Publications

July 2000 (Revised October 2019)
Exercise

Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)

By: Michael Wheeler

The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis... View Details

Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry

April 2000
Case

Financing of Project Achieve, The (A)

By: Mihir A. Desai

An entrepreneur is forced to analyze the tradeoffs between different equity providers through a detailed analysis of venture financing terms and cash flow forecasts. The founder of a Web-based IMS for schools must negotiate a term sheet, determine funding needs, value... View Details

Keywords: Business Startups; Forecasting and Prediction; Venture Capital; Cash Flow; Equity; Negotiation Deal; Valuation

Educators

October 1996
Article

The Use of Covenants: An Empirical Analysis of Venture Partnership Agreements

By: Paul A. Gompers and J. Lerner

Keywords: Partners and Partnerships; Theory; Agreements and Arrangements

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August 1992
Article

The Process of Assisted Negotiations: A Network Analysis

By: Kathleen L. McGinn, S. B. White and D. Iacobucci

Keywords: Negotiation

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winter 1992
Article

Challenging Conventional Explanations of Cooperation: Negotiation Analysis and the Case of Epistemic Communities

Keywords: Problems and Challenges; Cooperation; Negotiation; Civil Society or Community

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2002
Chapter

Keywords: Negotiation

Teaching Interest

Deals

By: Kevin P. Mohan

This advanced negotiation course includes both negotiation simulations and analysis of actual corporate deals. In the first part of the course, students will participate in complex negotiation simulations and debrief their results in class. In the second part of the... View Details

Research Summary

Middle East Negotiation Initiative

The Middle East Negotiation Initiative is a component of the Harvard Negotiation Project that seeks to analyze and develop grounded analysis and advice for complex negotiations in and around the Middle East. Its current focus is on the intellectual and study questions... View Details

Research Summary

Negotiating Campaigns