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  • May 2001 (Revised December 2002)
  • Exercise

Alphexo Corporation: Confidential Negotiation Information

By: James K. Sebenius
A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a... View Details
Keywords: Negotiation Types; Joint Ventures; Conflict Management; Information Technology; Information Technology Industry
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  • 17 Sep 2014
  • Sharpening Your Skills

Sharpen Your Negotiation Skills

Malhotra and colleagues reveal how you can spot a dishonest negotiator. Not Every Deal Needs To Be Equally Beneficial The Art of Haggling When teaching negotiation skills, many educators focus almost... View Details
Keywords: by Sean Silverthorne
  • February 2010
  • Supplement

Real Property Negotiation Game (CW): Excel Model

By: Arthur I. Segel, John Vogel and Justin Seth Ginsburgh
This Excel model is used to analyze the deals made in The Real Property Negotiation Game, which simulates the experience negotiating the sale, purchase, or financing of a property. View Details
Keywords: Property; Negotiation Deal; Sales; Financing and Loans; Mathematical Methods; Real Estate Industry
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  • 9 AM – 10 AM EDT, 20 Mar 2019
  • HBS Online

HBS Online Negotiation Mastery

Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: March 20, 2019 - May 15, 2019 View Details
  • May 2001 (Revised April 2005)
  • Exercise

Betonn Corporation: Confidential Negotiation Information

By: James K. Sebenius
A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a... View Details
Keywords: Negotiation Types; Joint Ventures; Conflict Management; Information Technology; Information Technology Industry
Related
  • 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

  • 12 Oct 1999
  • Research & Ideas

Building Bridges: New Dimensions in Negotiation

what set of no-deal alternatives face the participants. Its most familiar element involves what each party will do if there is no deal — in other words, "the best alternative to negotiated... View Details
Keywords: by Anita M. Harris
  • December 2009
  • Article

Negotiation? Auction? A Deal Maker's Guide

By: Guhan Subramanian
What's the best way to buy or sell an asset? Should you hold an auction and accept the most attractive offer? Or should you identify the most likely prospects and negotiate with them privately? Auctions became increasingly popular after the internet opened wide the... View Details
Keywords: Assets; Auctions; Market Transactions; Negotiation; Strategy; Decision Choices and Conditions
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  • January 2017 (Revised October 2018)
  • Case

Novartis: A Transformative Deal

By: David Collis and Ashley Hartman
When Joe Jimenez became CEO of Swiss-based Novartis in 2010, replacing longtime CEO Dan Vasella, he assumed control of one of the top pharmaceutical companies in the world. Vasella, an avowed advocate of diversification, had expanded the scope of the company and... View Details
Keywords: Novartis; GlaxoSmithKline; Asset Swap; Acquisitions; Divestiture; Strategy Alignment; Pharmaceuticals; Strategy; Business Strategy; Corporate Strategy; Diversification; Consolidation; Mergers and Acquisitions; Pharmaceutical Industry
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  • January 2011
  • Article

Developing Superior Negotiation Case Studies

By: James K. Sebenius
While a great deal of excellent advice exists for producing case studies on managerially relevant topics in general, negotiation cases have distinctive aspects that merit explicit treatment. This article offers three types of tailored advice for producing cases on... View Details
Keywords: Education; Cases; Negotiation
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  • August 2007
  • Column

Pitch Your Offer—and Close the Deal

By: Deepak Malhotra and Max H. Bazerman
The article offers several strategies on how to be a good negotiator and decision maker for business developments. The strategies that are presented were an extract from the book Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the... View Details
Keywords: Decision Making; Negotiation; Negotiation Offer; Negotiation Tactics; Strategy
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  • 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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  • 08 Dec 2015
  • News

Control the Negotiation Before It Begins

  • June 2021
  • Article

Deals in the Time of Pandemic

By: Guhan Subramanian and Caley Petrucci
The COVID-19 pandemic has brought new attention to the period between signing and closing in M&A transactions. Transactional planners heavily negotiate the provisions that govern the behavior of the parties during this window, not only to allocate risk between the... View Details
Keywords: Takeovers; COVID-19; Material Adverse Effect; Mergers and Acquisitions; Health Pandemics
Related
  • 9 AM – 10 AM EST, 09 Jan 2019
  • HBS Online

HBS Online Negotiation Mastery

Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: January 9, 2019 - March 6, 2019 View Details
  • Web

Deals - Course Catalog

aspects of deal execution and deal drafting. This module will feature two complex negotiation exercises, each focusing on different aspects of dealmaking. Module 4 examines... View Details
  • 10 Jan 2019
  • News

Brexit: The art of no deal

  • 24 May 2004
  • Research & Ideas

Becoming an Ethical Negotiator

Menkel-Meadow to edit this book and publish it now? What was your thinking when you selected the many essays? Michael Wheeler: I disagree with the cynics. When it comes to ethics, negotiation is where the rubber hits the road. Every time... View Details
Keywords: by Martha Lagace
  • 01 Jun 2002
  • News

Pursuing the Ultimate Deal

make that leap, Ross implied, requires a degree of self-knowledge; Arafat, he concluded, ultimately could not close the deal “because he didn't know himself.” Web Exclusive: Dennis Ross - Middle East Peace View Details
Keywords: Garry Emmons; Middle East; peace; Israel; Palestine; policy; Government
  • 9 AM – 10 AM EDT, 07 Aug 2019
  • HBS Online

HBS Online Negotiation Mastery

Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: August 7, 2019 - October 2, 2019 View Details