Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
  • Research
    • Research
    • Publications
    • Global Research Centers
    • Case Development
    • Initiatives & Projects
    • Research Services
    • Seminars & Conferences
    →
  • Publications→

Publications

Publications

Filter Results: (3,201) Arrow Down
Filter Results: (3,201) Arrow Down Arrow Up

Show Results For

  • All HBS Web  (3,201)
    • People  (4)
    • News  (639)
    • Research  (2,152)
    • Events  (5)
    • Multimedia  (58)
  • Faculty Publications  (1,756)

Show Results For

  • All HBS Web  (3,201)
    • People  (4)
    • News  (639)
    • Research  (2,152)
    • Events  (5)
    • Multimedia  (58)
  • Faculty Publications  (1,756)
← Page 48 of 3,201 Results →
  • October 1995 (Revised November 1997)
  • Case

Apex Investment Partners (A): April 1995

By: Josh Lerner
The partners of Apex Investment Partners are seeking to provide financing for Accessine Technologies, a small firm specializing in providing "One Person, One Number" telecommunication services. The negotiation of the terms-and-conditions of the deal, as well as its... View Details
Keywords: Negotiation Process; Negotiation Offer; Negotiation Participants; Problems and Challenges; Financing and Loans; Communication Technology; Financial Services Industry; Telecommunications Industry
Citation
Educators
Purchase
Related
Lerner, Josh. "Apex Investment Partners (A): April 1995." Harvard Business School Case 296-028, October 1995. (Revised November 1997.)
  • 08 Feb 2008
  • Working Paper Summaries

Psychological Influence in Negotiation: An Introduction Long Overdue

Keywords: by Deepak Malhotra & Max H. Bazerman
  • January 2021 (Revised February 2021)
  • Case

Carnival Corporation: Cruising Through COVID-19

By: Stuart C. Gilson and Sarah Abbott
In March 2020, in response to the global pandemic, the cruise industry ceased operations. Carnival was the largest cruise line operator in the world, and CEO Arnold Donald and his management team worked to position the company to survive. They slashed operating... View Details
Keywords: Debt Issuance; Equity Issuances; Convertible Debt; Cruise Lines; Restructuring; Capital; Crisis Management; Cash Flow; Health Pandemics; Borrowing and Debt; Travel Industry; United States
Citation
Educators
Purchase
Related
Gilson, Stuart C., and Sarah Abbott. "Carnival Corporation: Cruising Through COVID-19." Harvard Business School Case 221-028, January 2021. (Revised February 2021.)
  • October 2006 (Revised September 2014)
  • Case

Summit Partners - The FleetCor Investment (A)

By: Michael J. Roberts
Part of a 3-case series in which students get to see the unfolding of due diligence on private equity (buy out) deal. In this, the A case, the deal team has negotiated a letter of intent with FleetCor, a firm that operates a fuel payment network for vehicle fleets.... View Details
Keywords: Negotiation Preparation; Private Equity; Leveraged Buyouts; Investment; Negotiation Offer; Service Industry
Citation
Educators
Purchase
Related
Roberts, Michael J. "Summit Partners - The FleetCor Investment (A)." Harvard Business School Case 807-033, October 2006. (Revised September 2014.)
  • May 2001 (Revised March 2008)
  • Case

"To hell with the future, let's get on with the past." George Mitchell in North Ireland

By: James K. Sebenius and Daniel F. Curran
Examines the strategies and tactics used by U.S. negotiator George Mitchell during his two-year tenure as chairman of the all-party talks in Northern Ireland. His efforts culminated in the signing of the historic Good Friday Accords. View Details
Keywords: Policy; International Relations; Managerial Roles; Negotiation Tactics; Strategy; Northern Ireland
Citation
Educators
Purchase
Related
Sebenius, James K., and Daniel F. Curran. "To hell with the future, let's get on with the past." George Mitchell in North Ireland. Harvard Business School Case 801-393, May 2001. (Revised March 2008.)
  • July 1990
  • Background Note

Note on Acquiring Bank Credit

By: Amar Bhide and Howard H. Stevenson
Outlines the issues and alternatives faced by start-up businesses in attracting bank credit. The topics covered are how to lay the groundwork for establishing a banking relationship, selecting a bank, preparing an application, and negotiating a loan. View Details
Keywords: Business Startups; Credit; Financing and Loans; Management; Negotiation; Relationships
Citation
Educators
Purchase
Related
Bhide, Amar, and Howard H. Stevenson. "Note on Acquiring Bank Credit." Harvard Business School Background Note 391-010, July 1990.

    Edward H. Chang

    Edward Chang (he/him/his) is an Assistant Professor of Business Administration in the Negotiation, Organizations & Markets Unit at Harvard Business School. He teaches Inclusion in the MBA required curriculum and Negotiations in the MBA elective curriculum.
    View Details
    • 09 Sep 2009
    • First Look

    First Look: September 9

    Without Conditions: The Case for Negotiating with the Enemy Author:Deepak Malhotra Publication:Foreign Affairs 88, no. 5 (September/October 2009): 84-90 No abstract is available at this time. Introduction:... View Details
    Keywords: Martha Lagace
    • December 1989 (Revised June 2003)
    • Case

    Bayside

    By: William J. Poorvu and Richard Ellis Crum
    Explores the issues associated with leasing office space in a softening market from the perspective of a young leasing agent. Addresses market and lease analysis, negotiating tactics and strategy, and management of a financial partnership. View Details
    Keywords: Management; Partners and Partnerships; Negotiation Tactics; Markets; Business Strategy; Leasing; Corporate Finance; Real Estate Industry
    Citation
    Educators
    Purchase
    Related
    Poorvu, William J., and Richard Ellis Crum. "Bayside." Harvard Business School Case 390-113, December 1989. (Revised June 2003.)
    • March 1994
    • Article

    Expropriation and Inventions: Appropriable Rents in the Absence of Property Rights

    By: J. Anton and Dennis Yao
    We analyze the problem faced by a financially weak independent inventor when selling a valuable, but easily imitated, invention for which no property rights exist. The inventor can protect his or her intellectual property by negotiating a contingent contract (with a... View Details
    Keywords: Innovation and Invention; Intellectual Property; Rights; Sales; Contracts; Negotiation
    Citation
    Find at Harvard
    Read Now
    Related
    Anton, J., and Dennis Yao. "Expropriation and Inventions: Appropriable Rents in the Absence of Property Rights." American Economic Review 84, no. 1 (March 1994): 190–209. (reprinted in Z. Acs, ed., The Knowledge Spillover Theory of Entrepreneurship, Elgar, 2010). Harvard users click here for full text.)
    • November 2021
    • Case

    Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)

    By: James K. Sebenius and Alex Green
    Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant... View Details
    Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Entrepreneurship; Conflict and Resolution; Problems and Challenges; Negotiation Tactics; Financial Services Industry
    Citation
    Educators
    Related
    Sebenius, James K., and Alex Green. "Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)." Harvard Business School Case 922-007, November 2021.
    • 30 Jul 2014
    • News

    Teaching The Deal

    • July 2016
    • Teaching Note

    Launching Yelp Reservations

    By: Michael Luca, Kevin Mohan and Patrick Rooney
    This teaching note accompanies "Launching Yelp Reservations (A) and (B)," which present a multi-party negotiation among Yelp, current partner OpenTable, and two startups in the online restaurant reservation industry. View Details
    Keywords: Information Technology; Negotiation; Business Startups; Acquisition; Technology Industry; United States
    Citation
    Purchase
    Related
    Luca, Michael, Kevin Mohan, and Patrick Rooney. "Launching Yelp Reservations." Harvard Business School Teaching Note 917-005, July 2016.
    • 08 Aug 2011
    • News

    Tackle your to-do list in record time

    • 20 May 2008
    • First Look

    First Look: May 20, 2008

      Working PapersGender in Job Negotiations: A Two-Level Game Authors:Hannah Riley Bowles and Kathleen L. McGinn Abstract We propose a two-level-game (Putnam, 1988) perspective on gender in job negotiations. At Level 1, candidates View Details
    Keywords: Martha Lagace
    • November 1996 (Revised July 1997)
    • Case

    Alexander Plaza

    By: Arthur I Segel and William J. Poorvu
    In May 1996, Henry Bower, an asset manager for a real estate adviser, Medcem, has to negotiate the details of a lease after signing a letter of intent with a high technology company, Defentek, Inc. Defentek, Inc. is a fast-growing company with limited net worth that is... View Details
    Keywords: Negotiation Tactics; Negotiation Preparation; Agreements and Arrangements; Risk and Uncertainty; Real Estate Industry; Financial Services Industry; District of Columbia
    Citation
    Educators
    Purchase
    Related
    Segel, Arthur I., and William J. Poorvu. "Alexander Plaza." Harvard Business School Case 897-066, November 1996. (Revised July 1997.)
    • October 2008 (Revised September 2011)
    • Supplement

    PepsiCo's Bid for Quaker Oats (B)

    By: Carliss Y. Baldwin and Leonid Soudakov
    Second in a series on PepsiCo's bid for Quaker Oats. Describes the negotiations between PepsiCo and Quaker including due-diligence process, first bid, and counteroffer. Quaker's counteroffer included a collar on equity consideration, and thus the case offers an... View Details
    Keywords: Mergers and Acquisitions; Equity; Bids and Bidding; Negotiation Offer; Negotiation Preparation; Valuation; Food and Beverage Industry
    Citation
    Purchase
    Related
    Baldwin, Carliss Y., and Leonid Soudakov. "PepsiCo's Bid for Quaker Oats (B)." Harvard Business School Supplement 209-078, October 2008. (Revised September 2011.)

      Thomas W. Graeber

      Thomas Graeber is an Assistant Professor of Business Administration in the Negotiation, Organizations & Markets Unit at Harvard Business School. He teaches Negotiations in the MBA elective curriculum.

      As an empirical behavioral and experimental... View Details

      • 13 Dec 2004
      • Research & Ideas

      Sharing News That Might Be Bad

      what you do, but how you do it. Take Cues From Negotiation Strategy With negative or ambiguous information, "the interests at stake are not necessarily an attempt to persuade or influence," says Danny Ertel, also a partner at... View Details
      Keywords: by Paul Michelman
      • November 2002 (Revised June 2003)
      • Case

      Merchant Card Services, Inc. (A)

      By: Constance E. Bagley and David Lane
      Explores the interaction between a venture capital firm that negotiates a good deal for itself and the portfolio company that seeks to extricate itself from its obligations. Exemplifies the potential conflicts between the fiduciary duty of board members and the... View Details
      Keywords: Negotiation Deal; Legal Liability; Conflict and Resolution; Financial Services Industry
      Citation
      Find at Harvard
      Related
      Bagley, Constance E., and David Lane. "Merchant Card Services, Inc. (A)." Harvard Business School Case 803-042, November 2002. (Revised June 2003.)
      • ←
      • 48
      • 49
      • …
      • 160
      • 161
      • →
      ǁ
      Campus Map
      Harvard Business School
      Soldiers Field
      Boston, MA 02163
      →Map & Directions
      →More Contact Information
      • Make a Gift
      • Site Map
      • Jobs
      • Harvard University
      • Trademarks
      • Policies
      • Accessibility
      • Digital Accessibility
      Copyright © President & Fellows of Harvard College.