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  • 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
Related
  • 12 Jun 2019
  • Research & Ideas

Investors Have More Than Money to Offer Entrepreneurs

Beyond the basics: It’s never too soon to get “budget religion,” especially if you have a capital-intensive business where you need to figure out working capital, financing with manufacturing, etc. Ask for guidance on how best to manage your funds and how to track,... View Details
Keywords: by Julia Austin
  • 14 Jun 2016
  • First Look

June 14, 2016

between an overcrowded competitive landscape in Dubai and challenging conditions abroad, Alabbar wondered how he could maintain his company's growth while staying prepared for any upcoming financial downturn. Purchase this case:... View Details
Keywords: Sean Silverthorne
  • 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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  • 01 Nov 2016
  • First Look

First Look - November 1, 2016

development at Godrej & Boyce Mfg. Co. Ltd.—one of the companies owned by Godrej Group, a large Indian conglomerate—was preparing to launch an innovative low-cost refrigerator. Developed expressly for the approximately 80% of Indians... View Details
Keywords: Sean Silverthorne
  • 29 Mar 2016
  • First Look

March 29, 2016

2016 Boston: Cengage Learning Management: An Integrated Approach By: Gulati, Ranjay, Anthony Mayo, and Nitin Nohria Abstract—The goal of Management: An Integrated Approach, 2nd ed., is to prepare students for leadership positions in 21st... View Details
Keywords: Sean Silverthorne
  • 08 Apr 2014
  • First Look

First Look: April 8

candidates: Don't underestimate the importance of likability. Help prospective employers understand why you deserve what you're requesting. Make it clear that they can get you. Understand the person across the table from you. Understand his or her constraints. Be View Details
Keywords: Sean Silverthorne
  • 18 Aug 2011
  • Lessons from the Classroom

Business Plan Contest: 15 Years of Building Better Entrepreneurs

nonprofit that recruits and prepares promising candidates to become school principals, NLNS helps place its trainees in urban public schools and provides them with ongoing support once they become principals. “ I've seen more and more... View Details
Keywords: by Julia Hanna; Education
  • 09 Feb 2009
  • Research & Ideas

Uncompromising Leadership in Tough Times

years building an open team based culture, one in which they had made themselves accessible, so employees believed them. When they were prepared to announce their restructuring to the financial community, executive committee members were... View Details
Keywords: by Martha Lagace
  • 28 Aug 2007
  • First Look

First Look: August 28, 2007

Trachtman had learned how to manage founders who had strong relationships, but those experiences had not prepared him for the current situation. Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=807173... View Details
Keywords: Martha Lagace
  • 28 Oct 2014
  • First Look

First Look: October 28

for its ad campaigns through Agency Machine, its proprietary online platform. CEO John Winsor wanted to change the way that advertising was done, a difficult task in an industry entrenched in traditional models. The case follows Winsor as he View Details
Keywords: Carmen Nobel
  • 02 Jul 2013
  • First Look

First Look: July 2

to understand them, and be prepared to educate the VC about why his exercising too much power could hurt both parties in the long-term. Maximize trust. Beneath all the financial projections, the VC negotiation is a process in which people... View Details
Keywords: Anna Secino
  • 02 Jan 2012
  • Research & Ideas

Most Popular Articles of 2011

Dominique Strauss-Kahn is just the latest in a string of high-profile leaders making the perp walk. What went wrong, and how can we learn from it? Professor Bill George discusses how powerful people lose their moral bearings. To stay grounded executives must View Details
Keywords: by Staff
  • March 2008 (Revised August 2017)
  • Exercise

The Book Deal: Confidential Instructions for the PUBLISHER

By: Deepak Malhotra and Max H. Bazerman
A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author. View Details
Keywords: Ethics; Agreements and Arrangements; Negotiation Preparation; Negotiation Tactics; Negotiation Types; Publishing Industry
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  • 23 Oct 2018
  • First Look

New Research and Ideas, October 23, 2018

https://www.hbs.edu/faculty/Pages/item.aspx?num=55099 Harvard Business School Case 818-110 Yo-Yo Ma and Silkroad Silkroad—a cross-cultural music collaboration that world-famous cellist Yo-Yo Ma had spearheaded since 1998, was preparing to... View Details
Keywords: Dina Gerdeman
  • 04 Apr 2017
  • First Look

First Look at New Research, April 4

of its primary holding, Fullerton Health, was deeply involved in preparations for taking Fullerton public on the Singapore stock exchange. Three years after SIN Capital had invested in Fullerton—a provider of enterprise health... View Details
Keywords: Sean Silverthorne
  • 27 Aug 2013
  • First Look

First Look: August 27

the country had become a darling of the international aid community. As the country was preparing for the 2011 Party Congress, however, signs of growing economic frictions were becoming increasingly visible. The case closes by setting the... View Details
Keywords: Sean Silverthorne
  • November 1993 (Revised June 1996)
  • Case

C.K. Coolidge, Inc. (A)

Coolidge (CKC), a chemical manufacturer, is being sued for patent infringement. Plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. An analyst at CKC has done breakeven decision analysis from CKC's perspective, balancing going to court... View Details
Keywords: Negotiation Preparation; Patents; Lawsuits and Litigation; Chemical Industry
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  • 12 Dec 2017
  • First Look

New Research and Ideas, December 12, 2017

struggled during the economic crisis from 2001 to 2002, it was well positioned to grow as the economy began to recover in 2003, in part due to government policies that helped stabilize the media industry. Now in October 2007, Grupo Clarín was View Details
Keywords: Sean Silverthorne
  • 21 Jun 2011
  • First Look

First Look: June 21

case:http://cb.hbsp.harvard.edu/cb/product/411105-PDF-ENG Dharavi: Developing Asia's Largest Slum (B) Lakshmi Iyer and John D. MacomberHarvard Business School Supplement 711-107 In July 2009, as investors prepared to submit financial bids... View Details
Keywords: Sean Silverthorne

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