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← Page 48 of 3,201 Results →
  • 30 Jul 2014
  • News

Teaching The Deal

  • 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
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Lerner, Josh. "Apex Investment Partners (A): April 1995." Harvard Business School Case 296-028, October 1995. (Revised November 1997.)
  • 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
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Luca, Michael, Kevin Mohan, and Patrick Rooney. "Launching Yelp Reservations." Harvard Business School Teaching Note 917-005, July 2016.
  • 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
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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.)
  • 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
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Gilson, Stuart C., and Sarah Abbott. "Carnival Corporation: Cruising Through COVID-19." Harvard Business School Case 221-028, January 2021. (Revised February 2021.)
  • October 1997 (Revised September 2000)
  • Case

Disney (A): From Disneyland to Disney World—Learning the Art of Land Assembly

By: Michael A. Wheeler and Georgia Levenson
Walt Disney is contemplating sites for a new theme park, building on the success of Disneyland in Anaheim. The focus is on Disney's strategy for land negotiation and acquisition, which is informed by his experience with the Anaheim park. View Details
Keywords: Negotiation Types; Negotiation Tactics; Acquisition; Tourism Industry; Entertainment and Recreation Industry; California
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Wheeler, Michael A., and Georgia Levenson. "Disney (A): From Disneyland to Disney World—Learning the Art of Land Assembly." Harvard Business School Case 898-018, October 1997. (Revised September 2000.)
  • 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
  • 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
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Roberts, Michael J. "Summit Partners - The FleetCor Investment (A)." Harvard Business School Case 807-033, October 2006. (Revised September 2014.)
  • 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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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.)
  • 08 Aug 2011
  • News

Tackle your to-do list in record time

  • 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
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Bhide, Amar, and Howard H. Stevenson. "Note on Acquiring Bank Credit." Harvard Business School Background Note 391-010, July 1990.
  • 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
  • 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
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Poorvu, William J., and Richard Ellis Crum. "Bayside." Harvard Business School Case 390-113, December 1989. (Revised June 2003.)
  • 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
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Baldwin, Carliss Y., and Leonid Soudakov. "PepsiCo's Bid for Quaker Oats (B)." Harvard Business School Supplement 209-078, October 2008. (Revised September 2011.)
  • 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
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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.

    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

    • June 1995 (Revised April 1996)
    • Case

    Welsh Water (F): Postscript

    This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of... View Details
    Keywords: Negotiation; Privatization; Labor Unions; Utilities Industry; Wales
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    Robinson, Robert J. "Welsh Water (F): Postscript." Harvard Business School Case 895-045, June 1995. (Revised April 1996.)
    • 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
    • 17 Apr 2024
    • Video

    Career Journeys | Katie Kochert

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