Publications
Publications
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- All HBS Web
(3,419)
- Faculty Publications (1,277)
- September 2007
- Case
Dice-K: The Hundred (Plus) Million Dollar Man
Describes the efforts made by the Boston Red Sox to sign superstar Japanese pitcher Daisuke (Dice-K) Matsuzaka within the context of the team's attempts to keep pace with longtime rival, the New York Yankees. In late 2006, Dice-K is viewed as the prize of the free... View Details
- September 2007 (Revised April 2013)
- Case
Peter Welz: When a Marquee Prospect Plays Hardball (A)
By: James K. Sebenius and Ellen Knebel
Describes the hardball tactics facing Peter Welz, who seeks to negotiate a make-or-break contract with a vastly larger potential client. Welz's counterpart team is led by Preston Spitzer, a notoriously tough player who fully understands his side's massive advantages in... View Details
- September 2007
- Case
Peter Welz: When a Marquee Prospect Plays Hardball (B)
By: James K. Sebenius and Ellen Knebel
- September 2007 (Revised May 2009)
- Case
Syndexa and Technology Transfer at Harvard University
By: Richard G. Hamermesh and David Kiron
Gokhan Hotamisligil is a star researcher at Harvard School of Public Health who has made groundbreaking discoveries linking fat cells, inflammation, and diabetes. He now wants to form a company to commercialize these discoveries. At the same time, Isaac Kohlberg, the... View Details
- September 2007
- Article
Investigative Negotiation
By: Deepak Malhotra and Max H. Bazerman
This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Negotiators often fail to achieve results because they channel too much effort into... View Details
- 2007
- Book
Negotiation Genius
By: Deepak Malhotra and M. H. Bazerman
Whether you've “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out... View Details
- August 2007
- Teaching Note
Negotiation Strategy Simulation (TN)
By: Michael A. Wheeler and Gregory M. Barron
This tool can be used with the Negotiation Strategy Simulation. To access the tool please use this URL: http://hbsp.harvard.edu/multimedia/neg_strat/index.html. View Details
- August 2007 (Revised September 2007)
- Background Note
Negotiation Strategy: Pattern Recognition Game
By: Gregory M. Barron and Michael A. Wheeler
In negotiation, correctly identifying your counterpart's strategy is vital. Only then can you constructively influence their behavior-or adapt appropriately to what they are doing. This case-and its related computer-based exercise (Negotiation Strategy... View Details
- August 2007
- Case
New York Magazine
By: Guhan Subramanian and David Chen
Describes the events surrounding the sale of New York Magazine to Bruce Wasserstein in 2003. Wasserstein's last-second cash bid of $55 million surprised other potential buyers and allowed him to win ownership of the magazine. View Details
- 2007
- Chapter
Negotiation Analysis: Between Decisions and Games
- 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
- July 2007
- Case
Kroger Union Negotiations 2005
By: Dennis A. Yao and Mary L. Shelman
A stylized version of the negotiations between Kroger Company and its local unions during 2005. Management faces a sequence of individual negotiations with local unions in addition to meeting the new competitive challenges presented by Wal-Mart's expansion in the... View Details
- July 2007 (Revised May 2008)
- Case
Cable & Wireless America
By: Guhan Subramanian and Eliot Sherman
Describes the auction of Cable & Wireless America (CWA), a bankrupt subsidiary of the British telecommunications company Cable & Wireless. While an initial "stalking-horse" bid valued the assets at $125 million, after a long day and night of bidding between eight... View Details
- June 2007 (Revised April 2010)
- Case
Comcast Corporation
By: Anita Elberse and Jason Schreiber
In October 2006, Comcast executives had entered negotiations with broadcast networks to broaden the selection of free network content distributed via its video-on-demand (VOD) service. The major broadcast networks, however, were unsure of the effect it would have on... View Details
- June 2007 (Revised March 2008)
- Case
Lazard LLC
By: Guhan Subramanian and Eliot Sherman
Describes Lazard's situation in 2001, and supplies context for the subsequent negotiation between its Chairman and his hand-picked successor. In 2001 Lazard, the last of the great investment houses to remain both private and in the control of its founding family, is in... View Details
- May 2007
- Case
Free the Grapes--Direct-to-Consumer Shipping in the Wine Industry
By: Felix Oberholzer-Gee, Dennis A. Yao, Patricia Wu and Libby Cantrill
While wine tourism in the United States was booming, the majority of consumers who tasted a Cabernet Sauvignon in one of Napa Valley's tasting rooms were not permitted to ship the wine directly to their home. In 2002, direct-to-consumer shipping was either banned or... View Details
- April 2007 (Revised January 2010)
- Supplement
Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (B)
By: James K. Sebenius and Ellen Knebel
Supplements the (A) case. View Details
- March 2007 (Revised December 2007)
- Supplement
Parmalat Uruguay (B)
By: Paul W. Marshall and Gustavo A. Herrero
Three young MBAs create a partnership to acquire the assets of Parmalat in Uruguay. Focuses on their analysis prior to submitting a bid and their plan for improving the operations once their bid is accepted. In addition to improving operations, they must negotiate with... View Details
- March 2007 (Revised November 2012)
- Case
Parmalat Uruguay (A)
By: Paul Marshall and Gustavo Herrero
Three young MBAs create a partnership to acquire the assets of Parmalat in Uruguay. Focuses on their analysis prior to submitting a bid and their plan for improving the operations once their bid is accepted. In addition to improving operations, they must negotiate with... View Details