Publications

Teaching Note for (9-897-057), (9-897-058), (9-897-059), and (9-897-060). View Details

January 1997
Exercise

Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division

This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Jack Morris as he attempts to negotiate a new uniform corporate information... View Details

Keywords: Business Units; Transformation; Food; Information Management; Negotiation Deal; System

December 1994
Case

Four-Way Organization: One Round

One round of negotiation exercise to explore the dynamics of coalition formation. View Details

Keywords: Negotiation; Alliances

1996
Chapter

Sequencing to Build Coalitions: With Whom I Should I Talk First?

Keywords: Negotiation; Alliances; Decision Choices and Conditions

April 2006
Article

Negotiation Design for Large, Multistakeholder Projects

Keywords: Negotiation; Design; Projects

February 2006
Article

Do a 3-D Audit of Barriers to Agreement

Keywords: Agreements and Arrangements

January 1992
Article

Negotiation Analysis: A Characterization and Review

Keywords: Negotiation

July 2004
Article

When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal

Keywords: Contracts

1984
Book

Negotiating the Law of the Sea: Lessons in the Art and Science of Reaching Agreement

Keywords: Law; Agreements and Arrangements

April 2002
Article

Caveats for Cross-Border Negotiators

Keywords: Negotiation; Global Range

1995
Chapter

Overcoming Obstacles to a Successful Climate Convention

Keywords: Negotiation; Conflict and Resolution; Climate Change; International Relations

February 2018
Supplement

Qualtrics (C)

By: Doug J. Chung and James M. Lattin

Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales... View Details

Keywords: Inside Sales Model; Sales; Strategy; Growth and Development Strategy; Organizational Change and Adaptation

April 2008 (Revised September 2008)
Case

Shareholder Activists at Friendly Ice Cream (A)

By: Fabrizio Ferri, V.G. Narayanan and James Weber

Two activist investors, one a founder and one a hedge-fund manager, seek to improve board oversight at a chain restaurant company. Prestley Blake founded Friendly Ice Cream in 1935 with his brother, and the two created a chain of full-service restaurants. In 1979 they... View Details

Keywords: Investment Activism; Governing and Advisory Boards; Lawsuits and Litigation; Business or Company Management; Business and Shareholder Relations; Conflict of Interests; Food and Beverage Industry; United States

Educators

September 2008 (Revised October 2008)
Supplement

Shareholder Activists at Friendly Ice Cream (A2)

By: V.G. Narayanan, Fabrizio Ferri and James Weber

The A1 and A2 versions of the “Shareholder Activists at Friendly Ice Cream (A)” split the original A case into two parts. The A1 case ends as activists Sardar Biglari and Phil Cooley prepare to meet with CEO Don Smith at Friendly's headquarters in September 2006. The... View Details

Keywords: Investment Activism; Business and Shareholder Relations; Governing and Advisory Boards; Conflict and Resolution; Lawsuits and Litigation; Business or Company Management; Food and Beverage Industry; United States

2021
Book

Global Goliaths: Multinational Corporations in the 21st Century Economy

By: C. Fritz Foley, James R. Hines Jr. and David Wessel

Globalization and multinational corporations have long seemed partners in the enterprise of economic growth: globalization-led prosperity was the goal, and giant corporations spanning the globe would help achieve it. In recent years, however, the notion that all... View Details

Keywords: Multinational Firms and Management; Globalization; Economy; Economic Growth; Equality and Inequality; Employment; Policy

20 Nov 2012
First Look

First Look: November 20

PublicationsThe Unbundling of Advertising Agency Services: An Economic Analysis Authors:Mohammad Arzaghi, Ernst R. Berndt, James C. Davis, and Alvin J. Silk Publication:Review of Marketing Science (forthcoming) Abstract We address a... View Details

Keywords: Sean Silverthorne

Summer 2008
Editorial

Will the Stork Return to Europe and Japan? Understanding Fertility within Developed Nations

By: James Feyrer, Bruce Sacerdote and Ariel Dora Stern

Only a few rich nations are currently at replacement levels of fertility and many are considerably below. We believe that changes in the status of women are driving fertility change. At low levels of female status, women specialize in household production and... View Details

Keywords: Income; Household; Gender; Japan; Italy; United States; Sweden; Spain

Read Now

2021
Article

ThreeDWorld: A Platform for Interactive Multi-Modal Physical Simulation

By: Chuang Gan, Jeremy Schwartz, Seth Alter, Damian Mrowca, Martin Schrimpf, James Traer, Julian De Freitas, Jonas Kubilius, Abhishek Bhandwaldar, Nick Haber, Megumi Sano, Kuno Kim, Elias Wang, Michael Lingelbach, Aidan Curtis, Kevin Feigelis, Daniel M. Bear, Dan Gutfreund, David Cox, Antonio Torralba, James J. DiCarlo, Joshua B. Tenenbaum, Josh H. McDermott and Daniel L.K. Yamins

We introduce ThreeDWorld (TDW), a platform for interactive multi-modal physical simulation. TDW enables simulation of high-fidelity sensory data and physical interactions between mobile agents and objects in rich 3D environments. Unique properties include: real-time... View Details

Keywords: Artificial Intelligence; Platform; Interactive Physical Simulation; Virtual Environment; Multi-modal; AI and Machine Learning