Publications

January 1994 (Revised July 1998)
Case

Repligen Corporation: January 1992

By: Josh Lerner and David Kane

Sandford Smith, CEO of Repligen, faces the breakdown of negotiations about a proposed joint venture with a large pharmaceutical firm. He must decide whether to proceed using his firm's internal resources or whether to seek to revise the proposed collaboration. If the... View Details

Keywords: Joint Ventures; Decisions; Contracts; Agreements and Arrangements; Value

July 2002 (Revised August 2003)
Case

Unilever Superannuation Fund vs. Merrill Lynch, The

By: Andre F. Perold and Joshua Musher

In 2001, the Unilever Superannuation Fund sued Merrill Lynch for damages of 130 million British pounds. Over the period 1977 to 1998, the Unilever Fund had significantly underperformed the benchmark, and its trustees contended that the poor returns resulted from... View Details

Keywords: Investment; Lawsuits and Litigation; Performance Evaluation; Agreements and Arrangements; Customer Relationship Management; Risk and Uncertainty; Asset Management; Risk Management; Legal Liability; Financial Services Industry; United Kingdom

January 2021 (Revised March 2021)
Case

Juno (A): Leveraging Student Power

By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein

In March 2020, Chris Abkarians and Nikhil Agarwal were in the midst of preparing the annual auction for their student loan assistance startup, Juno. Both current MBA students at Harvard Business School, the duo founded Juno in 2018 to leverage student bargaining power... View Details

1975
Book

Negotiating Third World Mineral Agreements: Promises as Prologue

By: David N. Smith and L. T. Wells Jr.

Keywords: Metals and Minerals; Agreements and Arrangements; Developing Countries and Economies

Web

International Students | MBA

International Students Student Loans 101 We expect that most students will take out a loan to fund their MBA, in combination with need-based Harvard Business School (HBS) Scholarships, fellowship awards, external scholarships, and... View Details

02 Jul 2015
Op-Ed

The Future of the Greek Economy

the private—sector, a way out should be easier to arrange even at the cost of bending the rules somewhat once again. But as long as European leaders look at the next local election and their own domestic... View Details

Keywords: by Laura Alfaro, Dante Roscini & George Serafeim; Banking

22 Dec 2009
First Look

First Look: Dec. 22

http://cb.hbsp.harvard.edu/cb/product/510055-PDF-ENG Stolt-Nielsen Transportation Group Lynn S. Paine and Lara AdamsonsHarvard Business School Case 310-043 Richard Wingfield considers whether to continue a cooperative View Details

Keywords: Martha Lagace

July 2018
Case

Financing Anghami's Growth

By: Ramana Nanda and Eren Kuzucu

In December 2012, less than two years into the founding of their music-streaming platform Anghami, cofounders Elie Habib and Eddy Maroun found themselves evaluating an unorthodox term sheet. Habib and Maroun needed to make a decision vis-à-vis the proposal put forth by... View Details

26 Jul 2004
Research & Ideas

A Better Way to Negotiate: Backward

then negotiated successfully with Philips and used the agreement to forge a complementary deal with Sony. With Sony and Philips onboard, Perlman was able to negotiate for VC... View Details

Keywords: by James K. Sebenius

October 2009 (Revised February 2014)
Case

The Kaesong Industrial Complex (A)

By: Dante Roscini, Eric Werker and Han-koo Yeo

Keywords: Country; Risk and Uncertainty; International Relations; Trade; Agreements and Arrangements; Policy; North Korea; South Korea

June 2020
Teaching Plan

Chief

By: Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, Amy Klopfenstein and Katherine Chen

Teaching Plan serves as a supplement to the case for “Chief: Role for Carolyn Childers” (920-019), “Chief: Role for Lindsay Kaplan” (920-020), and “Scaling at Chief” (920-021). View Details

June 2009
Teaching Note

Negotiating Equity Splits at UpDown (TN)

By: Noam T. Wasserman and Deepak Malhotra

Teaching Note for [809020]. View Details

Keywords: Equity; Agreements and Arrangements; Investment; Groups and Teams; Entrepreneurship; Contracts; Ownership Stake

January 2020 (Revised November 2020)
Case

Crisis at the 11th Hour

By: David G. Fubini, Rebecca Henderson, Sarah Gulick and Trevor Fetter

A successful lawyer describes an important decision she had to make as a young attorney about whether to disclose information in a contract. View Details

Keywords: Contracts; Agreements and Arrangements; Attorney and Client Relationships; Rank and Position; Trust; Decisions; Legal Services Industry; New York (city, NY)

29 Jul 2014
First Look

First Look: July 29

the CEO of the African Capital Alliance (ACA), a private equity firm based in Nigeria. ACA has spent more than a year arranging a $500 million consortium bid to acquire and recapitalize Union Bank, Nigeria's... View Details

Keywords: Sean Silverthorne

January 2021 (Revised March 2021)
Supplement

Juno (C): Leveraging Student Power

By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein

In May 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to hold the annual auction for their student loan assistance startup. Five lenders submitted bids, and the co-founders ultimately opted to select Eager Bank as their partner for the 2020-2021... View Details

19 Jun 2007
First Look

First Look: June 19, 2007

Points out the roles of bilateral investment treaties and regional economic agreements in making arbitration accessible to an increasing number of foreign investors. Views the various View Details

Keywords: Martha Lagace

1990
Chapter

From Cross-Border Corporate Transactions to Environmental Accords

By: James K. Sebenius

Keywords: Globalized Firms and Management; Cross-Cultural and Cross-Border Issues; Agreements and Arrangements; Environmental Sustainability

February 1995
Teaching Note

Vanity Fair Mills: Market Response System TN

By: David E. Bell

Teaching Note for (9-593-111). View Details

Keywords: Production; Performance Efficiency; Investment; Agreements and Arrangements; Supply Chain; Partners and Partnerships; Distribution Channels; Apparel and Accessories Industry