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Show Results For
- All HBS Web
(3,201)
- People (4)
- News (639)
- Research (2,152)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,756)
- August 2012 (Revised November 2012)
- Case
Bonne Chance
With a competitor nipping at his heels, his bank reluctantly covering his recent overdraft, Jacob Zimmerman is considering expanding his Midwestern retail jewelry business by bringing on the new Swatch watch line to augment his high end Rolex offerings. Only 14 weeks... View Details
Keywords: Entrepreneurial Management; Entrepreneurs; Financial Crisis; Crisis Management; Bank Loan; Entrepreneurial Finance; Turnarounds; Negotiation; Liquidation; Entrepreneurship; Retail Industry; Fashion Industry; United States
Sharpe, Jim, and John O. Whitney. "Bonne Chance." Harvard Business School Case 813-049, August 2012. (Revised November 2012.)
- April 2009 (Revised October 2010)
- Case
Golden Rule
By: Andrew Wasynczuk, Katherine Dowd and Sara del Nido
Jim Golden wants to radically change how catastrophic trucking accident lawsuit claims are handled by his trucking company. He wants to “do the right thing” for both the claimant and his company. Golden is a former litigator with 16 years of experience defending... View Details
Keywords: Business Ethics; Business Law; Law; Executives; Management Education; Management; Negotiator's Dilemma; Negotiations; Value; Moral Compass; Moral Leadership; Lawsuits and Litigation; Ethics; Moral Sensibility; Corporate Accountability; Negotiation; Conflict and Resolution; Value Creation
Wasynczuk, Andrew, Katherine Dowd, and Sara del Nido. "Golden Rule." Harvard Business School Case 909-017, April 2009. (Revised October 2010.)
- June 2013
- Teaching Note
Eric Weston (TN)
By: Jim Sharpe and Noah Fisher
This is the Teaching Note Associated with case #813045 (Eric Weston). View Details
- July 2012 (Revised April 2013)
- Case
Eric Weston
Facing bankruptcy or keeping the doors open, Eric Weston assesses his continued survival in the retail garden supply business he has owned for seven years. View Details
Keywords: Acquisitions; Bankruptcy; Financing; Turnarounds; Liquidation; Negotiation; Entrepreneurial Management; Crisis Management; Entrepreneurs; Bank Loan; Career Planning; Financial Analysis; Insolvency and Bankruptcy; Entrepreneurship; Acquisition; Retail Industry; United States
Roberts, Michael J., and Jim Sharpe. "Eric Weston." Harvard Business School Case 813-045, July 2012. (Revised April 2013.)
- 18 Apr 2016
- Research & Ideas
The Cost of Leaning In
Last summer, Christine Exley polled 200 American adults with a simple yes/no question: Do you think women should negotiate their salaries more often? Seventy percent of respondents answered in the affirmative. She wasn’t surprised by the... View Details
Keywords: by Carmen Nobel
- April 2017
- Teaching Note
Golden Rule
By: Andrew Wasynczuk
Jim Golden wants to radically change how catastrophic trucking accident lawsuit claims are handled by his trucking company. He wants to “do the right thing” for both the claimant and his company. Golden is a former litigator with 16 years of experience defending... View Details
- 18 Apr 2016
- News
The Cost of Leaning-in
- January 2017
- Case
Bayer AG: Bidding to Win Merck's OTC Business
By: Benjamin C. Esty, Marc Baaij and Arjen Mulder
Shortly after submitting their best and final offer to acquire Merck's Consumer Care Division (a collection of "over-the-counter" (OTC) products with sales totaling $2 billion), the Bayer M&A team was given a chance to revise their bid because another potential... View Details
Keywords: Acquisition; Bidding Strategy; Valuing Synergies; Negotiations; Corporate Strategy; Business Unit Strategy; Bidding Process; Discounted Cash Flow; Cross-border M＆A; Tax Shields; Valuation; Competitive Strategy; Auctions; Bids and Bidding; Germany; United States; United Kingdom
Esty, Benjamin C., Marc Baaij, and Arjen Mulder. "Bayer AG: Bidding to Win Merck's OTC Business." Harvard Business School Case 217-021, January 2017.
- January 2017
- Supplement
Bayer AG: Bidding to Win Merck's OTC Business
By: Benjamin C. Esty, Marc Baaij and Arjen Mulder
- 2013
- Book
The Art of Negotiation: How to Improvise Agreement in a Chaotic World
By: Michael Wheeler
A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the "win-win" method exemplified in Getting to Yes by Roger... View Details
Keywords: Negotiation
Wheeler, Michael. The Art of Negotiation: How to Improvise Agreement in a Chaotic World. New York: Simon & Schuster, 2013.
- May 06 2021
- Tout
Earn a Certificate of Management Excellence
- 05 Dec 2016
- Research & Ideas
How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky)
indicates that many people who palter see nothing wrong with it, whereas people on the receiving end feel scammed. People who palter may gain some ground in negotiating a better deal for themselves in the short run, but if their cunning... View Details
Keywords: by Dina Gerdeman
- September 2017 (Revised June 2021)
- Supplement
Tempur Sealy International (C)
By: Benjamin C. Esty and Lauren G. Pickle
Analyzes the commercial relationship between Tempur Sealy and Mattress Firm following the events discussed in the (B) case. View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Leadership; Customers; Relationships; Distribution Industry; Manufacturing Industry; United States; South Africa
Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (C)." Harvard Business School Supplement 718-424, September 2017. (Revised June 2021.)
- September 2017 (Revised June 2021)
- Supplement
Tempur Sealy International (B)
By: Benjamin C. Esty and Lauren G. Pickle
Analyzes the commercial relationship between Tempur Sealy and Mattress Firm following the events discussed in the (A) case. View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Customers; Relationships; Leadership; Distribution Industry; Manufacturing Industry
Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (B)." Harvard Business School Supplement 718-423, September 2017. (Revised June 2021.)
James K. Sebenius
JAMES K. (“Jim”) SEBENIUS, is the Gordon Donaldson Professor of Business Administration at Harvard Business School, where he founded the Negotiation unit and teaches advanced... View Details
- 02 Apr 2021
- Research & Ideas
Salary Negotiations: A Catch-22 for Women
The higher a woman rises through a company’s ranks, the more backlash she faces if she negotiates her salary assertively—a phenomenon that contributes to the wide gender gap in the C-suite, new research suggests. By analyzing data from... View Details
Keywords: by Kristen Senz
Deepak Malhotra
Deepak Malhotra's teaching, research and advisory work is focused on negotiation, deal-making and conflict resolution. In 2020, Deepak was named MBA Professor of the Year by Poets & Quants. He has won... View Details
Michael A. Wheeler
Mike Wheeler joined the HBS faculty in 1993 and has taught extensively in its MBA, Executive, and distance learning programs. His highly interactive 8-week/40-hour HBS Online Negotiation... View Details
- July 2012 (Revised April 2013)
- Case
Peter Jepsen
By: Howard H. Stevenson, Michael J. Roberts and James M. Sharpe
About to break bank covenants, Peter Jepsen has to deal with a contentious prior owner, improve profitability and staff appropriately all while maintaining credibility with his investors, in the furniture hardware company he has owned for less than a year. View Details
Keywords: Acquisitions; Bankruptcy; Crisis Management; Entrepreneurial Management; Entrepreneurial Finance; Financial Crisis; Turnarounds; Financial Distress; Negotiation; Entrepreneurs; Bank Loan; Search Funds; Liquidation; Boards Of Directors; Ethics; Insolvency and Bankruptcy; Acquisition; Entrepreneurship; Manufacturing Industry; United States
Stevenson, Howard H., Michael J. Roberts, and James M. Sharpe. "Peter Jepsen." Harvard Business School Case 813-046, July 2012. (Revised April 2013.)
- September 2017 (Revised April 2022)
- Case
Tempur Sealy International (A)
By: Benjamin C. Esty and Lauren G. Pickle
This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms enjoyed a mutually beneficial and commercially prosperous... View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Customers; Relationships; Leadership; Distribution Industry; Manufacturing Industry; Retail Industry; Consumer Products Industry; United States; South Africa
Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (A)." Harvard Business School Case 718-422, September 2017. (Revised April 2022.)