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(702)
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- News (134)
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- Faculty Publications (307)
Show Results For
- All HBS Web
(702)
- People (1)
- News (134)
- Research (514)
- Multimedia (3)
- Faculty Publications (307)
- March 2000 (Revised May 2001)
- Case
Jill Greenthal at Donaldson, Lufkin & Jenrette (A): The TCI/AT&T Deal
By: Ashish Nanda, Thomas J. DeLong and Sarah S. Khetani
Jill Greenthal, managing director at Donaldson, Lufkin & Jenrette, is leading her team of investment bankers to negotiate on behalf of Tele-Communications, Inc. (TCI) on a potential landmark deal with AT&T. Representing TCI in the negotiations is the culmination of... View Details
Keywords: Leadership; Negotiation Process; Service Delivery; Groups and Teams; Entrepreneurship; Negotiation Deal; Gender; Banking Industry; Service Industry; Telecommunications Industry
Nanda, Ashish, Thomas J. DeLong, and Sarah S. Khetani. "Jill Greenthal at Donaldson, Lufkin & Jenrette (A): The TCI/AT&T Deal." Harvard Business School Case 800-213, March 2000. (Revised May 2001.)
- 9 AM – 10 AM EDT, 29 May 2019
- HBS Online
HBS Online Negotiation Mastery
Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: May 29, 2019 - July 24, 2019 View Details
- 9 AM – 10 AM EDT, 16 Oct 2019
- HBS Online
HBS Online Negotiation Mastery
Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: October 16, 2019 - December 11, 2019 View Details
- 21 Jun 2016
- News
How to Negotiate with a Liar
- October 2019 (Revised January 2020)
- Case
John Branca: Negotiating Michael Jackson's Thriller (A)
By: James K. Sebenius and Alex Green
John Branca, attorney to pop musician Michael Jackson, must negotiate a series of deals on behalf of his client in order to safeguard his financial interests and creative license during a period of rising stardom. View Details
Sebenius, James K., and Alex Green. "John Branca: Negotiating Michael Jackson's Thriller (A)." Harvard Business School Case 920-027, October 2019. (Revised January 2020.)
- Web
Deals Q2 - Course Catalog
HBS Course Catalog Deals Q2 Course Number 2265 Professor Guhan Subramanian Fall; Q2; 1.5 credits 14 Sessions (120 minutes, across two time slots) Paper Enrollment: Limited to 42 HBS and 42 HLS students This advanced View Details
- 9 AM – 10 AM EDT, 07 Aug 2019
- HBS Online
HBS Online Negotiation Mastery
Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: August 7, 2019 - October 2, 2019 View Details
- June 2007
- Exercise
EZAmuse Negotiation Background (A)
By: G. Felda Hardymon and Ann Leamon
This is the background to an exercise in negotiation. A promising venture-capital-backed company, EZAmuse Communications, is raising a B round. Its existing backer, Reality Venture Partners, would like it to raise enough for six or nine months, when it will have... View Details
Keywords: Borrowing and Debt; Negotiation Deal; Valuation; Leadership Style; Venture Capital; Partners and Partnerships; Product; Germany
Hardymon, G. Felda, and Ann Leamon. "EZAmuse Negotiation Background (A)." Harvard Business School Exercise 807-007, June 2007.
- Teaching Interest
Overview
By: Kevin P. Mohan
Kevin teaches Negotiations and Deals in the MBA curriculum and in several Executive Education offerings. View Details
Keywords: Negotiation
- Summer 2013
- Article
Nuclear Negotiations With Iran
By: Paul R. Pillar, Robert Reardon, James K. Sebenius and Michael K. Singh
Paul Pillar and Robert Reardon challenge the analysis and substantive policy inputs that Sebenius and Singh developed for their article "Is a Nuclear Deal with Iran Possible? An Analytic Framework for the Iran Nuclear Negotiations" (International Security 37, no. 3... View Details
Keywords: Nuclear Proliferation; Zone Of Possible Agreement; ZOPA; International Relations; Negotiation; Iran; United States
Pillar, Paul R., Robert Reardon, James K. Sebenius, and Michael K. Singh. "Nuclear Negotiations With Iran." International Security 38, no. 1 (Summer 2013): 174–192.
- July 2023 (Revised July 2024)
- Case
Miracle Therapeutics: Negotiating an IP License (A)
By: Satish Tadikonda, Michael Singer, William Marks and Wendi Yajnik
(General Experience Case) Beth Sharp and Jennifer Brilliant founded Miracle Therapeutics based on intellectual property developed by Brilliant and her post-doctoral student, John Supreme, in Brilliant’s lab at Elite University (EU). Miracle will have to obtain a... View Details
Tadikonda, Satish, Michael Singer, William Marks, and Wendi Yajnik. "Miracle Therapeutics: Negotiating an IP License (A)." Harvard Business School Case 824-020, July 2023. (Revised July 2024.)
- March 24, 2014
- Article
Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran
While the Obama team deserves high marks for launching the interim talks, its approach doesn't sell the upside of a comprehensive deal persuasively enough to transform more Iranian skeptics into active supporters—a necessary condition for success if there is an... View Details
Keywords: Negotiations; Nuclear; Conflict Resolution; Winning Coalition; Blocking Coalition; Strategy; France; Germany; Iran; China; Great Britain; United States; Russia; Negotiation; International Relations; Conflict and Resolution; Public Administration Industry; France; Germany; Iran; China; Great Britain; United States; Russia
Sebenius, James K. "Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran." ForeignPolicy.com (March 24, 2014).
- 15 Oct 2018
- Research & Ideas
Shaky Business: How Handshakes Win Negotiations
professor Michael Norton, Harold M. Brierley Professor of Business Administration. “We shake when we say hello to someone, and we shake again after a deal is done.” Centuries ago, the handshake may have originated as a way for people to... View Details
Keywords: by Michael Blanding
- 01 Mar 2008
- News
Negotiating with Wal-Mart
are numerous media accounts of the corporate monolith riding its suppliers into the ground. But what about those who manage to survive, and thrive, while dealing with the classic hardball negotiator? In “Sarah Talley and Frey Farms... View Details
- 2017
- Book
HBR Guide to Buying a Small Business: Think Big, Buy Small, Own Your Own Company
By: Richard S. Ruback and Royce Yudkoff
Find, acquire, and run your own business. Are you looking for an alternative to a career path at a big firm? Does founding your own start-up seem too risky? There is a radical third path open to you: you can buy a small business and run it as CEO. Purchasing a small... View Details
Keywords: Entrepreneurial Finance; Entrepreneurs; Small Companies; Small Business Finance; Negotiation; Due Diligence; Sourcing; Search Funds; Search; Deal Sourcing; Deal Structuring; Funnel; Debt Financing; Small And Medium Enterprises; Small Business; Internet and the Web; Entrepreneurship; Negotiation Deal; Ownership; Equity; Borrowing and Debt
Ruback, Richard S., and Royce Yudkoff. HBR Guide to Buying a Small Business: Think Big, Buy Small, Own Your Own Company. Harvard Business Review Press, 2017.
- 05 Apr 2004
- Research & Ideas
Six Ways to Build Trust in Negotiations
contracts. Trust may develop naturally over time, but negotiators rarely have the luxury of letting nature take its course. Thus it sometimes seems easiest to play it safe with cautious deals involving few... View Details
Keywords: by Deepak Malhotra
- December 2011
- Case
Roger Caracappa: Package Deals for the Estée Lauder Companies
Roger Caracappa must negotiate a cost-saving, innovative proposal from a potential French supplier that could displace the otherwise satisfactory, long-time incumbent supplier. Shortly after being promoted to executive vice president of the Estée Lauder Companies with... View Details
Keywords: Operations; Supply Chain Management; Change; Innovation and Invention; Cost vs Benefits; Beauty and Cosmetics Industry
Sebenius, James K. "Roger Caracappa: Package Deals for the Estée Lauder Companies." Harvard Business School Case 912-003, December 2011.
- 01 Aug 2005
- Research & Ideas
How to Choose the Best Deal
deal work. But without knowing exactly what he'd need to pay for each, how can he determine which property is the better value? How can he judge success in his negotiations with one seller without knowing... View Details
Keywords: by Michael Wheeler
3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
Unlike the vast majority of negotiation books that focus almost exclusively on interpresonal tactics "at the table," 3D Negotiation also emphasizes the substantive side of deal design, as well as setup moves "away from... View Details
- 30 Jun 2014
- Lessons from the Classroom
The Role of Emotions in Effective Negotiations
A simple view of negotiation presents a cold transaction between what one person has and what the other person is willing to pay for it. If the price is right, the deal gets done. As anyone who has recently... View Details