Publications

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

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

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

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

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.
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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

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

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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

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

08 Aug 2011
News

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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

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

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