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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

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

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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

19 Mar 2006
Research & Ideas

Unlocking Your Investment Capital

Business Review, Merton, a Nobel laureate, urges senior corporate executives and boards to view derivative applications not just as tactical measures but as strategic tools that convey competitive advantage. A first step is distinguishing... View Details

Keywords: by Ann Cullen; Financial Services

04 Nov 2014
First Look

First Look: November 4

Benjamin Abstract—I examine Google's pattern and practice of tying to leverage its dominance into new sectors. In particular, I show how Google used these tactics to enter numerous markets, to compel usage of its services, and often to... View Details

Keywords: Sean Silverthorne

September 1997 (Revised May 1999)
Case

Precision Controls, Inc.

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; Negotiation Process; Stock Shares; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota

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01 Jun 2017
News

Case Study: Something New

productively.” From Baker Library: Anomalie is one of a growing number of retailers adopting transparent pricing in an attempt to build trust with consumers, many of whom have become disillusioned by variable pricing and other tactics... View Details

Keywords: April White

March 1999 (Revised November 2001)
Case

Honda-Rover (B): Honda Draws the Line

By: Ashish Nanda, James K. Sebenius and Ron Fortgang

Supplements the (A) case. View Details

Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom

16 May 2012
Research & Ideas

Can Decades of Military Overspending be Fixed?

37 states participate in the development and production program. The empty weight of the aircraft is 31,670 pounds and the wing area is 840 square feet. The aircraft has two engines generating 35,000 pounds of thrust, enabling the F-22 to travel at a speed of Mach 1.8... View Details

Keywords: by J. Ronald Fox; Service

12 Oct 2016
Research & Ideas

Break the Rules of How Business is Done

of our team. I imagine neither the window extension or transparency tactics were very time consuming or distracting to implement (well, perhaps the former took some selling to their investors!), but they certainly make this company stand... View Details

Keywords: by Julia B. Austin

10 Sep 2015
Blog Post

Why We Recruit: EF Education First

service). HBS recruits typically join one of our global offices or schools in a senior role, and are then fast-tracked to even more senior leadership positions. What recruiting tactics have you found most successful in engaging with... View Details

Web

Power and Influence for Positive Impact - Course Catalog

inequalities, saving the planet, and protecting democracy. The course introduces conceptual models, tactical approaches, and assessment tools to help you develop your own influence style and understand political dynamics as they unfold... View Details

08 Feb 2011
First Look

First Look: Feb. 8

editors, teachers, and individual scholars to act to foster these characteristics. Strategies and Tactics in NGO-Government Relations: Insights from Slum Housing in Mumbai Authors:Ramya Ramanath and Alnoor Ebrahim Publication:Nonprofit... View Details

Keywords: Sean Silverthorne

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

June 2007 (Revised March 2008)
Case

Lazard LLC

By: Guhan Subramanian and Eliot Sherman

Describes Lazard's situation in 2001, and supplies context for the subsequent negotiation between its Chairman and his hand-picked successor. In 2001 Lazard, the last of the great investment houses to remain both private and in the control of its founding family, is in... View Details

Keywords: Mergers and Acquisitions; Family Business; Talent and Talent Management; Selection and Staffing; Management Succession; Negotiation Tactics; Financial Services Industry

17 Nov 2015
Lessons from the Classroom

How Activist Investors Became Respectable

online well before any regulatory filing disclosed his holdings in the company. These tactics may have been designed for drama, but the investment strategy and its scale are nothing unusual today. Activist shareholders and the hedge funds... View Details

Keywords: by Joseph Fuller; Financial Services; Banking

08 Apr 2019
Blog Post

Second Life: Reflections on Complementing Success with an Encore Career

pursued. Moving forward by taking a step back As an HBS alum, Kloeblen has access to free Harvard coaching through the school’s office of Career and Professional Development. Kloeblen scheduled a phone consultation and prepared to discuss View Details

Keywords: Technology

December 2019 (Revised December 2021)
Supplement

Negotiating for Equal Pay: The U.S. Women's National Soccer Team (B)

By: Christine Exley, John Beshears, Manuela Collis and Davis Heniford

Supplements the (A) case and describes the events following it View Details

Keywords: Equal Pay; Negotiation; Compensation and Benefits; Equality and Inequality; Gender; Prejudice and Bias; Ethics; Negotiation Tactics; Corporate Governance; Lawsuits and Litigation; Sports; Sports Industry; United States