Publications
Publications
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(647)
- Faculty Publications (135)
- September 2006 (Revised May 2008)
- Supplement
Corporate Responsibility & Community Engagement at the Tintaya Copper Mine (B)
By: V. Kasturi Rangan, Brooke Barton and Ezequiel Reficco
Engaging local stakeholders and building strong relations has become a strategic imperative for multinational firms in the often politically charged mining, oil, and gas sectors. For BHP Billiton, the world's second largest mining company, its Tintaya copper mine in... View Details
- April 2006 (Revised November 2021)
- Case
Endesa Chile: Raising the Ralco Dam (A)
By: Kathleen L. McGinn, Paula J. Laschober and Dina Pradel
Endesa Chile, the largest electricity generation company in Chile, is building a major power plant on the Biobio River in Southern Chile. A historic conflict involving the indigenous people of the Biobio River, the Chilean government, and international conservation... View Details
- March 2006 (Revised November 2010)
- Background Note
Protecting Foreign Investors
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
- February 2006 (Revised November 2012)
- Case
Corporate Responsibility & Community Engagement at the Tintaya Copper Mine (A)
By: V. Kasturi Rangan, Brooke Barton and Ezequiel Reficco
Located in the highlands of Peru, the Tintaya copper mine has long been a source of intense conflict between local community members and mine operators. The mine, which was owned and managed first by the Peruvian state and later by BHP Billiton, stands on 2,300... View Details
- January 2005 (Revised September 2018)
- Exercise
RetailSoft: Role for Cam Archer
By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter
Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces... View Details
- January 2005 (Revised September 2018)
- Exercise
RetailSoft: Role for Regan Kessel
By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter
Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces... View Details
- January 2005 (Revised September 2018)
- Exercise
RetailSoft: Role for Sydney Masser
By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter
Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces... View Details
- December 2003
- Case
George Mitchell in Northern Ireland (A)
By: James K. Sebenius and Daniel F. Curran
Examines the strategies and tactics that U.S. negotiator George Mitchell used during his two-year tenure as chairman of the all-party talks in Northern Ireland. His efforts culminated in the signing of the historic Good Friday Accords. A revised version of an earlier... View Details
- December 2003
- Case
George Mitchell in Northern Ireland (B)
By: James K. Sebenius and Daniel F. Curran
Examines the strategies and tactics that U.S. negotiator George Mitchell used during his two-year tenure as chairman of the all-party talks in Northern Ireland. His efforts culminated in the signing of the historic Good Friday Accords. A revised version of an earlier... View Details
- September 2003 (Revised October 2020)
- Exercise
RetailMax: Role for Cam Archer
By: Kathleen McGinn and Dina Witter
This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that... View Details
- September 2003 (Revised September 2018)
- Exercise
RetailMax: Role for Regan Kessel
By: Kathleen McGinn and Dina Witter
This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that... View Details
- April 2003 (Revised November 2003)
- Case
Creation of the European Union, The
Describes the emergence of the European Union (EU). Focuses on a critical stage in European integration--the period in the early 1990s when member states negotiated the terms of the Maastricht Treaty. This agreement set in motion the project that would eventually lead... View Details
- February 2003 (Revised January 2004)
- Case
International Steel Group
By: Paul W. Marshall and Todd H Thedinga
Profiles veteran investor Wilbur L. Ross, Jr.'s plan to turn around the aging steel assets of LTV, formerly America's second largest integrated steel producer. Purchasing several key assets from LTV under Section 363 of the Bankruptcy Code, Ross is able to acquire the... View Details
- October 2002 (Revised February 2006)
- Case
Codex Alimentarius and Food Labeling
By: Ray A. Goldberg and Hal Hogan
Codex Alimentarius is a set of international food standards devised by the Codex Commission, a body within the United Nations jointly sponsored by the FAO and WHO. The purpose of the standards is to harmonize global trade in food products and agricultural commodities,... View Details
- 2002
- Chapter
International Negotiation Analysis
- May 2001 (Revised March 2008)
- Case
"To hell with the future, let's get on with the past." George Mitchell in North Ireland
By: James K. Sebenius and Daniel F. Curran
Examines the strategies and tactics used by U.S. negotiator George Mitchell during his two-year tenure as chairman of the all-party talks in Northern Ireland. His efforts culminated in the signing of the historic Good Friday Accords. View Details
- March 2001 (Revised March 2016)
- Case
Charlene Barshefsky (A)
By: James K. Sebenius and Rebecca Hulse
Describes the challenges former U.S. Trade Representative Charlene Barshefsky faced while negotiating a trade agreement with China to improve its domestic intellectual property rights enforcement. After briefly describing Barshefsky's past experience with trade... View Details
- March 2001
- Case
Charlene Barshefsky (B)
By: James K. Sebenius and Rebecca Hulse
Details former U.S. Trade Representative Charlene Barshefsky's strategic and tactical approach to surmounting the barriers laid out in the (A) case. View Details
- August 2000 (Revised December 2014)
- Background Note
Negotiation Analysis: An Introduction
Provides an overview of the seven elements of negotiation analysis. These elements include BATNAs (nonagreement walk-aways), parties, interests, value-creation, barriers to agreements, power, and ethics. Illustrations are drawn from a range of contexts (from buying a... View Details
- April 1999
- Case
Steve Perlman and WebTV (A)
By: James K. Sebenius and Ron Fortgang
The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details