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      • December 2010
      • Teaching Note

      Urban Water Partners (TN) (A) and (B)

      By: Karthik Ramanna and George Serafeim
      Teaching Note for 111016 and 111029. View Details
      Keywords: Health Industry; Utilities Industry; Dar es Salaam
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      Ramanna, Karthik, and George Serafeim. "Urban Water Partners (TN) (A) and (B)." Harvard Business School Teaching Note 111-067, December 2010.
      • December 2010
      • Case

      The Israeli-Palestinian Negotiating Partners: 2010 Strategic Re-assessment

      By: James K. Sebenius and Shula Gilad
      A network of influential Israelis and Palestinians, jointly trained in negotiation at Harvard since 2002, faces organizational, strategic, and funding challenges in 2010. Unlike "people-to-people" or "Track II" initiatives, the Israeli-Palestinian Negotiating Partners... View Details
      Keywords: Finance; Negotiation Participants; Organizational Change and Adaptation; Conflict and Resolution; Conflict Management; Social and Collaborative Networks; Strategy
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      Sebenius, James K., and Shula Gilad. "The Israeli-Palestinian Negotiating Partners: 2010 Strategic Re-assessment." Harvard Business School Case 911-025, December 2010.
      • December 2010 (Revised January 2011)
      • Case

      Los Grobo: Farming's Future?

      By: David E. Bell and Cintra Scott
      This case describes the international expansion plans of the second largest grain producer in Latin America, Los Grobo. Based in Argentina with US$550 million in annual sales, Los Grobo also operated in Brazil, Uruguay, and Paraguay--usually with local partners. Los... View Details
      Keywords: Agribusiness; Business Model; Ownership; Networks; Expansion; Information Technology; Agriculture and Agribusiness Industry; Argentina
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      Bell, David E., and Cintra Scott. "Los Grobo: Farming's Future?" Harvard Business School Case 511-088, December 2010. (Revised January 2011.)
      • November 2010
      • Background Note

      Agricultural Cooperatives: Origins, Structure, Financing and Partnerships

      By: Ray A. Goldberg and Matthew Preble
      This technical note explains how agricultural cooperatives are structured and financed, as well as how they form partnerships with one another and other elements of the food system. View Details
      Keywords: Agribusiness; Capital; Food; Organizational Structure; Partners and Partnerships; Agriculture and Agribusiness Industry; Food and Beverage Industry
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      Goldberg, Ray A., and Matthew Preble. "Agricultural Cooperatives: Origins, Structure, Financing and Partnerships." Harvard Business School Background Note 911-410, November 2010.
      • November 2010
      • Case

      Bling Nation

      By: William A. Sahlman and Liz Kind
      Bling Nation, a Palo Alto, CA startup, was founded in 2007 as a mobile payment service provider that bypassed industry participants such as Visa and MasterCard. Bling Nation partnered with local community banks and merchants in small towns. The banks provided their... View Details
      Keywords: Culture
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      Sahlman, William A., and Liz Kind. "Bling Nation." Harvard Business School Case 811-029, November 2010.
      • November 2010 (Revised August 2012)
      • Case

      The Indego Africa Project

      By: Kathleen L. McGinn and Rachel Gordon
      Two young attorneys found and begin to build the Indego Africa Project, an NGO partnering with women's cooperatives in Rwanda. Indego connects the cooperatives to the international retail market for handmade artisan products, helps the cooperatives build their business... View Details
      Keywords: Cooperative Ownership; Nonprofit Organizations; Business Growth and Maturation; Corporate Finance; Non-Governmental Organizations; Growth and Development Strategy; Rwanda
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      McGinn, Kathleen L., and Rachel Gordon. "The Indego Africa Project." Harvard Business School Case 911-011, November 2010. (Revised August 2012.)
      • November 2010
      • Case

      Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A)

      By: James K. Sebenius and Jason Cheng Qian
      Esquel Group, leading manufacturer of quality shirts, sought to negotiate long-term partnerships with often-exploited farmers in Xinjiang (western China) to procure a superior cotton variety. Seeking to secure a large supply of specialty cotton in an ethical and... View Details
      Keywords: Contracts; Agreements and Arrangements; Corporate Social Responsibility and Impact; Leasing; Business and Community Relations; Business and Government Relations; Partners and Partnerships; Agriculture and Agribusiness Industry; Apparel and Accessories Industry; Manufacturing Industry; Hong Kong; Xinjiang Uygur Zizhiqu
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      Sebenius, James K., and Jason Cheng Qian. "Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A)." Harvard Business School Case 911-031, November 2010.
      • November 2010
      • Supplement

      Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (B)

      By: James K. Sebenius and Jason Cheng Qian
      Details and evaluates results in Esquel's 2002 initiative to negotiate long-term partnerships with often-exploited farmers in Xinjiang (western China) to procure a superior cotton variety. View Details
      Keywords: Contracts; Agreements and Arrangements; Corporate Social Responsibility and Impact; Outcome or Result; Leasing; Business and Community Relations; Business and Government Relations; Partners and Partnerships; Agriculture and Agribusiness Industry; Apparel and Accessories Industry; Manufacturing Industry; Hong Kong; Xinjiang Uygur Zizhiqu
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      Sebenius, James K., and Jason Cheng Qian. "Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (B)." Harvard Business School Supplement 911-032, November 2010.
      • November 2010
      • Article

      Beyond the Deal: Wage a 'Negotiation Campaign'

      By: James K. Sebenius
      While negotiation scholars primarily take the individual transaction as the "unit of analysis," this article characterizes the (new) concept of a "negotiation campaign" in which a number of individual deals must be put together, often on multiple "fronts," to realize a... View Details
      Keywords: Negotiation Deal; Management Practices and Processes; Value; Problems and Challenges; Business Startups; Sales; Partners and Partnerships; Venture Capital
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      Sebenius, James K. "Beyond the Deal: Wage a 'Negotiation Campaign'." Negotiation 13, no. 11 (November 2010).
      • October 2010 (Revised July 2013)
      • Case

      AEP: Carbon Capture and Storage

      By: Richard H.K. Vietor
      By October 2010, American Electric Power, the largest coal-fired, electric utility in the United States, had been operating a carbon capture and sequestration pilot plant for one year. Using a proprietary, Alstom chilled ammonia technology, AEP was capturing and... View Details
      Keywords: Energy Generation; Government Legislation; Technological Innovation; Partners and Partnerships; Projects; Decision Choices and Conditions; Environmental Sustainability; Problems and Challenges; Utilities Industry; United States
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      Vietor, Richard H.K. "AEP: Carbon Capture and Storage." Harvard Business School Case 711-036, October 2010. (Revised July 2013.)
      • October 2010
      • Case

      Narragansett Brewing Company

      By: Tom Nicholas, Lindsey Marshall and Charles Anthony Miller
      Mark Hellendrung, CEO of Narragansett Brewing Company, is deciding whether to partner with a local television station for the upcoming NHL Winter Classic outdoor hockey game between New England's own Boston Bruins and the Philadelphia Flyers at Fenway Park. He had... View Details
      Keywords: Corporate Entrepreneurship; Business Startups; Business Strategy; Sports; Financial Strategy; Marketing Strategy; Investment; United States
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      Nicholas, Tom, Lindsey Marshall, and Charles Anthony Miller. "Narragansett Brewing Company." Harvard Business School Case 811-028, October 2010.
      • September 2010
      • Teaching Note

      A Chinese Start-up's Midlife Crisis: 99Sushe.com (TN)

      By: F. Warren McFarlan
      Teaching Note for 309060. View Details
      Keywords: Business Startups; Business or Company Management; Business Model; Internet and the Web; Games, Gaming, and Gambling; Partners and Partnerships; Competition; Social and Collaborative Networks; Video Game Industry; China
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      McFarlan, F. Warren. "A Chinese Start-up's Midlife Crisis: 99Sushe.com (TN)." Harvard Business School Teaching Note 311-058, September 2010.
      • September 2010
      • Supplement

      Compass Maritime Services, LLC: Valuing Ships (CW)

      By: Benjamin C. Esty and Albert W. Sheen
      Tom Roberts, a founding partner of Compass Maritime Services, a New Jersey-based shipping research and consulting firm, has been asked by a new potential customer in May 2008 for advice on purchasing a capesize bulk carrier. After identifying a suitable ship with his... View Details
      Keywords: Acquisition; Decisions; Microeconomics; Finance; Price; Management Analysis, Tools, and Techniques; Market Transactions; Partners and Partnerships; Mathematical Methods; Valuation; Consulting Industry; New Jersey
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      Esty, Benjamin C., and Albert W. Sheen. "Compass Maritime Services, LLC: Valuing Ships (CW)." Harvard Business School Spreadsheet Supplement 211-702, September 2010.
      • September 2010
      • Teaching Note

      Compass Maritime Services, LLC: Valuing Ships (TN)

      By: Benjamin C. Esty and Albert W. Sheen
      Teaching Note for 211014. View Details
      Keywords: Partners and Partnerships; Research; Service Operations; Customers; Price; Shipping Industry; Consulting Industry; New Jersey
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      Esty, Benjamin C., and Albert W. Sheen. "Compass Maritime Services, LLC: Valuing Ships (TN)." Harvard Business School Teaching Note 211-015, September 2010.
      • September 2010 (Revised December 2010)
      • Case

      Compass Maritime Services, LLC: Valuing Ships

      By: Benjamin C. Esty and Albert W. Sheen
      Tom Roberts, a founding partner of Compass Maritime Services, a New Jersey-based shipping research and consulting firm, has been asked by a new potential customer in May 2008 for advice on purchasing a capesize bulk carrier. After identifying a suitable ship with his... View Details
      Keywords: Decision Choices and Conditions; Judgments; Price; Management Analysis, Tools, and Techniques; Negotiation Offer; Mathematical Methods; Ship Transportation; Valuation; Consulting Industry; Shipping Industry
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      Esty, Benjamin C., and Albert W. Sheen. "Compass Maritime Services, LLC: Valuing Ships." Harvard Business School Case 211-014, September 2010. (Revised December 2010.)
      • August 2010 (Revised February 2011)
      • Case

      Highland Capital Partners: Investing in Cleantech

      By: Joseph B. Lassiter III and David Kiron
      One day during the summer of 2008, Paul Maeder, co-founder and general partner of Highland Capital Partners (HCP), was walking with his wife around Reykjavik, Iceland, marveling at how clean the city felt and at the widespread use of naturally occurring geothermal... View Details
      Keywords: Renewable Energy; Entrepreneurship; Investment; Global Strategy; Environmental Sustainability; Financial Services Industry; Green Technology Industry
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      Lassiter, Joseph B., III, and David Kiron. "Highland Capital Partners: Investing in Cleantech." Harvard Business School Case 811-009, August 2010. (Revised February 2011.)
      • August 2010 (Revised December 2010)
      • Supplement

      Urban Water Partners (A) (CW)

      By: Karthik Ramanna and George Serafeim
      The case explores a new venture to bring clean water to Tanzanians who otherwise cannot access or afford it. Management has enough money to get their company through August 2010, but needs more capital. An HBS alum is interested in investing in the company;... View Details
      Keywords: Human Needs; Accrual Accounting; Financial Statements; Health Industry; Utilities Industry; Dar es Salaam
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      Ramanna, Karthik, and George Serafeim. "Urban Water Partners (A) (CW)." Harvard Business School Spreadsheet Supplement 111-701, August 2010. (Revised December 2010.)
      • August 2010 (Revised January 2013)
      • Case

      Urban Water Partners (A)

      By: Karthik Ramanna, George Serafeim and Aldo Sesia
      The case explores a new business venture to bring clean water to residents of Dar es Salaam, Tanzania, who otherwise cannot afford it. Management has enough money to get the company through August 2010 but needs more capital thereafter. An HBS alumnus is interested in... View Details
      Keywords: Accrual Accounting; Financial Statements; Business Startups; Social Entrepreneurship; Investment; Performance Evaluation; Dar es Salaam; Massachusetts
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      Ramanna, Karthik, George Serafeim, and Aldo Sesia. "Urban Water Partners (A)." Harvard Business School Case 111-016, August 2010. (Revised January 2013.)
      • August 2010 (Revised January 2013)
      • Supplement

      Urban Water Partners (B)

      By: Karthik Ramanna, George Serafeim and Aldo Sesia
      The case explores a new business venture to bring clean water to residents of Dar es Salaam, Tanzania, who otherwise cannot afford it. Management has enough money to get their company through August 2010, but needs more capital thereafter. An HBS alumnus is interested... View Details
      Keywords: Human Needs; Accrual Accounting; Financial Statements; Health Industry; Utilities Industry; Dar es Salaam
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      Ramanna, Karthik, George Serafeim, and Aldo Sesia. "Urban Water Partners (B)." Harvard Business School Supplement 111-029, August 2010. (Revised January 2013.)
      • July 2010 (Revised March 2016)
      • Case

      MacroMarkets LLC

      By: Robin Greenwood and Luis M. Viceira
      MacroMarkets co-founder and CEO Samuel Masucci III is meeting with a strategic partner for his firm. Co-founded with Yale University Professor Robert Shiller, MacroMarkets' main innovation is the "MacroShare," which allows investors to take long or short, levered or... View Details
      Keywords: Macroeconomics; Financial Instruments; Financial Markets; Investment Funds; Investment Portfolio; Innovation and Invention; Risk Management; Product Positioning; Demand and Consumers; Financial Services Industry
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      Greenwood, Robin, and Luis M. Viceira. "MacroMarkets LLC." Harvard Business School Case 211-006, July 2010. (Revised March 2016.)
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