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      • August 2000 (Revised December 2014)
      • Background Note

      Negotiation Analysis: An Introduction

      By: Michael A. Wheeler
      Provides an overview of the seven elements of negotiation analysis. These elements include BATNAs (nonagreement walk-aways), parties, interests, value-creation, barriers to agreements, power, and ethics. Illustrations are drawn from a range of contexts (from buying a... View Details
      Keywords: Framework; Negotiation Tactics; Negotiation Preparation
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      Wheeler, Michael A. "Negotiation Analysis: An Introduction." Harvard Business School Background Note 801-156, August 2000. (Revised December 2014.)
      • August 2000 (Revised September 2005)
      • Case

      Omnitel Pronto Italia

      By: Rajiv Lal, Carin-Isabel Knoop and Suma Raju
      Describes the situation faced by Omnitel soon after launching its mobile telecommunication services in Italy in December 1995. Competing against the Italian monopoly, TIM, Omnitel had positioned its services to be better on the quality dimension. However, sales were... View Details
      Keywords: Customer Satisfaction; Marketing Channels; Marketing Strategy; Product Positioning; Market Entry and Exit; Product Development; Sales; Competition; Segmentation; Value Creation; Telecommunications Industry; Italy
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      Lal, Rajiv, Carin-Isabel Knoop, and Suma Raju. "Omnitel Pronto Italia." Harvard Business School Case 501-002, August 2000. (Revised September 2005.)
      • June 2000 (Revised November 2007)
      • Case

      Dogfight over Europe: Ryanair (A)

      By: Jan W. Rivkin
      In April 1986, the Ryan brothers announce that their fledging Irish airline Ryanair will soon commence service between Dublin and London. For the first time, Ryanair will face formidable competitors such as Aer Lingus and British Airways on a major route. Students are... View Details
      Keywords: Market Entry and Exit; Competition; Air Transportation Industry; Republic of Ireland
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      Rivkin, Jan W. "Dogfight over Europe: Ryanair (A)." Harvard Business School Case 700-115, June 2000. (Revised November 2007.)
      • 2000
      • Other Unpublished Work

      Administrative Barriers to Foreign Investment: Reducing Red Tape in Africa

      By: L. T. Wells Jr., Timothy S. Buehrer, James J. Emery and Melvin T. Spence Jr.
      Keywords: Government and Politics; Foreign Direct Investment
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      Wells, L. T., Jr., Timothy S. Buehrer, James J. Emery, and Melvin T. Spence Jr. "Administrative Barriers to Foreign Investment: Reducing Red Tape in Africa." Foreign Investment Advisory Service Occasional Paper, International Finance Corporation, Washington, D.C., 2000.
      • October 2000
      • Article

      BanCrecen

      By: S. Dario, E.L. Montiel and Tatiana Sandino
      This case describes the aggressive entry of BanCrecen, an affiliate of the Mexican bank BanCrecer, in Costa Rica in 1994. Its strategy, like that of the Mexican home office, was to focus on personal banking, with the rapid expansion of neighborhood branches and strong... View Details
      Keywords: Expansion; Globalization; Banks and Banking; Banking Industry; Costa Rica; Mexico
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      Dario, S., E.L. Montiel, and Tatiana Sandino. "BanCrecen." Journal of Business Research 50, no. 1 (October 2000): 29–39.
      • September 1999
      • Case

      Project Dreamcast: Serious Play at Sega Enterprises Ltd. (A)

      By: Stefan H. Thomke and Andrew Robertson
      Focuses on the ongoing competitive battles in the global home video game market that is estimated to exceed $15 billion by 1999 in the United States and Japan alone. Describes how Sega Enterprises has redesigned its development processes to create a revolutionary... View Details
      Keywords: Games, Gaming, and Gambling; Competitive Strategy; Technological Innovation; Growth and Development Strategy; Partners and Partnerships; Product Development; Business Growth and Maturation; Market Entry and Exit; Sales; Entertainment and Recreation Industry; Computer Industry
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      Thomke, Stefan H., and Andrew Robertson. "Project Dreamcast: Serious Play at Sega Enterprises Ltd. (A)." Harvard Business School Case 600-028, September 1999.
      • May 1999 (Revised August 1999)
      • Case

      Westfield America

      By: William J. Poorvu, Richard S. Tedlow and Daniel J. Rudd
      The company is attempting to duplicate its Australian formula for successful mall ownership in the U.S. market. It must deal with rapidly evolving financial markets while recognizing and capitalizing on emerging trends in retailing. View Details
      Keywords: Market Entry and Exit; Adaptation; Financial Markets; Property; Trends; Retail Industry; Real Estate Industry; Australia; United States
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      Poorvu, William J., Richard S. Tedlow, and Daniel J. Rudd. "Westfield America." Harvard Business School Case 899-260, May 1999. (Revised August 1999.)
      • May 1999 (Revised March 2008)
      • Case

      Husky Injection Molding Systems

      By: Jan W. Rivkin
      Husky, a Canadian maker of injection molding systems, has established an enviable position in the market for plastics processing equipment. The company builds the highest performance systems in the business and charges a hefty premium for them. Husky is enjoying robust... View Details
      Keywords: Market Entry and Exit; Rank and Position; Competition; Expansion; Industrial Products Industry; Canada
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      Rivkin, Jan W. "Husky Injection Molding Systems." Harvard Business School Case 799-157, May 1999. (Revised March 2008.)
      • May 1999 (Revised August 1999)
      • Case

      Victory Supermarkets: Expansion Strategy?

      By: David E. Bell and Ann Leamon
      Jay DiGeronimo, president of a 16-store supermarket chain, is trying to decide the timing and method for expanding his chain. The family-owned company could continue in a maintenance mode, with each family member running one store. It could expand slowly using a new... View Details
      Keywords: Budgets and Budgeting; Cost vs Benefits; Trade; Investment; Market Entry and Exit; Supply Chain Management; Private Ownership; Competition; Expansion; Retail Industry
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      Bell, David E., and Ann Leamon. "Victory Supermarkets: Expansion Strategy?" Harvard Business School Case 599-054, May 1999. (Revised August 1999.)
      • May 1999
      • Article

      Our Mind as a Barrier to Wiser Agreements

      By: M. H. Bazerman, J. Gillespie and D. Moore
      Keywords: Agreements and Arrangements
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      Bazerman, M. H., J. Gillespie, and D. Moore. "Our Mind as a Barrier to Wiser Agreements." American Behavioral Scientist 42, no. 8 (May 1999): 1254–1276.
      • March 1999 (Revised January 2000)
      • Background Note

      A Note on Microeconomics for Strategists

      By: Kenneth S. Corts and Jan W. Rivkin
      Summarizes the core ideas about the microeconomics of markets that are most relevant to business strategy. Sections I and II develop two basic building blocks of any market, demand and supply. Section II discusses how demand and supply interact to determine the... View Details
      Keywords: Microeconomics; Cost; Cost of Capital; Market Entry and Exit; Business Strategy; Competition; Corporate Strategy
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      Corts, Kenneth S., and Jan W. Rivkin. "A Note on Microeconomics for Strategists." Harvard Business School Background Note 799-128, March 1999. (Revised January 2000.)
      • December 1998
      • Case

      MD Foods Amba

      By: Ray A. Goldberg, Carin-Isabel Knoop and Cate Reavis
      In 1998, MD Foods, a Denmark-based dairy cooperative, was searching for growth opportunities that would enable it to become northern Europe's preferred retail dairy supplier. The options being considered included expanding in existing markets, entering into new... View Details
      Keywords: Cooperative Ownership; Growth and Development Strategy; Expansion; Market Entry and Exit; Alliances; Innovation and Management; Food and Beverage Industry; Europe; United Kingdom; Denmark
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      Goldberg, Ray A., Carin-Isabel Knoop, and Cate Reavis. "MD Foods Amba." Harvard Business School Case 599-052, December 1998.
      • October 1998
      • Case

      Excite, Inc.--1998

      By: Stephen P. Bradley and Kelley Porter
      Reviews recent trends and the evolution of the emerging portal industry, highlighting the competitive position of the industry's major participants. The business model of Excite, Inc., and its major competitors are presented. In addition, the case looks at the new... View Details
      Keywords: Competitive Strategy; Business Model; Emerging Markets; Transformation; Market Entry and Exit; Industry Structures; Web Services Industry
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      Bradley, Stephen P., and Kelley Porter. "Excite, Inc.--1998." Harvard Business School Case 799-044, October 1998.
      • October 1998 (Revised November 1999)
      • Case

      Chantal Cookware Corp.

      By: H. Kent Bowen, Paul W. Marshall and Stephanie Dodson
      Chantal Cookware is a small, private company with a 15-year record of success in the design, assembly, and sale of high-end cookware. It experiences serious setbacks when consumers' tastes shift from colorful enamel-on-steel products to commercial-style cookware.... View Details
      Keywords: Consumer Behavior; Strategic Planning; Market Entry and Exit; Product Positioning; Trends; Manufacturing Industry
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      Bowen, H. Kent, Paul W. Marshall, and Stephanie Dodson. "Chantal Cookware Corp." Harvard Business School Case 699-023, October 1998. (Revised November 1999.)
      • June 1998 (Revised December 2006)
      • Case

      Clear Communications Ltd. vs. Telecom Corporation of New Zealand Ltd. (A)

      By: Willis M. Emmons III and Martin Calles
      Features the challenges facing an entrant in the New Zealand telecommunications market during the period 1989-1994. Clear Communications Ltd. (CCL), a joint venture owned by Bell Canada, MCI, New Zealand Television Corp., and Todd Companies, begins offering long... View Details
      Keywords: Market Entry and Exit; Competition; Emerging Markets; Privatization; Monopoly; Mobile and Wireless Technology; Corporate Strategy; Business or Company Management; Expansion; Law; Telecommunications Industry; New Zealand
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      Emmons, Willis M., III, and Martin Calles. "Clear Communications Ltd. vs. Telecom Corporation of New Zealand Ltd. (A)." Harvard Business School Case 798-085, June 1998. (Revised December 2006.)
      • June 1998 (Revised April 2000)
      • Case

      GM Powertrain

      By: Amy C. Edmondson and Mikelle Eastley
      Discusses a young MBA plant manager who is improving the operations of a small General Motors components plant in Fredericksburg, Virginia. At 29 years old, Joe Hinrichs is the youngest plant manager at GM, and in his new assignment, he is faced with the daunting... View Details
      Keywords: Service Operations; Labor Unions; Problems and Challenges; Technological Innovation; Change Management; Machinery and Machining; Manufacturing Industry; Auto Industry; United States
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      Edmondson, Amy C., and Mikelle Eastley. "GM Powertrain." Harvard Business School Case 698-008, June 1998. (Revised April 2000.)
      • June 1998 (Revised August 2000)
      • Case

      Microsoft CarPoint

      By: Jeffrey F. Rayport
      CarPoint.com was Microsoft's Web-based entry into on-line automobile retailing. While it could not, in fact, "sell" or deliver any cars, it could shift much of consumer search, comparison, and decision-making, including pricing, the traditional car dealer to the Web.... View Details
      Keywords: Internet and the Web; Service Operations; Market Entry and Exit; Consumer Behavior; Auto Industry; Retail Industry
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      Rayport, Jeffrey F., Avnish S. Bajaj, Steffan Haithcox, and Michael V. Kadyan. "Microsoft CarPoint." Harvard Business School Case 898-280, June 1998. (Revised August 2000.)
      • April 1998
      • Case

      Venture Capital in Ireland: Getting Their ACT Together

      By: Paul A. Gompers and Catherine M. Conneely
      Analyzes the decisions of Niall Carroll, an Irish banker, to start a venture capital fund focused on Ireland. The context of the Irish markets and the nature of Irish opportunities are explored. View Details
      Keywords: Business Startups; Venture Capital; Markets; Market Entry and Exit; Financial Services Industry; Republic of Ireland
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      Gompers, Paul A., and Catherine M. Conneely. "Venture Capital in Ireland: Getting Their ACT Together." Harvard Business School Case 298-001, April 1998.
      • March 1998 (Revised October 2001)
      • Case

      Teradyne: Corporate Management of Disruptive Change

      By: Joseph L. Bower
      Two cases deal with the introduction of a new product to Teradyne's line of semiconductor test equipment. This case deals with the problems facing the head of a start-up division responsible for developing and bringing to market a new product based on technology deemed... View Details
      Keywords: Business Startups; Disruption; Management; Market Entry and Exit; Product; Problems and Challenges; Competitive Strategy; Corporate Strategy; Technology
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      Bower, Joseph L. "Teradyne: Corporate Management of Disruptive Change." Harvard Business School Case 398-121, March 1998. (Revised October 2001.)
      • March 1998 (Revised July 1998)
      • Case

      Boston Duck Tours,1996: Has Boston Gone Quackers?

      By: Myra M. Hart and Stephanie Dodson
      While on vacation in Memphis, former investment manager Andy Wilson discovers a unique "tour bus" that travels over land and through water. He decides to transplant the concept to Boston and to add both historical and theatrical features to the amphibious tour. As he... View Details
      Keywords: Opportunities; Creativity; Entrepreneurship; Financing and Loans; Problems and Challenges; Business Startups; Tourism Industry; Tennessee; Boston
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      Hart, Myra M., and Stephanie Dodson. "Boston Duck Tours,1996: Has Boston Gone Quackers?" Harvard Business School Case 898-189, March 1998. (Revised July 1998.)
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