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      • January 2001 (Revised May 2001)
      • Case

      Return Logic, Inc. (B)

      By: Richard G. Hamermesh and Michele Lutz
      Highlights how multiple rounds of financing work in practice and illustrates how terms agreed to in early-stage financing deals have an impact in later financing rounds. Also illustrates ethical issues that entrepreneurs confront as they build "dot-com" ventures. View Details
      Keywords: Venture Capital; Investment Funds; Private Equity; Internet and the Web; Negotiation Deal; Entrepreneurship; Ethics
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      Hamermesh, Richard G., and Michele Lutz. "Return Logic, Inc. (B)." Harvard Business School Case 801-168, January 2001. (Revised May 2001.)
      • January 2001 (Revised April 2001)
      • Case

      Lawyers & Leases

      By: Richard G. Hamermesh and Michele Lutz
      Profiles Rajath Chaundry, an aspiring entrepreneur, as he attempts to secure office space for his growing team, select a lawyer, and continue to build his fledgling enterprise, eLearning.com. Designed to be used in an entrepreneurial management or small business course... View Details
      Keywords: Entrepreneurship; Business or Company Management; Business Ventures; Corporate Entrepreneurship; Intellectual Property; Management Succession; Leasing; Negotiation; Education Industry; Legal Services Industry
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      Hamermesh, Richard G., and Michele Lutz. "Lawyers & Leases." Harvard Business School Case 801-166, January 2001. (Revised April 2001.)
      • January 2001 (Revised April 2001)
      • Teaching Note

      Lawyers & Leases TN

      By: Richard G. Hamermesh and Michele Lutz
      Teaching Note for (9-801-166). View Details
      Keywords: Contracts; Negotiation; Entrepreneurship; Internet and the Web; Education; Education Industry
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      Hamermesh, Richard G., and Michele Lutz. "Lawyers & Leases TN." Harvard Business School Teaching Note 801-353, January 2001. (Revised April 2001.)
      • December 2000
      • Case

      Stock Options at Virtua.Net

      By: Brian J. Hall, Noam T. Wasserman and Carleen Madigan
      Describes issues facing three young founders of a high-tech start-up in Silicon Valley, including hiring an experienced CEO and negotiating with a potential VC investor. Focuses on the incentive and compensation aspects of negotiating with job candidates (e.g., what... View Details
      Keywords: Venture Capital; Stock Options; Executive Compensation; Employee Stock Ownership Plan; Negotiation
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      Hall, Brian J., Noam T. Wasserman, and Carleen Madigan. "Stock Options at Virtua.Net." Harvard Business School Case 801-324, December 2000.
      • December 2000
      • Background Note

      Intellectual Asset Valuation

      By: Lynda M. Applegate and Gavin Clarkson
      Discusses the shortcomings of the current "rules of thumb" for intellectual asset valuation in the context of intellectual property licensing transactions. As an alternative to the present scheme, this note proposes quantitative methods for such valuations in order to... View Details
      Keywords: Valuation; Intellectual Property
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      Applegate, Lynda M., and Gavin Clarkson. "Intellectual Asset Valuation." Harvard Business School Background Note 801-192, December 2000.
      • 2000
      • Chapter

      The Death and Rebirth of the Social Psychology of Negotiations

      By: M. H. Bazerman, J. Curhan and D. Moore
      Keywords: Negotiation; Social Psychology
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      Bazerman, M. H., J. Curhan, and D. Moore. "The Death and Rebirth of the Social Psychology of Negotiations." In Blackwell Handbook of Social Psychology: Interpersonal Processes, edited by G. Fletcher and M. Clark. Malden, MA: Blackwell Publishers, 2000.
      • November 2000 (Revised October 2019)
      • Teaching Note

      Riggs-Vericomp Negotiation (A) and (B)

      By: Michael Wheeler
      Teaching Note for (9-801-096) and (9-801-097). View Details
      Keywords: Negotiation
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      Wheeler, Michael. "Riggs-Vericomp Negotiation (A) and (B)." Harvard Business School Teaching Note 801-259, November 2000. (Revised October 2019.)
      • November 2000
      • Exercise

      Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis

      By: Michael A. Wheeler
      This two-party exercise illustrates bidding strategy in the context of settling a large insurance claim. Specifically, the claimant (Biovent) and the insurer (Atlantis) are asked to submit confidential offers to a dispute resolution Web site that will determine whether... View Details
      Keywords: Insurance; Bids and Bidding; Digital Platforms; Negotiation Process; Conflict and Resolution; Strategy; Internet and the Web
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      Wheeler, Michael A. "Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis." Harvard Business School Exercise 801-262, November 2000.
      • November 2000
      • Exercise

      Atlantis-Biovent Negotiation: Confidential Instructions for Biovent

      By: Michael A. Wheeler
      This two-party exercise illustrates bidding strategy in the context of settling a large insurance claim. Specifically, the claimant (Biovent) and the insurer (Atlantis) are asked to submit confidential offers to a dispute resolution website that will determine whether... View Details
      Keywords: Insurance; Bids and Bidding; Emerging Markets; Agreements and Arrangements; Conflict of Interests; Strategy; Web Sites
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      Wheeler, Michael A. "Atlantis-Biovent Negotiation: Confidential Instructions for Biovent." Harvard Business School Exercise 801-263, November 2000.
      • October 2000 (Revised December 2008)
      • Case

      Doyle's Dealmaking Dilemma (A): Negotiating the Job Search

      By: James K. Sebenius
      MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. A rewritten version of an earlier case. View Details
      Keywords: Compensation and Benefits; Job Search; Negotiation Process; Personal Development and Career
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      Sebenius, James K. "Doyle's Dealmaking Dilemma (A): Negotiating the Job Search." Harvard Business School Case 801-229, October 2000. (Revised December 2008.)
      • October 2000 (Revised September 2002)
      • Case

      Doyle's Dealmaking Dilemma (B): Final Negotiations

      By: James K. Sebenius
      Supplements the (A) case. View Details
      Keywords: Negotiation Style; Compensation and Benefits; Job Search; Private Equity; Competency and Skills
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      Sebenius, James K. "Doyle's Dealmaking Dilemma (B): Final Negotiations." Harvard Business School Case 801-230, October 2000. (Revised September 2002.)
      • September 2000 (Revised May 2003)
      • Case

      Radio One, Inc.

      By: Richard S. Ruback and Pauline M Fischer
      Radio One (NYSE: ROIA and RIOAK), the largest radio group targeting African-Americans in the country, had the opportunity to acquire 12 urban stations in the top 50 markets from Clear Channel Communications, Inc. (NYSE: CCU) in the winter of 2000. The stations were... View Details
      Keywords: Negotiation; Valuation; Race; Mergers and Acquisitions; Financial Strategy; Media and Broadcasting Industry; Indiana; United States; North Carolina
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      Ruback, Richard S., and Pauline M Fischer. "Radio One, Inc." Harvard Business School Case 201-025, September 2000. (Revised May 2003.)
      • 2000
      • Other Unpublished Work

      Dealmaking Essentials: Creating and Claiming Value for the Long Term

      By: James K. Sebenius
      Keywords: Negotiation Deal; Value Creation
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      Sebenius, James K. "Dealmaking Essentials: Creating and Claiming Value for the Long Term." HBS Dealmaking Course Note, September 2000.
      • 2000
      • Book

      The Evolving Bargain: Strategic Implications of Deregulation and Privatization

      By: Willis Emmons
      Keywords: Negotiation; Strategy; Governing Rules, Regulations, and Reforms; Privatization
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      Emmons, Willis. The Evolving Bargain: Strategic Implications of Deregulation and Privatization. Boston: Harvard Business School Press, 2000.
      • August 2000 (Revised December 2014)
      • Background Note

      Negotiation Analysis: An Introduction

      By: Michael A. Wheeler
      Provides an overview of the seven elements of negotiation analysis. These elements include BATNAs (nonagreement walk-aways), parties, interests, value-creation, barriers to agreements, power, and ethics. Illustrations are drawn from a range of contexts (from buying a... View Details
      Keywords: Framework; Negotiation Tactics; Negotiation Preparation
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      Wheeler, Michael A. "Negotiation Analysis: An Introduction." Harvard Business School Background Note 801-156, August 2000. (Revised December 2014.)
      • August 2000 (Revised February 2001)
      • Case

      Plum Creek Timber (A)

      By: Max H. Bazerman, Hannah Bowles, Dov Brachfeld and Jack Troast
      Plum Creek Timber Co., the nation's sixth largest private timberland owner and forest products company, must decide whether to enter negotiations with the U.S. government to establish a Habitat Conservation Plan (HCP) on its Pacific Northwest properties for a... View Details
      Keywords: Conflict of Interests; Negotiation Process; Negotiation Participants; Environmental Sustainability; Business and Government Relations; Forest Products Industry; United States
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      Bazerman, Max H., Hannah Bowles, Dov Brachfeld, and Jack Troast. "Plum Creek Timber (A)." Harvard Business School Case 801-131, August 2000. (Revised February 2001.)
      • 2000
      • Working Paper

      It Takes Two: Improvisations in Negotiations

      By: Kathleen L. McGinn and Angela Keros
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      McGinn, Kathleen L., and Angela Keros. "It Takes Two: Improvisations in Negotiations." Harvard Business School Working Paper, No. 01-008, August 2000.
      • August 2000
      • Article

      Should We Create a Niche or Fall in Line? Identity Negotiation and Small Group Effectiveness

      By: W. Swann, L. Milton and J. Polzer
      Keywords: Identity; Negotiation; Groups and Teams
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      Swann, W., L. Milton, and J. Polzer. "Should We Create a Niche or Fall in Line? Identity Negotiation and Small Group Effectiveness." Journal of Personality and Social Psychology 79, no. 2 (August 2000): 238–250.
      • July 2000 (Revised October 2019)
      • Exercise

      Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING (Seller)

      By: Michael Wheeler
      The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis... View Details
      Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry
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      Wheeler, Michael. "Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING (Seller)." Harvard Business School Exercise 801-096, July 2000. (Revised October 2019.)
      • July 2000 (Revised October 2019)
      • Exercise

      Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)

      By: Michael Wheeler
      The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis... View Details
      Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry
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      Wheeler, Michael. "Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)." Harvard Business School Exercise 801-097, July 2000. (Revised October 2019.)
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