Publications

May 2004
Teaching Note

Seagate Technology Buyout (TN)

By: Stuart C. Gilson

Teaching Note to (9-201-063). View Details

Keywords: Leveraged Buyouts; Negotiation Deal; Negotiation Participants; Equity; Value; Volatility; Assets; Capital; Computer Industry

May 2004 (Revised June 2004)
Case

Sarvega

By: Paul A. Gompers and Vanessa del Valle Broussard

David Cowan, general partner at Bessemer Venture Partners, has taken the lead on Sarvega, a Bessemer-backed company that was recently orphaned by the departure of one of Bessemer's other general partners. Cowan must decide whether to reinvest in Sarvega and, if so,... View Details

Keywords: Decisions; Venture Capital; Investment; Governance Compliance; Resignation and Termination; Negotiation Deal; Partners and Partnerships; Information Technology Industry

May 2004
Article

Smart Alternatives to Lying in Negotiation

By: Deepak Malhotra

Keywords: Negotiation

April 2004 (Revised July 2008)
Case

Showdown on the Waterfront: The West Coast Port Dispute (A)

By: Kathleen L. McGinn and Dina R. Pradel

New technology underlies a protracted dispute between West Coast longshoremen and their employers. Severe economic consequences lead to government intervention in the dispute. View Details

Keywords: Economics; Negotiation Process; Business and Government Relations; Labor and Management Relations; Conflict and Resolution; Shipping Industry; Western United States

Educators

April 2004 (Revised July 2008)
Case

Showdown on the Waterfront: The West Coast Port Dispute (B)

By: Kathleen L. McGinn and Dina R. Pradel

New technology underlies a protracted dispute between West Coast longshoremen and their employers. Severe economic consequences lead to government intervention in the dispute. View Details

Keywords: Economics; Negotiation Process; Business and Government Relations; Labor and Management Relations; Conflict and Resolution; Shipping Industry; Western United States

Educators

April 2004
Teaching Note

The Arts Property and Hotel (TN)

By: Arthur I Segel

Teaching Note to (9-803-009). View Details

Keywords: Strategy; Investment; Agreements and Arrangements; Management; Accommodations Industry; Barcelona

April 2004
Article

Anxious Moments: Openings in Negotiation

By: Michael A. Wheeler

Keywords: Negotiation

2004
Working Paper

Claiming Authority: Negotiating Challenges for Women Leaders

By: Hannah Riley and Kathleen L. McGinn

Column

The Mind of the Negotiator: The Winner's Curse

By: Max H. Bazerman

Keywords: Negotiation

March 2004 (Revised June 2006)
Case

Journey to Sakhalin: Royal Dutch/Shell in Russia (A)

By: Rawi E. Abdelal

Operations of Royal Dutch/Shell in Russia included a strategic alliance with Gazprom, the country's natural gas monopoly, the development of the Salym oil fields in Siberia, and a small retail refilling network in St. Petersburg. Focuses on the Sakhalin II project.... View Details

Keywords: Decision Making; Energy Generation; Foreign Direct Investment; Lawfulness; Agreements and Arrangements; Alliances; Business and Government Relations; Energy Industry; Russia

Educators