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  • December 2007 (Revised April 2008)
  • Exercise

The Elcer Products Transaction: Confidential Information for Elcer Products Division President

By: James K. Sebenius and Guhan Subramanian
In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Elcer Divisional management role. Challenges include how... View Details
Keywords: Mergers and Acquisitions; Managerial Roles; Negotiation Deal; Negotiation Process; Negotiation Tactics
Related
  • December 1994 (Revised September 2007)
  • Supplement

Hans-Hugo Miebach

Provides private information for students assuming the role of Hans-Hugo Miebach in a simulated negotiation of the sale of Cementownia Odra. View Details
Keywords: Negotiation
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  • 03 Mar 2003
  • Research & Ideas

The Ingredients of a Deal Disaster

Experienced negotiators are generally comfortable working out the terms of an economic contract: They bargain for the best price, haggle over equity splits, and iron out detailed exit clauses. But these same seasoned professionals often... View Details
Keywords: by Ron S. Fortgang, David A. Lax & James K. Sebenius
  • December 2007 (Revised April 2008)
  • Exercise

The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises

By: James K. Sebenius
In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the RubyFibre Enterprises management role. Challenges... View Details
Keywords: Negotiation
Related
  • December 2007 (Revised April 2008)
  • Exercise

The Elcer Products Transaction: Confidential Information for Pearl Equity Partners

By: James K. Sebenius
In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Pearl Equity Partners management role. Challenges... View Details
Keywords: Negotiation
Related
  • 18 Sep 2019
  • News

Tillerson’s exit interview

  • May 2011 (Revised July 2012)
  • Exercise

Remicade/Simponi: Confidential Instructions for Johnson & Johnson

By: Guhan Subramanian and Rhea Ghosh
This two-party negotiation exercise features a real-life dispute between Merck and Johnson & Johnson regarding European distribution rights to two highly lucrative drugs. View Details
Keywords: Price; Rights; Agreements and Arrangements; Negotiation Deal; Problems and Challenges; Risk and Uncertainty; Europe
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  • 27 Jun 2005
  • Research & Ideas

The Potential Downside of Win-Win

little effect on the restaurant or movie industry. Their contentment left society slightly better off. It is generally wonderful when parties are able to trade off interests to create value. In fact, one of the most important contributions of the field of View Details
Keywords: by Max H. Bazerman
  • September 2010 (Revised July 2012)
  • Supplement

Recruiting Andrew Yard (C)

By: Brian J. Hall, Nicole Shae Bennett and Sara del Nido
This case describes a compensation negotiation between a global HR director and a candidate for a high-level executive position. The situation becomes awkward when the candidate feels insulted because he is given a monetary incentive to join the company more quickly... View Details
Keywords: Interpersonal Communication; Recruitment; Negotiation Offer; Performance Effectiveness; Emotions; Strategy
Related
  • July 2015 (Revised April 2016)
  • Case

Launching Yelp Reservations (A)

By: Michael Luca, Kevin Mohan and Patrick Rooney
This case presents a multi-party negotiation among Yelp, current partner OpenTable, and two startups in the online restaurant reservation industry. View Details
Keywords: Information Technology; Negotiation; Business Startups; Acquisition; Technology Industry; United States
Related
  • October 1999 (Revised June 2002)
  • Case

Case Brief: Stone Container in Honduras and Costa Rica

By: James K. Sebenius and Hannah Bowles
Summarizes contents of two full-length cases. The cases provide examples of two different approaches to managing complex multi-party negotiations with stakeholders. A rewritten version of an earlier case. View Details
Keywords: Negotiation Participants; Costa Rica; Honduras
Related
  • Research Summary

Overview

By: Kevin P. Mohan
Kevin Mohan is currently researching negotiations in private company contexts, including topics such as financings, compensation systems, budgeting and planning, recruiting, and succession. View Details
Keywords: Compensation; Succession; Family Business; Negotiation; Negotiation Process; Private Ownership; Finance; Compensation and Benefits; Budgets and Budgeting; Recruitment; Management Succession
  • 05 Sep 2017
  • News

Bargaining With Cancer Patients About Treatment

  • September 2010 (Revised July 2012)
  • Supplement

Recruiting Andrew Yard (B)

By: Brian J. Hall, Nicole Shae Bennett and Sara del Nido
This case describes a compensation negotiation between a global HR director and a candidate for a high-level executive position. The situation becomes awkward when the candidate feels insulted because he is given a monetary incentive to join the company more quickly... View Details
Keywords: Interpersonal Communication; Recruitment; Negotiation Offer; Performance Effectiveness; Emotions; Motivation and Incentives; Strategy
Related
  • May 2001 (Revised June 2002)
  • Case

Frasier (A)

By: Guhan Subramanian and Michelle Kalka
In 2001, NBC entered into contract negotiations with Paramount Television Group to keep the hit show "Frasier" on the network. Paramount, the studio that produced the show, threatened to move "Frasier" to CBS, Paramount's sister network, if NBC did not agree to a... View Details
Keywords: Negotiation; Television Entertainment; Media and Broadcasting Industry
Related
  • August 2007
  • Column

Pitch Your Offer—and Close the Deal

By: Deepak Malhotra and Max H. Bazerman
The article offers several strategies on how to be a good negotiator and decision maker for business developments. The strategies that are presented were an extract from the book Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the... View Details
Keywords: Decision Making; Negotiation; Negotiation Offer; Negotiation Tactics; Strategy
Related
  • December 2007 (Revised April 2008)
  • Exercise

The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)

By: James K. Sebenius
In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the US Industrial ElectroCeramics (US-IND) management... View Details
Keywords: Negotiation
Related

    Julian J. Zlatev

    Julian Zlatev is an assistant professor of business administration in the Negotiation, Organizations & Markets Unit. He teaches the second-year Negotiation course.

    Professor Zlatev’s research interests include ethics and morality, trust, impression... View Details

    • 18 Mar 2018
    • Working Paper Summaries

    Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors

    Keywords: by Jeremy Yip, Kelly Kiyeon Lee, Cindy Chan, and Alison Wood Brooks
    • August 1999 (Revised September 1999)
    • Case

    Double Dealmaking in the Browser Wars (A)

    By: James K. Sebenius
    Recounts two complex negotiations in which Netscape and Microsoft compete to win a browser contract with AOL--then later with KPMG. After reviewing the web and browser sectors, this case recounts AOL's dramatic negotiations with Netscape and with Microsoft over which... View Details
    Keywords: Negotiation Process; Negotiation Tactics; Negotiation Deal; Web; Web Services Industry
    Related