Publications

July 2021
Teaching Note

The Carlyle Group: Carving Out Atotech

By: Rosabeth Moss Kanter

Teaching Note for HBS Case No. 321-153. On January 31, 2017, The Carlyle Group ("Carlyle") closed its $3.2 billion acquisition of Atotech, an international Specialty Chemicals and Equipment company. In Carlyle's Washington, DC headquarters, the US-based deal... View Details

Keywords: Oil ＆ Gas; Deal; International Acquisition; International; Acquisition; Negotiation; Negotiation Deal; Transformation; Chemicals; Markets; Bids and Bidding; Globalized Markets and Industries; Standards; Chemical Industry; United States; Europe; Asia; Germany

August 1995 (Revised March 1996)
Teaching Note

ITT Automotive: Global Manufacturing Strategy (1994) TN

By: Gary P. Pisano

Teaching Note for (9-695-002). View Details

Keywords: Auto Industry; Belgium; Germany; United States

January 1993 (Revised November 1993)
Case

FCB and Publicis (A): Forming the Alliance

By: Rosabeth M. Kanter

Two of the largest ad agencies form a partnership to be able to offer their clients global capabilities. After five years, how is the alliance faring? May be used with FCB and Publicis (B): Managing Client and Country Diversity and (C): The German-Led Network. View Details

Keywords: Alliances; Partners and Partnerships; Globalized Firms and Management; Advertising; Global Strategy; Marketing Strategy; Customer Focus and Relationships; Market Timing; Outcome or Result; Advertising Industry; United States; France; Germany

May 1992
Teaching Note

RU 486 (A) and (B), Teaching Note

By: Joseph L. Badaracco Jr.

Teaching Note for (9-391-050) and (9-391-051). View Details

Keywords: Pharmaceutical Industry; Health Industry; France; Germany; United States

October 1990 (Revised April 1991)
Case

RU 486 (A)

By: Joseph L. Badaracco Jr.

Describes the factors faced by Roussel UCLAF, a French drug company, in deciding whether and how to market a controversial new drug, RU 486, which is often called "the French abortion pill." Roussel's decision involved its relations with the French government, its... View Details

Keywords: Judgments; Ethics; Product Launch; Negotiation; Outcome or Result; Performance; Business and Government Relations; Health Industry; Pharmaceutical Industry; France; Germany; United States

November 2012 (Revised January 2013)
Case

SANY: Going Global

By: Rajiv Lal, Stefan Lippert, Nancy Hua Dai and Di Deng

April 17, 2012, was a special day for SANY Group and for its founder Liang Wen'gen. Headquartered in Changsha, SANY Group had transformed itself in two decades from a small welding material factory in 1989 to a leading global construction equipment manufacturer with 5... View Details

Keywords: China; Expansion; Business Growth; Heavy Industry; Strategy Development; Globalization; Growth and Development; Emerging Markets; Strategy; Construction Industry; Manufacturing Industry; Industrial Products Industry; Asia; China; Europe; Germany; India; North and Central America; South America

February 2012
Article

Management Practices across Firms and Countries

By: Nicholas Bloom, Christos Genakos, Raffaella Sadun and John Van Reenen

For the last decade we have been using double-blind survey techniques and randomized sampling to construct management data on over 10,000 organizations across 20 countries. On average, we find that in manufacturing American, Japanese, and German firms are the best... View Details

Keywords: Management Practices and Processes; Competency and Skills; Governing Rules, Regulations, and Reforms; Organizations; Developing Countries and Economies; Economic Sectors; Performance; Business and Shareholder Relations; Private Equity; Multinational Firms and Management; United States; Germany; Japan; China; India

January 2013
Article

Level Two Negotiations: Helping the Other Side Meet Its 'Behind-the-Table' Challenges

By: James K. Sebenius

A long analytic tradition has explored the challenge of productively synchronizing "internal" with "external" negotiations, with a special focus on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work... View Details

Keywords: James Baker; Internal Negotiation; Dispute Resolution; Bargaining; Two-level Games; Negotiation; Germany; United States

2012
Working Paper

Level II Negotiations: Helping the Other Side Meet Its 'Behind the Table' Challenges

By: James K. Sebenius

A long analytic tradition explores the challenge of productively synchronizing "internal" with "external" negotiations, especially focusing on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work is... View Details

Keywords: Negotiation; Conflict Management; Agreements and Arrangements; Government and Politics; Mathematical Methods; United States; Germany

December 2006 (Revised January 2009)
Case

METRO Cash & Carry

By: Tarun Khanna, Krishna G. Palepu, Carin-Isabel Knoop and David Lane

Analyzes the globalization of Metro Case & Carry, a German wholesaler, which has flourished in many foreign markets but struggled to gain traction in India. Considers Metro's experience in Russia and China to put the company's challenges in India in comparative... View Details

Keywords: Cross-Cultural and Cross-Border Issues; Global Strategy; Multinational Firms and Management; Emerging Markets; Market Entry and Exit; China; India; Russia; Germany

2006
Chapter

Designing Sustainability at BMW Group: The Designworks/USA Experience

By: Kellie McElhaney, Michael W. Toffel and Natalie Hill

Keywords: Environmental Sustainability; Auto Industry; Germany; United States

December 1992 (Revised June 1996)
Case

Siemens Corporation (A): Corporate Advertising for 1992

By: Stephen A. Greyser and Norman Klein

Describes the approach of the German-based multinational company, Siemens Corp., to establishing an identity in the United States. The specific goals for the 1991-92 corporate advertising campaign are described. Examples of print and television messages are included,... View Details

Keywords: Advertising Campaigns; Trade; Marketing Strategy; Market Entry and Exit; Performance Evaluation; Germany; United States

September 1991 (Revised August 1996)
Case

Procter & Gamble Co., The: Lenor Refill Package

By: John A. Quelch

The assistant brand manager for Lenor, Procter & Gamble Germany's fabric softener brand, was preparing a presentation on the national launch of an environmentally friendly refill package. View Details

Keywords: Multinational Firms and Management; Environmental Sustainability; Product Launch; Brands and Branding; Consumer Products Industry; Germany; United States