Publications

08 Apr 2011
Working Paper Summaries

Delay as Agenda Setting

Keywords: by James J. Anton & Dennis A. Yao

2012
Article

Antitrust Scrutiny of Google

By: Benjamin Edelman

I evaluate antitrust claims against Google and propose possible remedies. While Google's specific tactics are often novel, I show connections to practices deemed unlawful over a period of decades, and I identify remedies well grounded in antitrust precedent. View Details

Keywords: Competition; Antitrust; Google; Search; Non-price Terms; Digital Marketing; Lawsuits and Litigation; Advertising Industry; Information Technology Industry

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January 2005 (Revised February 2005)
Case

Ray Rogers and the Corporate Campaign (A)

By: James K. Sebenius and Michael A. Wheeler

Sets the stage for analyzing the strategy of labor organizer Ray Rogers in bringing J.P. Stevens to the bargaining table when conventional union tactics failed. Though set in the specific context of labor-management relations, it illustrates much more fundamental... View Details

Keywords: Strategy; Negotiation Preparation; Negotiation Tactics; Labor Unions; Labor and Management Relations; Manufacturing Industry; United States

December 2003
Case

George Mitchell in Northern Ireland (A)

By: James K. Sebenius and Daniel F. Curran

Examines the strategies and tactics that U.S. negotiator George Mitchell used during his two-year tenure as chairman of the all-party talks in Northern Ireland. His efforts culminated in the signing of the historic Good Friday Accords. A revised version of an earlier... View Details

Keywords: Policy; International Relations; Agreements and Arrangements; Negotiation Tactics; Northern Ireland; United States

September 2006 (Revised March 2010)
Case

Teva Pharmaceutical Industries, Ltd

By: Tarun Khanna, Krishna G. Palepu and Claudine Deborah Madras

How do companies develop a strategy that is both low-cost and differentiated without becoming squeezed in the middle? Describes how Teva, Israel's first and largest multinational, achieved its globally dominant position in generic pharmaceuticals, an industry that has... View Details

Keywords: Multinational Firms and Management; Emerging Markets; Rank and Position; Competitive Strategy; Pharmaceutical Industry; India; Israel

April 2003
Case

Sunk Costs: The Plan to Dump the Brent Spar (A)

This case explores the conflict between Shell Oil and Greenpeace over Shell's plans to sink the aging Brent Spar oil platform in the North Atlantic. It details the tactics Greenpeace employed and examines Shell's responses. View Details

Keywords: Alliances; Crisis Management; Environmental Sustainability; Mining Industry; Energy Industry; North America

July 2003 (Revised February 2004)
Background Note

M&A Legal Context: Hostile Takeovers

By: Carliss Y. Baldwin, Constance E. Bagley and James Quinn

Introduces students to the main tactical maneuvers used by hostile bidders, including bear hugs, proxy fights, tender offers, and toeholds. Also describes how, in the United States, tender offers are regulated by the federal government via the Williams Act. View Details

Keywords: Acquisition; Cash; Governing Rules, Regulations, and Reforms; Code Law; Bids and Bidding; United States

July 1999 (Revised January 2003)
Case

Harley-Davidson Motor Company: Enterprise Software Selection

Describes Harley-Davidson's decision process for defining and selecting an enterprise-wide procurement software package and the institutional changes introduced as part of this process. Tells the story of Harley-Davidson's approach in developing integrated business... View Details

Keywords: Organizational Change and Adaptation; Information Technology; Groups and Teams; Software; Motorcycle Industry

January 1980 (Revised April 1980)
Background Note

Bargaining Strategies: Collaborative vs. Competitive Approaches

Note describes aspects of bargaining situations that point toward either collaborative or distributive bargaining strategies. Focuses on the nature of the issues, the relationship between the negotiators, and broader contextual factors, and how these variables... View Details

Keywords: Negotiation Tactics; Negotiation Style

December 1993 (Revised August 1998)
Case

Bitter Competition: The Holland Sweetener Company versus NutraSweet (A)

The NutraSweet Co. has very successfully marketed aspartame, a low-calorie, high-intensity sweetener, around the world. NutraSweet's position was protected by patents until 1987 in Europe, Canada, and Japan, and until the end of 1992 in the United States. The case... View Details

Keywords: Patents; Competitive Strategy; Food and Beverage Industry; Canada; Japan; United States; Europe

February 2022 (Revised March 2022)
Case

Hertz in Bankruptcy: A Wild Ride in Pandemic Times

By: Samuel Antill, Stuart Gilson and Kristin Mugford

Hertz filed for Chapter 11 bankruptcy in response to asset-backed securities (ABS) obligations and the COVID-19 pandemic. Enthusiastic Robinhood investors and shrewd negotiating tactics helped Hertz stabilize. Roughly nine months into the bankruptcy, Hertz received... View Details

Keywords: Bankruptcy Reorganization; COVID-19 Pandemic; Insolvency and Bankruptcy; Health Pandemics; Valuation; Capital Structure; Negotiation; Private Equity; Travel Industry; United States

23 Jul 2001
Research & Ideas

How the Giants of Enterprise Seized the Future

The distinguishing characteristic of the giants of enterprise is that they live in the future. And the future for them is not some fantasy world where trees grow in the sky. It is real—it has a concrete existence in their minds. Why? Because to the giants of... View Details

Keywords: by Richard S. Tedlow

December 1997 (Revised December 1998)
Case

ArthroCare

A young company in the medical devices area, ArthroCare, has been public for six months, and its stock--after initially performing very well--is now dropping. At the same time, the company is confronted with several tactical decisions that could impact near-term... View Details

Keywords: Public Ownership; Decisions; Equity; Medical Devices and Supplies Industry

May 2013
Article

The Performance Frontier: Innovating for a Sustainable Strategy

By: Robert G. Eccles and George Serafeim

By now most companies have sustainability programs. They're cutting carbon emissions, reducing waste, and otherwise enhancing operational efficiency. But a mishmash of sustainability tactics does not add up to a sustainable strategy. To endure, a strategy must address... View Details

Keywords: Sustainability; Innovation; Environment; Corporate Reporting; Corporate Social Responsibility; Governance; Strategy; Value; Corporate Social Responsibility and Impact; Performance; Environmental Sustainability; Innovation and Invention

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September 2002 (Revised January 2003)
Case

Intrawest Corporation

By: Frances X. Frei, Daniel Rethazy and Corey B. Hajim

Describes the dilemma surrounding Intrawest's growth strategy for the future. The organization must decide whether to continue its present development tactic or use its expertise to diversify its resort products in terms of location and type or spin off associated... View Details

Keywords: Diversification; Growth and Development Strategy; Accommodations Industry; Tourism Industry

2012
Other Unpublished Work

Strategic responses to collective activism in the U.S. biomass sector

By: Shon R. Hiatt

Almost all companies face constraints and pressure from collective activists. Using tactics such as protests, boycotts, and lobbying, social movement organizations and collective actors can draw significant media attention to issues facing industries and organizations,... View Details

Keywords: Environmental Sustainability; Business and Community Relations; Social and Collaborative Networks; Governing Rules, Regulations, and Reforms; Identity; Forest Products Industry; United States

October 1978 (Revised July 1991)
Case

U.S. Pioneer Electronics Corp.

By: Hirotaka Takeuchi

Focuses on the problem of the means by which a manufacturer controls its channel of distribution. U.S. Pioneer's retail outlets have turned "dissident" and management has to decide what tactics to employ to stop further erosion (short-run) and what long-run... View Details

Keywords: Decisions; Growth and Development Strategy; Distribution Channels; Production; Problems and Challenges; Software; Electronics Industry; United States

October 1978 (Revised November 1985)
Background Note

Managing Interpersonal Conflict

Discusses the nature and dynamics of interpersonal conflict and suggests how to diagnose and manage a conflict situation. The perspective employed is that of an interested third party who wishes to intervene in the conflict to resolve or control it. Focuses on how to... View Details

Keywords: Conflict Management