Agreements - Publications - Faculty & Research

23 May 2000
Research & Ideas

The Emerging Art of Negotiation

negotiators define the game, the group writes, "may be key to better understanding why parties do not reach agreements when we think they should." Preconceptions Count No one goes into a negotiation completely blind. Almost... View Details

Keywords: by Martha Lagace

January 2021 (Revised March 2021)
Case

Juno (A): Leveraging Student Power

By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein

In March 2020, Chris Abkarians and Nikhil Agarwal were in the midst of preparing the annual auction for their student loan assistance startup, Juno. Both current MBA students at Harvard Business School, the duo founded Juno in 2018 to leverage student bargaining power... View Details

Citation

Educators

Purchase

June 2020
Teaching Plan

Chief

By: Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, Amy Klopfenstein and Katherine Chen

Teaching Plan serves as a supplement to the case for “Chief: Role for Carolyn Childers” (920-019), “Chief: Role for Lindsay Kaplan” (920-020), and “Scaling at Chief” (920-021). View Details

Citation

Purchase

10 Dec 2013
First Look

First Look: December 10

Brands The case explores the collateralization of intellectual property in a loan agreement between a highly leveraged apparel company and a large U.S. bank. Leveraging intangibles in the credit market is a new practice that has... View Details

Keywords: Sean Silverthorne

18 Dec 2007
First Look

First Look: December 18, 2007

a player's pay-off from agreement is risky. We find that a risk-averse player typically increases his equilibrium receipts when his pay-off is made risky. This is because the presence of risk makes individuals behave "more... View Details

Keywords: Martha Lagace

26 Sep 2005
Research & Ideas

What Perceived Power Brings to Negotiations

recruiter, and had to reach agreement on salary, vacation time, bonus, insurance coverage, and moving expenses. To vary perceived power, participants were given various levels of information regarding their own alternative and the... View Details

Keywords: by Mallory Stark

09 Jul 2001
Research & Ideas

Does Misery Love Companies? How Social Performance Pays Off

(New York Times, 2001), while Former President Clinton used his "bully pulpit" to urge corporations to attend to social problems (New York Times, 1996) and later advocated that minimum labor standards be a part of international trade View Details

Keywords: by Joshua D. Margolis & James P. Walsh

15 Aug 2017
First Look

First Look at New Research and Ideas, August 15, 2017

ubiquitous by the 2010s; (3) asset lockups, which disappeared from the landscape for thirty years, have reemerged, though in a "new economy" variation; and (4) practitioners have begun implementing side agreements to the deal... View Details

Keywords: Sean Silverthorne

12 Mar 2013
First Look

First Look: March 12

practices and strength as a company. Students have to decide whether CFRA should flag First Solar as a concern and add it to CFRA's "Biggest Concerns" list. Purchase this case:http://hbr.org/search/113044-PDF-ENG Crafting a Founder View Details

Keywords: Sean Silverthorne

21 Feb 2012
Research & Ideas

Leadership Program for Women Targets Subtle Promotion Biases

agreement, learn to quickly regain one's footing when challenged, and develop an appreciation for why her request might be resisted. These negotiations entail skill not only at assessing which options might lead to mutually acceptable View Details

Keywords: by Maggie Starvish

17 Sep 2001
Research & Ideas

Is There Help for the Big Ticket Buyer?

agreement is reached. That is, what is your Best Alternative To a Negotiated Agreement, or BATNA (Fisher and Ury 1981)? By thinking about this alternative, you can better assess your reservation price, or the point above or below which... View Details

Keywords: by Max H. Bazerman

21 Aug 2000
Research & Ideas

Faculty Research Looks to Latin America

turns out there was in a number of cases considerable dissonance between what the group thought the value of being a member of the group was, versus what the company thought… In contrast, there was much more agreement about what kind... View Details

Keywords: by Martha Lagace

29 Oct 2007
HBS Case

Marketing Maria: Managing the Athlete Endorsement

his marketing endorsements in exchange for McCormack's services. Of course Palmer later emerged as one of the greatest players in the history of golf, and the agreement was an extremely lucrative one for both parties. Their handshake... View Details

Keywords: by Sarah Jane Gilbert; Sports

31 Jul 2012
First Look

First Look: July 31

"internal" with "external" negotiations, especially focusing on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work is the view that each... View Details

Keywords: Carmen Nobel

January 2023
Case

Gerald Weiss (2023)

By: Brian J. Hall, Carleen Madigan, Andrew Wasynczuk and Caroline Witten

Gerald Weiss left Wall Street for the promise of a CFO position at a well-established corporation. He was given a 10-year options package with a guaranteed floor of $12 million and unlimited upside. To ensure the entire package would be worth at least $12 million after... View Details

Keywords: Management Teams; Resignation and Termination; Executive Compensation; Organizational Culture; Agreements and Arrangements; Stock Options; Conflict and Resolution; New York (city, NY)

Citation

Educators

Purchase

23 Jan 2008
First Look

First Look: January 23, 2008

Australian headquarters. The outcome of these efforts was the inception of a unique corporate-community negotiation process known as the Tintaya Dialogue Table. In December 2004, after three years of negotiation, BHP Billiton and the five communities signed an View Details

Keywords: Martha Lagace

24 Oct 2005
Research & Ideas

IPR: Protecting Your Technology Transfers

impact of stronger intellectual property rights was reaching a boiling point as the World Trade Organization included the Agreement on Trade-Related Aspects of Intellectual Property Rights in its charter. Opponents of stronger IPR were... View Details

Keywords: by Cynthia Churchwell

June 2008
Teaching Note

Transparent Value LLC (TN)

By: Sharon P. Katz and Krishna G. Palepu

Teaching Note for [108098]. View Details

Keywords: Agreements and Arrangements; Valuation; Stocks; Price; Performance Expectations; Cash Flow; Revenue; Business Startups; Investment Funds; Product Launch; Financial Services Industry

Citation

Purchase

26 Jan 2010
First Look

First Look: Jan. 26

Strategies Authors:Pol Antràs and C. Fritz Foley Publication:In Costs and Benefits of Regional Economic Integration, edited by Robert J. Barro and Jong-Wha Lee. Oxford University Press, forthcoming Abstract This paper analyzes the effects of the formation of a regional... View Details

Keywords: Martha Lagace

10 Nov 2009
First Look

First Look: Nov. 10

(Autodesk) entered a contractual agreement to share all project risks and profits. During the project, however, Autodesk was unsatisfied with the design progress and asked the project team to introduce a three-story atrium in the... View Details

Keywords: Martha Lagace

Publications

Publications

Show Results For

Show Results For

Are you looking for?

The Emerging Art of Negotiation

Juno (A): Leveraging Student Power

Chief

First Look: December 10

First Look: December 18, 2007

What Perceived Power Brings to Negotiations

Does Misery Love Companies? How Social Performance Pays Off

First Look at New Research and Ideas, August 15, 2017

First Look: March 12

Leadership Program for Women Targets Subtle Promotion Biases

Is There Help for the Big Ticket Buyer?

Faculty Research Looks to Latin America

Marketing Maria: Managing the Athlete Endorsement

First Look: July 31

Gerald Weiss (2023)

First Look: January 23, 2008

IPR: Protecting Your Technology Transfers

Transparent Value LLC (TN)

First Look: Jan. 26

First Look: Nov. 10

Are you looking for?