By: Michael E. Porter, Sonia D. Marciano and Alyson Warhurst
Traces the development of De Beers and the diamond industry from its inception in the mid-1800s to the year 2000. Discusses De Beer's history and strategy as the industry leader and its role in industry development. Enables deep examination of the interdependence of...
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Keywords:
History;
Strategy;
Geographic Location;
Conflict Management;
Corporate Social Responsibility and Impact;
Business and Community Relations;
Developing Countries and Economies;
Mining Industry
Porter, Michael E., Sonia D. Marciano, and Alyson Warhurst. "De Beers: Addressing the New Competitiveness Challenges." Harvard Business School Case 706-501, May 2006. (Revised May 2009.)
- 20 Dec 2011
- First Look
First Look: December 20
designed as modular systems. Finally, it analyzes in detail the strategy of capturing value by maintaining exclusive control of an essential module in an open system. Download the paper: http://www.hbs.edu/research/pdf/12-040.pdf Fiduciary Duties and Equity-Debtholder...
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Keywords:
Carmen Nobel
- 01 Dec 1997
- News
Short Takes
resource practices such as employee selection and conflict resolution affect how well care providers work together, as well. Gittell and Weiss are currently surveying managers, care providers, and patients...
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Keywords:
Judith Ross
- March – April 2008
- Article
Interorganizational Trust, Governance Choice, and Exchange Performance
By: Ranjay Gulati and Jackson Nickerson
This paper looks at when and how preexisting interorganizational trust influences the choice of governance and in turn the performance of exchange relationships. We theorize that preexisting interorganizational trust complements the choice of governance mode (make,...
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Keywords:
Corporate Governance;
Organizational Culture;
Performance Improvement;
Conflict and Resolution;
Trust
Gulati, Ranjay, and Jackson Nickerson. "Interorganizational Trust, Governance Choice, and Exchange Performance." Organization Science 19, no. 2 (March–April 2008): 1–21.
- 2009
- Article
Compelled to Help: Effects of Direct and Indirect Exchange on Perceived Obligation in Professional Networks
By: Roy Y.J. Chua, Billian Sullivan and Michael W. Morris
This research examines felt obligation to help others in employees' and managers' professional networks using a social exchange perspective. We hypothesize that obligation toward others would follow the norms of both direct and indirect reciprocity. Direct reciprocity...
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Keywords:
Perspective;
Conflict of Interests;
Research;
Surveys;
Networks;
Forecasting and Prediction;
Social Issues
Chua, Roy Y.J., Billian Sullivan, and Michael W. Morris. "Compelled to Help: Effects of Direct and Indirect Exchange on Perceived Obligation in Professional Networks." Academy of Management Annual Meeting Proceedings (2009).