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- May 1988 (Revised November 1990)
- Case
Airbus vs. Boeing (B): The Storm Intensifies
Discusses the growing competition faced by U.S. producers of civil aircraft due to the success and expanding product line of Airbus Industries. Designed to foster discussion of international trade policy as it affects producers in the industry and to encourage firm... View Details
Keywords: Trade; Policy; Negotiation; Competition; Competitive Strategy; Aerospace Industry; United States
- September 1983 (Revised July 1991)
- Case
Orthoteks USA (A)
A series on implementing strategy as the head of the U.S. subsidiary of a successful Swiss medical products firm. Traces the actions of the CEO over a four year period and highlights his negotiations with the Swiss parent and the way functional components of the... View Details
- Research Summary
3D Negotiaton
In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details
- Research Summary
Corporate Restructuring and Business Insolvency: Economic Impact and Best Practices
By: Stuart C. Gilson
Stuart C. Gilson is studying how severe financial distress impacts corporate policies and economic resource allocation. He is also studying how managers can best respond to financial distress in order to preserve and grow value. He is undertaking this research... View Details
- Research Summary
Great Negotiator Study Initiative
What can be legitimately be learned from closely studying great negotiators at work? Since 2000, the Program on Negotiation (PON)—an active inter-university consortium mainly comprised of numerous faculty from across... View Details