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  • 2013
  • Book

The Art of Negotiation: How to Improvise Agreement in a Chaotic World

By: Michael Wheeler
A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the "win-win" method exemplified in Getting to Yes by Roger... View Details
Keywords: Negotiation
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    Guhan Subramanian

    Guhan Subramanian is the Joseph Flom Professor of Law and Business at the Harvard Law School and the Douglas Weaver Professor of Business Law at the Harvard Business School.  He is the first person in the history of Harvard University to hold... View Details

    • February 2009 (Revised March 2013)
    • Supplement

    Messer Griesheim (B)

    By: Josh Lerner, Ann-Kristin Achleitner, Eva Lutz and Kerry Herman
    In 2001, Allianz Capital Partners and Godlman Sachs acquired a majority stake in Messer Greisheim, a European industrial gas concern held by Hoeschst. The dealmakers faced several challenges, including delicate corporate governance issues due to partial family... View Details
    Keywords: Mergers and Acquisitions; Private Equity; Stock Options; Stock Shares; Corporate Governance; Governance Controls; Family Ownership; Problems and Challenges; Energy Industry; Europe
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    • July 2021
    • Case

    Amazon HQ2

    By: James K. Sebenius and Ben Cook
    Amazon’s failed bid for a second headquarters location (“HQ2”) in Long Island City, New York offers many lessons for negotiators looking to avoid similar high-profile defeats in strategically important deals. The company’s project – which promised to bring billions of... View Details
    Keywords: Buildings and Facilities; Negotiation; Public Opinion; Governing Rules, Regulations, and Reforms; Problems and Challenges
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    • Research Summary

    Negotiation

    By: Deepak Malhotra
    A large part of my work focuses on negotiation, dealmaking and conflict resolution. My latest book is Negotiating the Impossible: How to Break Deadlocks... View Details
    • February 2009 (Revised March 2013)
    • Case

    Messer Griesheim (A)

    By: Josh Lerner, Ann-Kristin Achleitner, Eva Lutz and Kerry Herman
    In 2001, Allianz Capital Partners and Goldman Sachs acquired a majority stake in Messer Griesheim, a European industrial gas concern held by Hoechst. The dealmakers faced several challenges, including delicate corporate governance issues due to partial family ownership... View Details
    Keywords: Mergers and Acquisitions; Restructuring; Venture Capital; Private Equity; Corporate Governance; Family Ownership; Chemical Industry; Industrial Products Industry; Europe
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    • 10 Jan 2017
    • First Look

    First Look at New Research: January 10, 2017

    forthcoming HarperCollins Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level By: Sebenius, James K., R. Nicholas Burns, and Robert H. Mnookin (with a forward by Henry A. Kissinger) Abstract—As professors and... View Details
    Keywords: Sean Silverthorne
    • November 2024
    • Article

    Stakeholder Amnesia in M&A Deals

    By: Caley Petrucci and Guhan Subramanian
    Public companies have increasingly embraced environmental, social and governance (ESG) factors in the course of everyday business. However, these ESG considerations are virtually non-existent in merger and acquisition (M&A) transactions. Elon Musk’s recent acquisition... View Details
    Keywords: Corporate Governance; Corporate Social Responsibility and Impact; Governing and Advisory Boards; Mergers and Acquisitions
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    • 09 Sep 2010
    • Working Paper Summaries

    Boundary Spanning in a For-Profit Research Lab: An Exploration of the Interface Between Commerce and Academe

    Keywords: by Christopher C. Liu & Toby E. Stuart; Biotechnology
    • August 2012
    • Case

    Messer Griesheim (A) (Abridged)

    By: Josh Lerner, Eva Lutz and Kerry Herman

    In 2001, Allianz Capital Partners and Goldman Sachs acquired a majority stake in Messer Griesheim, a European industrial gas concern held by Hoechst. The dealmakers faced several challenges, including delicate corporate governance issues due to partial family... View Details

    Keywords: Germany; Energy; Private Equity; Venture Capital; Energy Industry; European Union
    Related

      Deepak Malhotra

      Deepak Malhotra's teaching, research and advisory work is focused on negotiation, deal-making and conflict resolution. In 2020, Deepak was named MBA Professor of the Year by Poets & Quants. He has won... View Details

      • Research Summary

      Great Negotiator Study Initiative

      By: James K. Sebenius

      What can be legitimately be learned from closely studying great negotiators at work? Since 2000, the Program on Negotiation (PON)—an active inter-university consortium mainly comprised of numerous faculty from across... View Details

      • Web

      2023 Reunion Presentations - Alumni

      challenging negotiations. Having systematically probed the strategies and tactics of this distinguished group, Professor Sebenius, who chairs the Great Negotiator program and coauthored the recently published book Kissinger the Negotiator: Lessons from View Details
      • 08 Mar 2019
      • Research & Ideas

      Seven Negotiation Lessons from Amazon's HQ Disaster in Queens

      Gordon Donaldson Professor of Business Administration at Harvard Business School, Director of the Harvard Negotiation Project at Harvard Law School, and most recently, co-author of Kissinger the Negotiator: Lessons from Dealmaking at the... View Details
      Keywords: by James K. Sebenius; Real Estate; Construction
      • 01 Jan 2010
      • News

      James Dimon, MBA 1982

      and management practices are legendary — as a strategist who can integrate fractured businesses; as a dealmaker who bought two failing banks during the extraordinary circumstances of the past two years; as a relentless risk manager who... View Details
      • 01 Oct 1996
      • News

      Trading Up — Kenneth D. Brody (MBA 1971)

      dealmaker but something of a kingmaker as well. "When I graduated from college with an engineering degree, I knew nothing about politics and less about investment banking," the tall, trim Brody recalls with a chuckle. "My best friend, an... View Details
      Keywords: Garry Emmons
      • 04 Feb 2002
      • Research & Ideas

      How a Juicy Brand Came Back to Life

      Even now, mere mention of Quaker Oats' acquisition of Snapple causes veteran dealmakers to shudder. For good reason. In 1993, Quaker paid $1.7 billion for the Snapple brand, outbidding Coca-Cola, among other interested parties. In 1997,... View Details
      Keywords: by John Deighton; Food & Beverage
      • 02 Oct 2006
      • Research & Ideas

      Negotiating in Three Dimensions

      careers—as investment bankers, entrepreneurs, and in government agencies such as the State Department—both doing deals directly and advising on them. This long-term engagement with deals and dealmakers has left us increasingly... View Details
      Keywords: by Martha Lagace
      • Web

      2024 Reunion Presentations - Alumni

      Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level, offers session participants valuable lessons about complex public and private dealmaking. "Storrowed": An Interactive Exercise to Build GenAI Proficiency Professor... View Details
      • 01 Dec 2009
      • News

      Faculty Books

      Dealmaking Strategies for a Competitive Marketplace by Guhan Subramanian (W.W. Norton) Today’s marketplace is filled with business transactions that include elements of both negotiations and auctions, yet the received wisdom on View Details
      Keywords: Air Transportation; Transportation