Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
  • Research
    • Research
    • Publications
    • Global Research Centers
    • Case Development
    • Initiatives & Projects
    • Research Services
    • Seminars & Conferences
    →
  • Publications→

Publications

Publications

Filter Results: (140) Arrow Down
Filter Results: (140) Arrow Down Arrow Up

Show Results For

  • All HBS Web  (687)
    • Faculty Publications  (140)

    Show Results For

    • All HBS Web  (687)
      • Faculty Publications  (140)

      BuyerRemove Buyer →

      ← Page 5 of 140 Results →

      Are you looking for?

      →Search All HBS Web
      • December 2009
      • Article

      Negotiation? Auction? A Deal Maker's Guide

      By: Guhan Subramanian
      What's the best way to buy or sell an asset? Should you hold an auction and accept the most attractive offer? Or should you identify the most likely prospects and negotiate with them privately? Auctions became increasingly popular after the internet opened wide the... View Details
      Keywords: Assets; Auctions; Market Transactions; Negotiation; Strategy; Decision Choices and Conditions
      Citation
      Find at Harvard
      Purchase
      Related
      Subramanian, Guhan. "Negotiation? Auction? A Deal Maker's Guide." Harvard Business Review 87, no. 12 (December 2009).
      • March 2009
      • Background Note

      Evaluating M&A Deals: Floors, Caps, and Collars

      By: Carliss Y. Baldwin
      As equity consideration has become more popular in acquisitions, so has the use of the "pricing-protection" mechanisms, such as floors, caps, and collars. These contractual devices provide insurance to the shareholders of the target and may protect the buyer as well.... View Details
      Keywords: Mergers and Acquisitions; Equity; Price; Contracts; Business and Shareholder Relations
      Citation
      Educators
      Purchase
      Related
      Baldwin, Carliss Y. "Evaluating M&A Deals: Floors, Caps, and Collars." Harvard Business School Background Note 209-138, March 2009.
      • September 2008 (Revised August 2009)
      • Case

      VMware, Inc., 2008

      By: David B. Yoffie, Andrei Hagiu and Michael Slind
      Paul Maritz took the helm of VMware in July 2008, just as the company confronted a radically new competitive environment. Since its founding in 1998, VMware had been the leading provider of virtualization software. Now it faced the kind of threat that every software... View Details
      Keywords: History; Digital Platforms; Competition; Decision Choices and Conditions; Applications and Software; Business Strategy
      Citation
      Educators
      Purchase
      Related
      Yoffie, David B., Andrei Hagiu, and Michael Slind. "VMware, Inc., 2008." Harvard Business School Case 709-435, September 2008. (Revised August 2009.)
      • August 2008 (Revised April 2012)
      • Case

      Real Property Negotiation Game (A): Buyer Case, Celia Hernandez

      By: Arthur I Segel and John H. Vogel, Jr.
      The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. This is the buyer case... View Details
      Keywords: Acquisition; Negotiation; Property; Real Estate Industry
      Citation
      Educators
      Purchase
      Related
      Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game (A): Buyer Case, Celia Hernandez." Harvard Business School Case 209-034, August 2008. (Revised April 2012.)
      • August 2008 (Revised April 2012)
      • Supplement

      Real Property Negotiation Game (B): Buyer

      By: Arthur I Segel and John H. Vogel, Jr.
      The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. The buyer case for the... View Details
      Keywords: Property; Negotiation; Decision Making; Real Estate Industry
      Citation
      Purchase
      Related
      Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game (B): Buyer." Harvard Business School Supplement 209-032, August 2008. (Revised April 2012.)
      • August 2008 (Revised April 2012)
      • Case

      Real Property Negotiation Game : Lender Case, Porus Bank

      By: Arthur I Segel and John H. Vogel, Jr.
      The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. This is the lender case... View Details
      Keywords: Financing and Loans; Negotiation; Property; Real Estate Industry
      Citation
      Educators
      Purchase
      Related
      Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game : Lender Case, Porus Bank." Harvard Business School Case 209-031, August 2008. (Revised April 2012.)
      • February 2008
      • Article

      Attracting Skeptical Buyers: Negotiating for Intellectual Property Rights

      By: James J. Anton and Dennis A. Yao
      Expropriable disclosures of knowledge to prospective buyers may be necessary to facilitate the sale of intellectual property (IP). In principle, confidentiality agreements can protect disclosures by granting the seller rights to sue for unauthorized use. In practice,... View Details
      Keywords: Corporate Disclosure; Intellectual Property; Knowledge Sharing; Lawsuits and Litigation; Rights; Agreements and Arrangements; Competition
      Citation
      Read Now
      Related
      Anton, James J., and Dennis A. Yao. "Attracting Skeptical Buyers: Negotiating for Intellectual Property Rights." International Economic Review 49, no. 1 (February 2008): 319–348. (Harvard users click here for full text.)
      • December 2007 (Revised April 2008)
      • Exercise

      The Elcer Products Transaction: Confidential Information for Elcer Products Division President

      By: James K. Sebenius and Guhan Subramanian
      In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Elcer Divisional management role. Challenges include how... View Details
      Keywords: Mergers and Acquisitions; Managerial Roles; Negotiation Deal; Negotiation Process; Negotiation Tactics
      Citation
      Purchase
      Related
      Sebenius, James K., and Guhan Subramanian. "The Elcer Products Transaction: Confidential Information for Elcer Products Division President." Harvard Business School Exercise 908-036, December 2007. (Revised April 2008.)
      • December 2007 (Revised April 2008)
      • Exercise

      The Elcer Products Transaction: Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH

      By: James K. Sebenius
      In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH... View Details
      Keywords: Mergers and Acquisitions; Managerial Roles; Negotiation Deal; Negotiation Process; Negotiation Tactics
      Citation
      Purchase
      Related
      Sebenius, James K. "The Elcer Products Transaction: Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH." Harvard Business School Exercise 908-033, December 2007. (Revised April 2008.)
      • December 2007 (Revised April 2008)
      • Exercise

      The Elcer Products Transaction: Confidential Information for Pearl Equity Partners

      By: James K. Sebenius
      In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Pearl Equity Partners management role. Challenges... View Details
      Keywords: Negotiation
      Citation
      Purchase
      Related
      Sebenius, James K. "The Elcer Products Transaction: Confidential Information for Pearl Equity Partners." Harvard Business School Exercise 908-031, December 2007. (Revised April 2008.)
      • December 2007 (Revised April 2008)
      • Exercise

      The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises

      By: James K. Sebenius
      In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the RubyFibre Enterprises management role. Challenges... View Details
      Keywords: Negotiation
      Citation
      Purchase
      Related
      Sebenius, James K. "The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises." Harvard Business School Exercise 908-035, December 2007. (Revised April 2008.)
      • December 2007 (Revised April 2008)
      • Exercise

      The Elcer Products Transaction: Confidential Information for TNDA Corporation

      By: James K. Sebenius
      In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the TNDA Corporation management role. Challenges include... View Details
      Keywords: Negotiation
      Citation
      Purchase
      Related
      Sebenius, James K. "The Elcer Products Transaction: Confidential Information for TNDA Corporation." Harvard Business School Exercise 908-034, December 2007. (Revised April 2008.)
      • December 2007 (Revised April 2008)
      • Exercise

      The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)

      By: James K. Sebenius
      In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the US Industrial ElectroCeramics (US-IND) management... View Details
      Keywords: Negotiation
      Citation
      Purchase
      Related
      Sebenius, James K. "The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)." Harvard Business School Exercise 908-032, December 2007. (Revised April 2008.)
      • December 2007 (Revised January 2008)
      • Background Note

      Evaluating M&A Deals-Announcement Effects, Risk Arbitrage and Event Risk

      By: Carliss Y. Baldwin
      The announcement of merger or acquisition conveys new information to the capital markets. This note describes how the stock prices of a Buyer and Target behave after the announcement of a deal. First, for an all-stock deal that is certain to go through, the note... View Details
      Keywords: Mergers and Acquisitions; Announcements; Capital Markets; Stocks; Price; Risk and Uncertainty
      Citation
      Educators
      Purchase
      Related
      Baldwin, Carliss Y. "Evaluating M&A Deals-Announcement Effects, Risk Arbitrage and Event Risk." Harvard Business School Background Note 208-103, December 2007. (Revised January 2008.)
      • November 2007 (Revised June 2011)
      • Case

      ISS A/S (A)

      By: Clayton S. Rose
      Provides the opportunity to examine the nature and extent of a company's responsibilities to its bondholders, and to develop an enhanced understanding of the challenges in managing contractual obligations, and circumstances under which business leaders might agree to... View Details
      Keywords: Risk and Uncertainty; Bonds; Contracts; Private Equity; Leveraged Buyouts; Privatization; Business and Stakeholder Relations; Borrowing and Debt; Cross-Cultural and Cross-Border Issues; Europe
      Citation
      Educators
      Purchase
      Related
      Rose, Clayton S. "ISS A/S (A)." Harvard Business School Case 308-054, November 2007. (Revised June 2011.)
      • October 2007 (Revised February 2008)
      • Background Note

      Evaluating M&A Deals: Accretion vs. Dilution of Earnings-per-share

      By: Carliss Y. Baldwin
      When discussing the pros and cons of an acquisition, practitioners often talk about the impact of the deal on the buyer's earnings-per-share (eps). An acquisition is said to be "accretive" if the buyer's eps goes up post-deal; it is "dilutive" if the buyer's eps goes... View Details
      Keywords: Business Earnings; Mergers and Acquisitions; Private Equity; Negotiation Deal
      Citation
      Educators
      Purchase
      Related
      Baldwin, Carliss Y. "Evaluating M&A Deals: Accretion vs. Dilution of Earnings-per-share." Harvard Business School Background Note 208-059, October 2007. (Revised February 2008.)
      • October 2007
      • Article

      The Art of Designing Markets

      By: Alvin E. Roth
      Traditionally, markets have been viewed as simply the confluence of supply and demand. But to function properly, they must be able to attract a sufficient number of buyers and sellers, induce participants to make their preferences clear, and overcome congestion by... View Details
      Keywords: Market Design; Market Participation; Market Transactions; Information Technology; Internet and the Web
      Citation
      Find at Harvard
      Related
      Roth, Alvin E. "The Art of Designing Markets." Harvard Business Review 85, no. 10 (October 2007): 118–126.
      • August 2007
      • Case

      New York Magazine

      By: Guhan Subramanian and David Chen
      Describes the events surrounding the sale of New York Magazine to Bruce Wasserstein in 2003. Wasserstein's last-second cash bid of $55 million surprised other potential buyers and allowed him to win ownership of the magazine. View Details
      Keywords: Journals and Magazines; Auctions; Bids and Bidding; Negotiation Deal; Publishing Industry; Media and Broadcasting Industry
      Citation
      Educators
      Related
      Subramanian, Guhan, and David Chen. "New York Magazine." Harvard Business School Case 908-012, August 2007.
      • 2006
      • Working Paper

      The Value of a 'Free' Customer

      By: Sunil Gupta, Carl F. Mela and Jose M. Vidal-Sanz

      Central to a firm's growth and marketing policy is the revenus and profit potential of its customer assets. As a result, there has been a recent proliferation of work regarding customer lifetime value. However, extant research in this area is silent regarding how to... View Details

      Keywords: Customer Value and Value Chain; Auctions; Network Effects; Business Strategy
      Citation
      Read Now
      Related
      Gupta, Sunil, Carl F. Mela, and Jose M. Vidal-Sanz. "The Value of a 'Free' Customer." Harvard Business School Working Paper, No. 07-035, December 2006.
      • March 2006 (Revised November 2006)
      • Case

      The Market and the Mountain Kingdom: Change in Lesotho's Textile Industry

      By: Rawi E. Abdelal, Regina M. Abrami, Noel Maurer and Aldo Musacchio
      In Maseru, the capital of the Kingdom of Lesotho, the stirrings of industrialization and modernization were promising, and more than 50,000 workers, mostly women, were employed in the textile sector; the figure reflected more than a threefold increase in just a few... View Details
      Keywords: History; Labor Unions; Trade; Business and Stakeholder Relations; Financial Crisis; Globalized Markets and Industries; Business and Government Relations; Decision Choices and Conditions; Foreign Direct Investment; Developing Countries and Economies; Fashion Industry; Apparel and Accessories Industry; Lesotho
      Citation
      Educators
      Purchase
      Related
      Abdelal, Rawi E., Regina M. Abrami, Noel Maurer, and Aldo Musacchio. "The Market and the Mountain Kingdom: Change in Lesotho's Textile Industry." Harvard Business School Case 706-043, March 2006. (Revised November 2006.)
      • ←
      • 5
      • 6
      • 7
      • →

      Are you looking for?

      →Search All HBS Web
      ǁ
      Campus Map
      Harvard Business School
      Soldiers Field
      Boston, MA 02163
      →Map & Directions
      →More Contact Information
      • Make a Gift
      • Site Map
      • Jobs
      • Harvard University
      • Trademarks
      • Policies
      • Accessibility
      • Digital Accessibility
      Copyright © President & Fellows of Harvard College.