Publications

January 2020 (Revised November 2020)
Case

Crisis at the 11th Hour

By: David G. Fubini, Rebecca Henderson, Sarah Gulick and Trevor Fetter

A successful lawyer describes an important decision she had to make as a young attorney about whether to disclose information in a contract. View Details

Keywords: Contracts; Agreements and Arrangements; Attorney and Client Relationships; Rank and Position; Trust; Decisions; Legal Services Industry; New York (city, NY)

December 2010 (Revised January 2012)
Case

Todovino: Can Your Rival be Your Friend?

Todovino sells Spanish wines through wine clubs and web sites. Founder-CEO Gonzalo Verdera has partnered with many companies to create cobranded wine clubs, but now he is pondering a joint venture with one of his rivals, a brick-and-mortar wine chain, where Todovino... View Details

Keywords: Joint Ventures; Growth and Development Strategy; Agreements and Arrangements; Partners and Partnerships; Competition; Cooperation; Online Technology; Food and Beverage Industry; Retail Industry

13 Mar 2014
Research & Ideas

Can We Get To Where We Need To Go?

and led the conference, everyone agrees that infrastructure is important and that problems exist—but not for the same reasons. The result: a lack of agreement on solutions. "It's a public agenda item, but it has a lack of... View Details

Keywords: by Dina Gerdeman; Transportation; Air Transportation; Auto

14 Jul 2009
First Look

First Look: July 14

arbitration panels to signals that corruption or incompetency might have been involved in the original negotiations or subsequent renegotiations of agreements that gave rise to disputes. There are other reasons for reaction, but they pose... View Details

Keywords: Martha Lagace

January 1994 (Revised July 1998)
Case

Repligen Corporation: January 1992

By: Josh Lerner and David Kane

Sandford Smith, CEO of Repligen, faces the breakdown of negotiations about a proposed joint venture with a large pharmaceutical firm. He must decide whether to proceed using his firm's internal resources or whether to seek to revise the proposed collaboration. If the... View Details

Keywords: Joint Ventures; Decisions; Contracts; Agreements and Arrangements; Value

July 2008 (Revised November 2012)
Supplement

UpDown: Confidential Instructions for GEORG

By: Noam Wasserman and Deepak Malhotra

Michael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement." Since then, Michael has found an angel investor and has worked non-stop on the business, while one co-founder... View Details

Keywords: Negotiation Participants; Agreements and Arrangements; Business Startups; Ownership Stake

July 2008 (Revised November 2012)
Supplement

UpDown: Confidential Instructions for MICHAEL

By: Noam Wasserman and Deepak Malhotra

Michael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement." Since then, Michael has found an angel investor and has worked non-stop on the business, while one co-founder... View Details

Keywords: Negotiation Participants; Agreements and Arrangements; Business Startups; Ownership Stake

March 2008 (Revised August 2017)
Exercise

The Book Deal: Confidential Instructions for the PUBLISHER

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

April 1999
Case

Steve Perlman and WebTV (A)

By: James K. Sebenius and Ron Fortgang

The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details

Keywords: Business Startups; Entrepreneurship; Agreements and Arrangements; Negotiation Tactics; Alliances; Internet; Communications Industry

September 2023
Technical Note

Note on Family Constitutions

By: Christina R. Wing

Less than half of family businesses will survive generational transfer. While sometimes this is due to operating company issues, in many cases it is because of conflict within the family. Many families create and adopt a family constitution to proactively mitigate... View Details

Keywords: Family Business; Policy; Organizational Structure; Family Ownership; Conflict Management; Agreements and Arrangements

October 2002 (Revised February 2006)
Case

Codex Alimentarius and Food Labeling

By: Ray A. Goldberg and Hal Hogan

Codex Alimentarius is a set of international food standards devised by the Codex Commission, a body within the United Nations jointly sponsored by the FAO and WHO. The purpose of the standards is to harmonize global trade in food products and agricultural commodities,... View Details

Keywords: Standards; Trade; Agreements and Arrangements; Food; Agribusiness; Governing Rules, Regulations, and Reforms; Globalization; Health; Food and Beverage Industry; Agriculture and Agribusiness Industry

September 2006 (Revised November 2006)
Supplement

Cathy Benko: WINning at Deloitte (B)

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

Cathy Benko pulls together a group of Deloitte and Touche's top partners for a weekend discussion of the Initiative for the Retention and Advancement of Women (WIN). Benko, stimulated by the strong reaction by the attending partners, agrees to take on the leadership... View Details

Keywords: Leading Change; Partners and Partnerships; Agreements and Arrangements; Retention; Gender

17 Sep 2024
HBS Case

The Climate Targets Leaders Need to Know as Regulations Loom

sense? Toffel says that leaders should ask themselves: “Are we aiming for net zero like so many other companies? Are we aiming for products that are going to be carbon neutral? Are we instead going to go with the Paris Agreement... View Details

Keywords: by Rachel Layne

01 Oct 2001
Research & Ideas

Five Questions for James Austin

For example, the AMA broke off a cause-related marketing agreement with Sunbeam Corporation after its members decided that it was not appropriate to its social mission. This ended up costing the nonprofit association over $10 million in... View Details

Keywords: by Carla Tishler

02 Jul 2015
Op-Ed

The Future of the Greek Economy

Government Needs To Reach An Agreement With Creditors Prime Minister Alexis Tsipras is right that the old political establishment corrupted Greek institutions and left the country bankrupt, and that the programs imposed by creditors have... View Details

Keywords: by Laura Alfaro, Dante Roscini & George Serafeim; Banking

June 2011
Supplement

Q and A Sessions with Akhil Gupta, Deputy Group CEO and Managing Director of Bharti Enterprises

This tape includes the highlights of question and answer sessions with Akhil Gupta, Deputy Group CEO and Managing Director of Bharti Enterprises, one of the largest mobile phone companies in India. The video focuses on the challenges and lessons learned from Bharti's... View Details

Keywords: Management; Mobile and Wireless Technology; Job Cuts and Outsourcing; Agreements and Arrangements; Innovation and Invention; Telecommunications Industry; India