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- Faculty Publications (41)
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- 08 Apr 2002
- Research & Ideas
How to Negotiate “Yes” Across Cultural Boundaries
Cultural differences can influence business negotiations in significant and unexpected ways, as many a hapless dealmaker has learned. In some cases, it's a matter of ignorance or blatant disrespect, as with the American salesman who... View Details
Keywords: by James K. Sebenius
- 01 Jan 2002
- News
Raymond V. Gilmartin (MBA '68)
groups and class discussions revolved around learning how to think about complex issues." On the other hand, he believes, the news media have placed too much emphasis on "celebrity CEOs" in recent years. "Chief executives are too often seen as high-profile View Details
- 01 Apr 2000
- News
Real World Issues Aired at Student Led Conferences
as one of the top women dealmakers in the financial-services arena. Two sessions of morning panels addressed issues related to specific industries. During the first session, attendees could choose among panels that examined the fields of... View Details
Keywords: Mary Ellen Gardner
- 03 Mar 2003
- Research & Ideas
The Ingredients of a Deal Disaster
truly meeting on the underlying social contract. It's almost always best to get the managers who must make the deal work involved in the negotiating process, where they can begin to forge a positive social contract. In some cases, investment bankers or other View Details
- 29 Oct 2013
- First Look
First Look: October 29
Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker... View Details
Keywords: Sean Silverthorne
- 01 Dec 2013
- News
Your Own Medicine
and CEO and added a veteran executive team filled with his former industry colleagues—including former CFO Cabot Brown (MBA 1987)—all of them bringing not only two or three decades of experience in drug development, fundraising, and View Details
- 01 Jun 2006
- News
Profiles from the Class of 2006
chronic diseases and disabilities are similarly provided with access to a world of possibilities. — GE Arnaud Karsenti Irrepressible entrepreneur, optimist, global dealmaker Karsenti On his 12th birthday, Arnaud Karsenti’s mother asked... View Details
- 24 Mar 2009
- First Look
First Look: March 24, 2009
Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace Author:Guhan Subramanian Publication:W.W. Norton & Company, forthcoming Abstract No abstract is available at this time. American Democracy: The Perils of... View Details
Keywords: Martha Lagace
- 12 Jan 2010
- First Look
First Look: Jan. 12
systematically analyzing a third and fourth class of factors that often prove critical in cross-border dealmaking The decision-making and governance processes that are the targets of influence efforts. While negotiations take place with... View Details
Keywords: Martha Lagace
- 29 Jun 2007
- First Look
First Look: June 29, 2007
push prices closer to the fundamentals. Bargaining in the Shadow of PeopleSoft's (Defective) Poison Pill Author:Guhan Subramanian Publication:Harvard Negotiation Law Review (winter 2007) Abstract This Commentary is part of a dealmaking... View Details
Keywords: Martha Lagace
- 10 Jun 2014
- First Look
First Look: June 10
Dealmaking By: Schroeder, Juliana, Jane Risen, Francesca Gino, and Michael I. Norton Abstract—Humans use subtle sources of information-like nonverbal behavior-to determine whether to act cooperatively or antagonistically when they... View Details
Keywords: Sean Silverthorne
- 01 Feb 1998
- News
Women at the Top
dealmaking both inside and outside the corporate environment. Participants then took part in an interactive workshop on developing an effective professional network, led by HBS associate professor Herminia M. Ibarra. As part of the... View Details
Keywords: Marguerite Rigoglioso and Susan Young
- 02 Mar 2010
- First Look
First Look: March 2
Eva Lutz, and Kerry HermanHarvard Business School Case 809-056 In 2001, Allianz Capital Partners and Goldman Sachs acquired a majority stake in Messer Griesheim, a European industrial gas concern held by Hoechst. The dealmakers faced... View Details
Keywords: Martha Lagace
- 15 Dec 2024
- News
Alumni and Faculty Books
Edited by Margie Kelley Alumni Books The Power of Imperfect Eating By Kavita Bhatnagar (SELP 11, 2022) Penguin Enterprise Rather than dictating which foods are good or bad, this book weaves together stories that mirror the intricate, emotional, and often imperfect... View Details
- Web
Print View - Course Catalog
by matching wits with some of the world’s greatest dealmakers and diplomats as they work through their toughest deals. Examples: In business and finance : Steve Schwarzman on several early make-or-break deals for Blackstone; Sarah Frey... View Details