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March 2023
Case

Ransomware Attack at Colonial Pipeline Company

By: Suraj Srinivasan and Li-Kuan Ni

On the morning of May 7, 2021, Colonial Pipeline Company became aware that the company had been the victim of a malicious ransomware attack that had stolen and locked up company data. The extortionists demanded 75 bitcoins (worth about $4.4 million at the time) in... View Details

February 2023
Supplement

Astyanax Kanakakis at norbloc: A Founder's Experience with the DIFC Fintech Hive

By: Linda A. Hill and Lydia Begag

norbloc was founded in 2016 in Stockholm, Sweden, by Astyanax Kanakakis and his co-founders, Vitalii Demianets and Sam Saatchi. Kanakakis and Demianets got to work to address a key gap in the industry: Know Your Customer (KYC) data sharing. As the first distributed KYC... View Details

February 2023
Case

Ransomware Attack at Springhill Medical Center

By: Suraj Srinivasan and Li-Kuan (Jason) Ni

In July, 2019, Springhill Medical Center (“SMC”) in Mobile, Alabama, fell prey to a malicious ransomware attack that crippled the hospital’s internal network systems and public-facing web page. While the hospital rushed to securely restore the network, medical... View Details

February 2023 (Revised November 2024)
Case

Ronald Reagan: Changing the World

By: Robert Simons and Shirley Sun

This case traces the rise of Ronald Reagan from small town Illinois to two-term president of the United States. An unlikely candidate for the world’s most powerful job, the case describes the different roles that Reagan filled over his life: radio announcer, Hollywood... View Details

Keywords: Politics; Entertainment; Personal Characteristics; Business And Government; Values And Beliefs; Mission And Purpose; Decision Making; Government Administration; Management Style; Power and Influence; United States

2023
Working Paper

The Link Between Integrative Bargaining and Leadership Evaluations

By: Julian J. Zlatev and Francis J. Flynn

We draw from implicit leadership theory and the dual concern theory of conflict resolution to posit a link between negotiation style and leadership evaluations. Specifically, we propose that individuals who are more skilled at integrative, but not distributive,... View Details

Keywords: Prosocial Behavior; Leadership; Negotiation; Conflict and Resolution; Performance Evaluation

January 2023
Case

Gerald Weiss (2023)

By: Brian J. Hall, Carleen Madigan, Andrew Wasynczuk and Caroline Witten

Gerald Weiss left Wall Street for the promise of a CFO position at a well-established corporation. He was given a 10-year options package with a guaranteed floor of $12 million and unlimited upside. To ensure the entire package would be worth at least $12 million after... View Details

Keywords: Management Teams; Resignation and Termination; Executive Compensation; Organizational Culture; Agreements and Arrangements; Stock Options; Conflict and Resolution; New York (city, NY)

January 11, 2023
Article

Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning

By: James K. Sebenius and Michael Singh

While there are many calls for negotiation between Ukraine and Russia to end their war, there does now (early 2023) not appear to be a zone of possible agreement (ZOPA), since each side's best no-agreement option ("BATNA") likely appears superior to any mutually... View Details

Keywords: Diplomacy; Agreements; Ukraine; International Relations; War; Negotiation; Ukraine; Russia

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December 2022 (Revised June 2023)
Teaching Note

Teaching Note for Endesa Chile: Raising the Ralco Dam & Río Curicó: A Six-party Negotiation Exercise

By: Julian Zlatev, Kathleen McGinn, Katherine Chen and Rachel Drapper

Teaching Note for HBS Case Nos. 906-014, 906-015, 920-056, and 920-061. View Details

December 2022 (Revised August 2023)
Case

Ribbit Capital and the Gauntlet Investment Opportunity

By: Shai Bernstein and Allison M. Ciechanover

Ten-year-old, Palo Alto-based Ribbit Capital is best-known for its global investments in fintech. The firm was also an early advocate of crypto and blockchain, having invested in more than two dozen startups in the space in the past decade. In the Spring of 2022,... View Details

Keywords: Alternative Assets; Cryptocurrency; Business Startups; Investment Portfolio; Decision Choices and Conditions; Negotiation Deal; Governing Rules, Regulations, and Reforms; Venture Capital; Financial Services Industry; California

November 2022
Case

Matt Higgins: Resilience and Empathy in Negotiation

By: Francesca Gino, Sarah Livick-Moses and Ruth Page

November 2022
Case

Jon Fortt: The Art of Debate and Effective Communication

By: Francesca Gino, Sarah Livick-Moses and Ruth Page

This stand-alone multimedia case explores the art of communication in the space of negotiation. It follows the career journey of business journalist, media influencer, and co-anchor of CNBC's "Squawk Alley," Jon Fortt. He offers reflections on the race crisis in the... View Details

Keywords: Communication; Negotiation; Race

November 2022
Case

Arcos Dorados’ Quest for the Digitalization of Last-Mile Delivery in Colombia

By: Jorge Tamayo, Jenyfeer Martinez Buitrago and Mariana Cal

In 2018, Francisco Staton, Managing Director of Arcos Dorados in Colombia had to decide on the company’s strategy to expand its food ordering and delivery business in the country. Arcos Dorados stood as McDonald’s largest independent franchisee, and Colombia was one of... View Details

November 2022
Supplement

Arcos Dorados’ Quest for the Digitalization of Last-Mile Delivery in Colombia (B)

By: Jorge Tamayo, Jenyfeer Martinez Buitrago and Mariana Cal

In 2020, Francisco Staton, president of Arcos Dorados’ Caribbean Division, and Héctor Orozco, Managing Director of Arcos Dorados Colombia, were looking into Arcos Dorados’ options to consolidate its food delivery service in Colombia. This time the matter at hand hinged... View Details

Keywords: Transformation; Decision Making; Decision Choices and Conditions; Global Strategy; Technological Innovation; Growth and Development Strategy; Agreements and Arrangements; Negotiation Tactics; Logistics; Service Delivery; Organizational Culture; Performance Improvement; Partners and Partnerships; Strategy; Food and Beverage Industry; Latin America; South America; Colombia

October 2022
Exercise

Shanty Real Estate: Confidential Information for Homebuyer 1

By: Michael Luca, Jesse M. Shapiro and Nathan Sun

Shanty is a simulation in which students inhabit the role of either a traditional home buyer or an iBuyer, both bidding on the same condo. The traditional home buyer has access to a “comp sheet” of similar properties that have recently sold, and has done a walkthrough.... View Details

Keywords: Data-driven Decision-making; Decisions; Negotiation; Bids and Bidding; Valuation; Consumer Behavior; Real Estate Industry

2022
Book

Corporate Criminal Investigations and Prosecutions

By: Leo R. Tsao, Daniel S. Kahn and Eugene F. Soltes

Over the past two decades, corporate criminal liability has developed into one of the fastest-growing and most dynamic areas of legal practice. The growth of corporate criminal enforcement has correlated with a broad shift in how the government investigates and... View Details

Keywords: Criminal Investigations; Crime and Corruption; Legal Liability

August 2022
Case

Atlanta Ransomware Attack (A)

By: Amit Goldenberg and Julian Zlatev

This case describes the March 2018 Ransomware attack on the information technology (IT) systems of the city of Atlanta and the response by Mayor Keisha Lance Bottoms and her administration. The case includes a brief background on Bottoms and her young administration at... View Details

August 2022
Supplement

Atlanta Ransomware Attack (B)

By: Amit Goldenberg and Julian Zlatev

This case describes the March 2018 Ransomware attack on the information technology (IT) systems of the city of Atlanta and the response by Mayor Keisha Lance Bottoms and her administration. The case includes a brief background on Bottoms and her young administration at... View Details

2022
Other Unpublished Work

Got 'Critical Minerals'? Hooray! But Be Careful

By: Louis T. Wells

When a country has “critical minerals,” certain issues require special attention in the country’s mining legislation or while negotiating contracts with potential mining investors. As well, to obtain maximum benefit the government should prepare for negotiations with... View Details

Keywords: Critical Minerals; Foreign Direct Investment; International Relations; Mining Industry

August 2022
Case

The Spreadsheet

By: Zoë B. Cullen and Alexander J. MacKay

Compensation is the largest expenditure of almost every venture. Getting compensation packages right affects talent acquisition, retention, and profitability. In this case, and accompanying negotiation exercise, students learn strategies and tactics for setting... View Details

Keywords: Compensation and Benefits; Recruitment; Selection and Staffing

August 2022
Case

Negotiating Peace in Colombia

By: Deepak Malhotra and Cody Smith

This case follows the protracted armed conflict between the Colombian government and the Revolutionary Armed Forces of Colombia (FARC), tracing it from its origins over 50 years ago, through the private and public negotiations that ultimately resulted in the 2016... View Details

Keywords: Conflict; Peace Process; Dispute Resolution; Protracted Conflicts; Peacemaking; Civil War; Negotiation; Leadership; Conflict and Resolution; Government Administration; Colombia

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