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April 1998 (Revised March 1999)
Case

Chile: The Latin American Tiger?

Examines Chile's development strategy since 1973. Following a series of domestic economic reforms, the country must decide whether to join a regional trading block. Considers the advantages and disadvantages of regional trade agreements and examines the differences... View Details

Keywords: Trade; Developing Countries and Economies; Macroeconomics; Chile

January 2019 (Revised February 2020)
Case

Jay Gould, 'The Most Hated Man in America'

By: Tom Nicholas, John Masko and Matthew G. Preble

Railroad magnate Jay Gould, a controversial figure in the history of U.S. capitalism, was a disruptive influence on an industry that had previously relied on formal and informal agreements to move traffic long distances across lines operated by different companies.... View Details

Keywords: Railroads; Gould; Vanderbilt; Rail Transportation; History; Consolidation; Governing Rules, Regulations, and Reforms; Competition; Strategy; Rail Industry; United States

2015
Report

The Iran Nuclear Deal: A Definitive Guide

By: Gary Samore, Graham T. Allison, Aaron Arnold, Matthew Bunn, Nicholas Burns, Shai Feldman, Chuck Freilich, Olli Heinonen, Martin B. Malin, Steven E. Miller, Payam Mohseni, Richard Nephew, Laura Rockwood, James K. Sebenius and William Tobey

This report on a comprehensive nuclear agreement with Iran—the Joint Comprehensive Plan of Action (JCPOA) provides a concise description of the agreement and the accompanying UN Security Council Resolution 2231. It also includes a balanced assessment of the agreement's... View Details

Keywords: Agreements and Arrangements; International Relations; Iran

June 1993
Case

General Dynamics and Computer Sciences Corporation: Outsourcing the IS Function (A) and (B) (Abridged)

By: F. Warren McFarlan and Katherine N. Seger

Describes the largest information systems outsourcing agreement in the industry from the perspectives of both companies involved in the deal. View Details

Keywords: Restructuring; Transition; Job Cuts and Outsourcing; Contracts; Agreements and Arrangements; Business Strategy; Information Technology

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February 1997 (Revised October 1999)
Case

3M: Negotiating Air Pollution Credits (C)

By: Michael A. Wheeler and Thomas Dretler

An epilogue to the (A) and (B) cases, this describes the final steps in implementing the agreement 3M made with Procter and Gamble and with local public officials and interest groups. View Details

Keywords: Agreements and Arrangements; Pollutants; Negotiation Participants; Performance Effectiveness; United States

March 2010 (Revised April 2012)
Case

Sheila Mason & Craig Shepherd (Abridged)

The case describes two individuals who have met and are in the process of starting a company together. Each is still at his/her former employer, and each has signed a different employment agreement that, on paper, may prohibit some of the contemplated acts—i.e.,... View Details

Keywords: Business Startups; Entrepreneurship; Venture Capital; Resignation and Termination; Intellectual Property; Law; Agreements and Arrangements

January 2020
Supplement

Brexit: A Withdrawal Agreement? — Boris Johnson

By: Laura Alfaro and Sarah Jeong

The UK was due to leave the EU in March 2019 after a referendum vote in June 2016. Following additional extensions and multiple failed attempts to reach an agreement with Parliament, Theresa May stepped down as Conservative Party leader and was replaced by Boris... View Details

Keywords: Brexit; Government and Politics; International Relations; United Kingdom; European Union

July – August 2009
Article

Preferential Treatment: The New Face of Protectionism?

Free trade agreements have increased dramatically over the past decade. This forethought considers how they present global executives with thorny strategic and operational decisions, a piece of which has to do with China's entry into the FTA scene. View Details

Keywords: Agreements and Arrangements; Trade; Strategy; Operations; Decisions; Practice; China

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February 2022
Supplement

SpartanNash Company: The Amazon Warrants (A)

By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher

As of 12/31/21, Amazon held $22 billion of equity and warrants in related companies. In fact, it often requests a free grant of warrants when it enters into a new commercial agreement with a supplier. Over the past 20 years, Amazon has gotten warrants almost 20... View Details

Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Food and Beverage Industry; United States

February 1991 (Revised June 1993)
Case

Ross Perot and General Motors

By: Jay W. Lorsch

In December, 1986 the General Motors Board of Directors must decide whether to accept the buyout agreement between GM and Ross Perot, a director of GM and its largest stockholder. The agreement called for GM to purchase all of Perot's GM shares in exchange for his... View Details

Keywords: Leveraged Buyouts; Mergers and Acquisitions; Stock Shares; Resignation and Termination; Business or Company Management; Agreements and Arrangements

May 2022
Case

The NFL’s $110-Billion Media Rights Deals

By: Anita Elberse and Elizabeth Warner

On March 18, 2021, Brian Rolapp, chief media and business officer at the National Football League (NFL) presented the results of a months-long effort to renegotiate rights deals with the NFL’s current partners in television—the media conglomerates behind the networks... View Details

Keywords: Sports; Entertainment; Media; Marketing; Strategy; General Management; Negotiation; Partners and Partnerships; Competition; Media and Broadcasting Industry; Sports Industry

December 1997 (Revised August 1998)
Case

Shanghai Real Estate (A)

By: Lynn S. Paine and Harold F. Hogan Jr

An independent consultant from the United States must decide what to do when faced with his client's apparent violation of an agreement with a third party. The consultant is American, the client is a Chinese real estate developer, and the third party is a French... View Details

Keywords: Ethics; Contracts; Cross-Cultural and Cross-Border Issues; Law; Agreements and Arrangements; Alliances; Corporate Accountability; Consulting Industry; Real Estate Industry; China; United States; France

2010
Chapter

A Contingency Theory of Leadership

By: Jay W. Lorsch

The idea of a contingency theory of leadership is not novel. In the 1960s several scholars conducted research and proposed such an approach arguing that the style of leadership that would be most effective depended upon the situation (Fiedler, Tannenbaum and Schmidt,... View Details

Keywords: Leadership Style; Situation or Environment; Behavior; Theory

07 Apr 2014
Research & Ideas

Excerpt: ‘The Art of Negotiation’

book excerpt The Swing Of Things From Chapter 6, The Art of Negotiation: How to Improvise Agreement in a Chaotic World By Michael Wheeler Paying heed is one aspect of improvising. Comping is another. Being provocative is a third. When... View Details

Keywords: Re: Michael A. Wheeler

February 2003 (Revised April 2012)
Case

Sheila Mason & Craig Shepherd

Describes a marketing executive and an engineer who are starting a company together. Each is still at his/her former employer, and each has signed a different employment agreement that, on paper, may prohibit soliciting customers or employees. Focuses on how... View Details

Keywords: Resignation and Termination; Intellectual Property; Contracts; Legal Liability; Entrepreneurship; Ethics

August 2006 (Revised July 2007)
Background Note

Governance of the Business Family

By: John A. Davis

Explains the purposes, processes, standards, plans, and agreements that together help to govern (or steer) a family that owns a family business. View Details

Keywords: Family Business; Corporate Governance; Governing Rules, Regulations, and Reforms; Family Ownership

October 2016
Supplement

Airbnb in Amsterdam (B)

By: Mitchell Weiss, Emer Moloney and Vincent Dessain

In December 2014, Amsterdam and Airbnb announced an MOU to promote responsible home sharing and to simplify the payment of tourist tax for hosts in the city. It was the most comprehensive agreement that Airbnb had with any city in the world. Its final provision read,... View Details

June 2017
Article

The Surprising Effectiveness of Hostile Mediators

By: Ting Zhang, Francesca Gino and Michael I. Norton

Contrary to the tendency of mediators to defuse negative emotions between adversaries by treating them kindly, we demonstrate the surprising effectiveness of hostile mediators in resolving conflict. Hostile mediators generate greater willingness to reach agreements... View Details

Keywords: Mediation; Conflict; Negotiation; Hostility; Negotiation Style; Emotions; Conflict and Resolution

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March 2006 (Revised November 2010)
Background Note

Protecting Foreign Investors

By: Louis T. Wells Jr.

Describes the emergence of several kinds of efforts to assure the safety of foreign investment in emerging markets: international arbitration, expanded official political risk insurance, credit from government agencies, and intervention by investors' home governments.... View Details

Keywords: Foreign Direct Investment; Risk Management; Emerging Markets; Agreements and Arrangements; Business and Government Relations; Safety

December 2024
Case

Xtalic

By: Joshua Lev Krieger and Jim Matheson

This case study examines the commercialization efforts of Xtalic, a startup founded by MIT scientists based on their discovery of a novel material science method to protect metal substrates. The case focuses on the strategic decisions involved in bringing this... View Details

Keywords: Innovation ＆ Entrepreneurship; Innovation and Management; Entrepreneurial Finance; Entrepreneurship; Business Model; Business Startups; Agreements and Arrangements; Science-Based Business; Commercialization

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