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- All HBS Web
(3,573)
- People (68)
- News (864)
- Research (1,315)
- Events (2)
- Multimedia (67)
- Faculty Publications (800)
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- January 2008 (Revised March 2008)
- Case
Bidding on Martha's Vineyard (A)
By: James Sebenius
To buy a desirable Martha's Vineyard property, Robert and Sally Franklin must craft a bidding strategy informed by their assessment of their competitor. The "A" case sets up the situation and bidding history to date, describes how they assessed their valuations and... View Details
Keywords: Negotiation Preparation; Negotiation Process; Valuation; Decision Choices and Conditions; Property; Bids and Bidding; Real Estate Industry; Martha's Vineyard
Sebenius, James. "Bidding on Martha's Vineyard (A)." Harvard Business School Case 908-044, January 2008. (Revised March 2008.)
- March 1997 (Revised October 1999)
- Case
Stone Container in Honduras (A)
By: James K. Sebenius and Hannah Bowles
Chicago-based Stone Container Corp., a leading producer of cardboard containers and paper bags, proposes a large-scale pine forest management and utilization program in the La Mosquitia region of Honduras. A framework agreement with the government is strongly endorsed... View Details
Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
Sebenius, James K., and Hannah Bowles. "Stone Container in Honduras (A)." Harvard Business School Case 897-172, March 1997. (Revised October 1999.)
- 10 Jan 2005
- Research & Ideas
Motivation and the Cross-Sector Alliance
tool, whether for minimizing the occurrence of previously identified risks, or for being prepared to face their consequences, were they to occur. In the third sector, these collaborations contributed to the diversification of revenue... View Details
- February 2011 (Revised February 2018)
- Case
Greg Mazur and the Purchase of Great Eastern Premium Pet Foods
By: Richard S. Ruback and Royce Yudkoff
Greg Mazur decided to purchase a small business after graduating from the Harvard Business School. The case explores his decision about whether or not he should finalize his deal to purchase Great Eastern Premium Pet Foods, Inc. ("GEPP"). It gives students the... View Details
Keywords: Mergers and Acquisitions; Entrepreneurship; Financing and Loans; Negotiation Deal; Negotiation Preparation; Strategic Planning; Valuation
Ruback, Richard S., and Royce Yudkoff. "Greg Mazur and the Purchase of Great Eastern Premium Pet Foods." Harvard Business School Case 211-085, February 2011. (Revised February 2018.)
- October 2009
- Article
Negotiation Analysis: From Games to Inferences to Decisions to Deals
Exemplified by the pioneering work of Howard Raiffa and often expressed in the pages of the Negotiation Journal, the emergent prescriptive field of "negotiation analysis" progressively developed from Raiffa's early contributions to game theory and to his later... View Details
Keywords: Decision Choices and Conditions; Negotiation Participants; Negotiation Preparation; Negotiation Process; Negotiation Tactics; Game Theory
Sebenius, James K. "Negotiation Analysis: From Games to Inferences to Decisions to Deals." Negotiation Journal 25, no. 4 (October 2009): 449–465.
- July 2006 (Revised July 2007)
- Case
C.K. Coolidge, Inc. (Abridged)
Coolidge (CKC), a chemical manufacturer, is being sued for patent infringement. The plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. An analyst at CKC has done a breakeven decision analysis from CKC's perspective, balancing going to... View Details
Keywords: Negotiation Preparation; Courts and Trials; Patents; Analysis; Decision Choices and Conditions; Lawsuits and Litigation; Chemical Industry
Hammond, John S. "C.K. Coolidge, Inc. (Abridged)." Harvard Business School Case 607-006, July 2006. (Revised July 2007.)
- 16 Jul 2001
- Research & Ideas
How to Compete Like a Judo Strategist
frontal assaults against armies that are ten times your size. Those are suicide missions," echoes David Peterschmidt, Inktomi's CEO. Rule Three: Plan And Be Prepared To Pivot It is a common fallacy that fast-moving companies like the... View Details
Keywords: by David B. Yoffie & Mary Kwak
- 06 Oct 2011
- What Do You Think?
How Will the ‘Moneyball Generation’ Influence Management?
Summing Up Should "Moneyball Analytics" Play a Greater Role in Preparation for Management? There was general agreement among respondents to this month's column that we will see a growing emphasis on analytics among managers as... View Details
Keywords: by James Heskett
- March 1997
- Case
Stone Container in Honduras (C)
By: James K. Sebenius and Hannah Bowles
Supplements the (A) case. View Details
Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
Sebenius, James K., and Hannah Bowles. "Stone Container in Honduras (C)." Harvard Business School Case 897-174, March 1997.
- 14 Apr 2021
- Research & Ideas
The High Cost of the Slow COVID Vaccine Rollout
doses to other countries.” Preparing for the next pandemic Kominers believes the lessons learned from the COVID-19 pandemic will leave countries better prepared in the future—“so we build the capacity to... View Details
- 17 Feb 2003
- Research & Ideas
Tales of the Newly-minted MBA
school prepare them for the real world, and what did they wish they'd learned? Do things that seem a little strange and leave you a little exposed but give you access and huge returns over time.—Beverly Anderson, HBS MBA '97 "I... View Details
Keywords: by Julia Hanna
- 12 Jan 2018
- Cold Call Podcast
Leadership Lessons from a Young Martin Luther King, Jr.
course, I try to put this issue back to them. When have you faced a situation where you were scared, you wanted to get out, and wanted to be let off the hook for your leadership roles? Are you prepared for this, and how View Details
- 06 Dec 2004
- What Do You Think?
Why Do Managers Fail to Act on Their Predictions?
prepare don't come true. What can be done about this challenge? Maree Conway has one prescription: "...organizations have no mainstream way of thinking about the future of their organization, and then acting upon their insights....... View Details
Keywords: by James Heskett
- 24 Jun 2016
- Op-Ed
Why Brexit is a Big Deal
of England has clearly prepared thoroughly for Brexit. But few British or European businesses have any contingency plans. The Brexit vote will drive Europe into recession and highlight further the structural weakness of its social... View Details
Keywords: by John Quelch
- 11 Mar 2015
- Research & Ideas
How Do You Grade Out as a Negotiator?
did. Most teaching around being a successful negotiator focuses on preparations before discussions start, and on strategies during the talks. The problem: We don't spend nearly enough time after the negotiations to grade our performance... View Details
Keywords: by Michael Blanding
- 10 Nov 2003
- Research & Ideas
A Fast Start on Your New Job
What are the first things you should do in your new post? In this e-mail Q&A, Michael Watkins offers strategies that he researched while preparing his new book, The First 90 Days: Critical Success Strategies for New Leaders at All... View Details
Keywords: by Martha Lagace
- 12 Aug 2008
- Op-Ed
Google-Yahoo Ad Deal is Bad for Online Advertising
A proposed advertising deal between Internet competitors Google and Yahoo would reduce competitiveness in the Internet advertising market, likely resulting in higher advertising rates, according to Harvard Business School assistant professor Benjamin Edelman. In... View Details
- 05 Apr 2017
- Research & Ideas
For Women Especially, It Pays to Know What Car Repairs Should Cost
Women who come prepared to challenge an auto repair quote can overcome gender discrimination and negotiate a fairer price, according to recently published research. That's one conclusion from the research study Repairing the Damage: The... View Details
- 16 Sep 2013
- Research & Ideas
Earnings Calls That Get Lost in Translation
prepared statement—one that is scrutinized and well rehearsed long before it is delivered—so language barriers don't tend to be much of an issue. It is during the more spontaneous Q&A section of the conference calls that many... View Details
Keywords: by Dina Gerdeman
- 21 Mar 2017
- First Look
First Look at New Research, March 21
between groups, that then contributes to disruptive misunderstandings and mistrust. This module prepares students with the knowledge and skills necessary to address these challenges. Purchase this... View Details
Keywords: Sean Silverthorne