Publications
Publications
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- All HBS Web
(3,417)
- Faculty Publications (1,275)
- 1999
- Working Paper
The Negotiation Matching Process: Relationships and Partner Selection
By: Ann E. Tenbrunsel, Kimberly A. Wade-Benzoni, Joseph Moag and Max Bazerman
- April 1999 (Revised March 2002)
- Case
Gerald Weiss
By: Brian J. Hall and Carleen Madigan
Gerald Weiss left Wall Street for the promise of a CFO position at a well-established corporation. He was given a 10-year options package with a guaranteed floor of $12 million and unlimited upside. To ensure the entire package would be worth at least $12 million after... View Details
- April 1999
- Case
Steve Perlman and WebTV (A)
By: James K. Sebenius and Ron Fortgang
The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
- April 1999
- Case
Steve Perlman and WebTV (B)
By: James K. Sebenius and Ron Fortgang
The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
- 1999
- Working Paper
Negotiation
By: Max Bazerman, Jared R. Curhan, Don A. Moore and Kathleen L. McGinn
- March 1999
- Teaching Note
Negotiating Corporate Change Series TN
Teaching Note for (9-897-057), (9-897-058), (9-897-059), and (9-897-060). View Details
- March 1999 (Revised November 2001)
- Case
Honda-Rover (A): Crafting an Alliance
By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Faced with vexing financial challenges in 1993, British Aerospace (BAe) is determined to shed its loss-making automaker, Rover. It offers to sell its stake in Rover to Honda, Rover's partner since 1979, but Honda is reluctant to raise its stake in Rover. Meanwhile, BMW... View Details
- March 1999 (Revised November 2001)
- Case
Honda-Rover (B): Honda Draws the Line
By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Supplements the (A) case. View Details
- March 1999 (Revised November 2001)
- Case
Honda-Rover (C): "The Sting"
By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Supplements the (A) case. View Details
- March 1999 (Revised November 2001)
- Case
Honda-Rover (D): The Changing Tide of the BMW-Rover Alliance
By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Supplements the (A) case. View Details
- 1999
- Working Paper
The Death and Rebirth of the Social Psychology of Negotiation
By: Max Bazerman, Jared R. Curhan and Don A. Moore
- February 1999 (Revised November 2009)
- Case
Michael Brown: Negotiating Slots at Foxwoods (A)
The issues of the impending negotiation between the CEO of Foxwoods and the governor of Connecticut over lifting the ban on slot machines at Foxwoods are presented. Reviews the gaming business in the United States, the special history of Indian gaming, the Pequot... View Details
- February 1999 (Revised August 1999)
- Case
Michael Brown: Negotiating Slots at Foxwoods (B)
The approach taken by Michael Brown and Governor Lowell Weicker and the means by which the agreement's sustainability was enhanced in the face of attacks by other gaming operators are detailed. View Details
- January 1999 (Revised August 1999)
- Background Note
Doing Business in Russia: Note on Negotiating in the "Wild East"
By: James K. Sebenius and Randall A Fine
Based on an MBA's experience, this anecdotal note explores cross-border negotiations between U.S. executives and Russian counterparts. The first section guides the reader through general aspects of the Russian market. Next follows a characterization of the Russian... View Details
- 1999
- Chapter
Escalation and Negotiation: Two Central Themes in the Work of Jeffrey Z. Rubin
By: K. A. Diekmann, A. E. Tenbrunsel and M. H. Bazerman
Keywords: Negotiation
- 1999
- Chapter
The Effects of Agents and Mediators on Negotiation Behavior
By: M. H. Bazerman, M. A. Neale, K. L. Valley, Y. M. Kim and E. J. Zajac
- December 1998 (Revised March 1999)
- Case
Guangdong Nowada Group, The
By: Ray A. Goldberg, Carin-Isabel Knoop and Anthony St. George
In late 1998, 38-year-old He Boquan, CEO of the Guangdong Nowada Group, a health beverage producer, needs to decide how to fund his company's growth and ambition to become China's number one domestic health beverage producer by 2002. A consultants study revealed that... View Details
- September 1998
- Case
Cooperating to Compete: EGS of Turkey
By: Pankaj Ghemawat and C. Fritz Foley
In the early 1980s, Turkey adopted policies that liberalized trade as a part of a structural adjustment program. Within the garment industry, small- and medium-scale enterprises were not well positioned to take advantage of the new opportunities to compete in... View Details
- August 1998
- Case
Record Masters
By: William A. Sahlman, Michael J. Roberts and Laurence E. Katz
Kent Dauten, a former general partner at the Chicago private equity firm of Madison Dearborn Partners, has engaged in a search to personally sponsor a buyout in which he can play an active management role. He has received a selling memorandum for Record Masters, a... View Details
- July 1998 (Revised April 2002)
- Case
Tobacco Negotiations
By: Michael A. Wheeler and Georgia Levenson
Chronicles the negotiation of the proposed national settlement between the states and the five major U.S. tobacco companies. View Details