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- All HBS Web
(3,579)
- People (68)
- News (864)
- Research (1,319)
- Events (2)
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- March 2008 (Revised August 2017)
- Exercise
The Book Deal: Confidential Instructions for the AGENT
By: Deepak Malhotra and Max H. Bazerman
A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author. View Details
Keywords: Ethics; Agreements and Arrangements; Negotiation Preparation; Negotiation Tactics; Negotiation Types; Publishing Industry
Malhotra, Deepak, and Max H. Bazerman. "The Book Deal: Confidential Instructions for the AGENT." Harvard Business School Exercise 908-051, March 2008. (Revised August 2017.)
- October 2003 (Revised November 2004)
- Case
Joe Bachelder: Executive Pay Negotiator
By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
Joe Bachelder was the leading executive pay negotiator in the United States, securing generous contracts for CEOs and executives at Fortune 500 companies. The CEO of Victor Sports Co. resigned, and the board offered the job to Charles Suarez, a star executive from a... View Details
- March 1997 (Revised October 1999)
- Case
Stone Container in Honduras (A)
By: James K. Sebenius and Hannah Bowles
Chicago-based Stone Container Corp., a leading producer of cardboard containers and paper bags, proposes a large-scale pine forest management and utilization program in the La Mosquitia region of Honduras. A framework agreement with the government is strongly endorsed... View Details
Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
Sebenius, James K., and Hannah Bowles. "Stone Container in Honduras (A)." Harvard Business School Case 897-172, March 1997. (Revised October 1999.)
- March 1997
- Case
Stone Container in Honduras (C)
By: James K. Sebenius and Hannah Bowles
Supplements the (A) case. View Details
Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
Sebenius, James K., and Hannah Bowles. "Stone Container in Honduras (C)." Harvard Business School Case 897-174, March 1997.
- September 2006 (Revised January 2008)
- Case
ABRY Partners and F+W Publications
After acquiring F+W Publications from a rival private equity firm, ABRY Partners became increasingly convinced that they had been deceived by the sellers about the profitability of the company. ABRY must determine whether they were deliberately misled, what courses of... View Details
Keywords: Mergers and Acquisitions; Crime and Corruption; Ethics; Private Equity; Negotiation Deal; Negotiation Preparation
El-Hage, Nabil N., and Christopher Edward James Payton. "ABRY Partners and F+W Publications." Harvard Business School Case 207-010, September 2006. (Revised January 2008.)
- 16 Jul 2001
- Research & Ideas
How to Compete Like a Judo Strategist
frontal assaults against armies that are ten times your size. Those are suicide missions," echoes David Peterschmidt, Inktomi's CEO. Rule Three: Plan And Be Prepared To Pivot It is a common fallacy that fast-moving companies like the... View Details
Keywords: by David B. Yoffie & Mary Kwak
- February 2011 (Revised February 2018)
- Case
Greg Mazur and the Purchase of Great Eastern Premium Pet Foods
By: Richard S. Ruback and Royce Yudkoff
Greg Mazur decided to purchase a small business after graduating from the Harvard Business School. The case explores his decision about whether or not he should finalize his deal to purchase Great Eastern Premium Pet Foods, Inc. ("GEPP"). It gives students the... View Details
Keywords: Mergers and Acquisitions; Entrepreneurship; Financing and Loans; Negotiation Deal; Negotiation Preparation; Strategic Planning; Valuation
Ruback, Richard S., and Royce Yudkoff. "Greg Mazur and the Purchase of Great Eastern Premium Pet Foods." Harvard Business School Case 211-085, February 2011. (Revised February 2018.)
- 28 Oct 2013
- Research & Ideas
Book Excerpt: The Good Struggle: Responsible Leadership in an Unforgiving World
analysis is possible, commit to moving in a particular direction, carefully plan the immediate next steps, work hard to learn from execution and experiment, seize opportunities along the way, and be prepared to recalibrate an... View Details
Keywords: by Joseph L. Badaracco
- 05 Apr 2017
- Research & Ideas
For Women Especially, It Pays to Know What Car Repairs Should Cost
Women who come prepared to challenge an auto repair quote can overcome gender discrimination and negotiate a fairer price, according to recently published research. That's one conclusion from the research study Repairing the Damage: The... View Details
- 04 Mar 2009
- Op-Ed
Credit is Not the Bogey
spigots too tightly, we must be prepared to accept an economy that stagnates. Absent access to credit, we must also be prepared to watch low-wage workers slide into desperate straits. On an individual level,... View Details
- 21 Apr 2020
- Research & Ideas
7 Successful Battle Strategies to Beat COVID-19
to solve challenges for customers quickly without a supervisor's approval. This capability is one reason why an analyst on Bloomberg recently opined that Southwest might be the airline best prepared to adapt and emerge successfully from... View Details
Keywords: by Euvin Naidoo
- 05 Jun 2013
- What Do You Think?
Do We Need to Extend ‘No Surprises Management?’
"A world without surprises or bad news is utopian I often coach employees to expect the worst and prepare for it studies should focus on preparation rather than prevention." Paul McKay commented... View Details
Keywords: by James Heskett
- 09 Jan 2006
- What Do You Think?
Should More Transparency Extend to Education for Management?
other interested parties, and (3) would create subtle pressures that would raise the quality of preparation for, and involvement in, class discussion and other academic activities. The issue may be seen by some as one of a general... View Details
- 30 Nov 2011
- Research & Ideas
Only Capitalists Can Save Capitalism
preparations for Harvard Business School's centennial celebration in 2008. Bower, Leonard, and Paine felt it important to identify key issues that HBS should focus on going into its next 100 years, so they organized a series of forums on... View Details
Keywords: by Maggie Starvish
- 06 Oct 2011
- What Do You Think?
How Will the ‘Moneyball Generation’ Influence Management?
Summing Up Should "Moneyball Analytics" Play a Greater Role in Preparation for Management? There was general agreement among respondents to this month's column that we will see a growing emphasis on analytics among managers as... View Details
Keywords: by James Heskett
- 22 Jan 2018
- Sharpening Your Skills
Why You Are Unhappy at Work
everyone’s game. Christopher Stanton uses an experiment with rotating supervisors to study their influence over teams. Related Research Papers Research Paper: Seeking to Belong: How the Words of Internal and External Beneficiaries Influence Performance Research Paper:... View Details
Keywords: by Sean Silverthorne
- 22 Apr 2020
- Research Event
How Investors Are Sizing Up Climate Change’s Risks—and Opportunities
Until a few years ago, climate change’s potential impact seemed abstract for many investors. Now, as sea levels rise, hurricanes intensify, and droughts threaten food supplies, many investors are confronting its financial realities. But it’s not a simple calculation.... View Details
- 14 Apr 2021
- Research & Ideas
The High Cost of the Slow COVID Vaccine Rollout
doses to other countries.” Preparing for the next pandemic Kominers believes the lessons learned from the COVID-19 pandemic will leave countries better prepared in the future—“so we build the capacity to... View Details
- 26 Mar 2008
- Sharpening Your Skills
Sharpening Your Skills: Disaster!
must be prepared to act when the stakes are much greater than expected. What Signals Should Leaders Send During A Crisis? High-Stakes Decision Making: The Lessons of Mount Everest On May 10, 1996, five mountaineers from two teams perished... View Details
- March 1997
- Case
Stone Container in Honduras (B)
By: Hannah Bowles and James K. Sebenius
Supplements the (A) case. View Details
Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
Bowles, Hannah, and James K. Sebenius. "Stone Container in Honduras (B)." Harvard Business School Case 897-173, March 1997.