Publications
Publications
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- All HBS Web
(3,417)
- Faculty Publications (1,275)
- 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
- December 1997 (Revised September 2014)
- Exercise
Discount and Hawkins Exercise: Confidential Instructions for Landlord
This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the "use, assignment, and... View Details
- December 1997 (Revised September 2014)
- Exercise
Discount and Hawkins Exercise: Confidential Instructions for Tenant
This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the "use, assignment, and... View Details
- November 1997 (Revised October 1999)
- Teaching Note
Land Assembly and Negotiation TN
By: Michael A. Wheeler and Georgia Levenson
Teaching Note for (1-898-024). View Details
- 1997
- Chapter
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
- October 1997 (Revised September 2000)
- Case
Disney (A): From Disneyland to Disney World—Learning the Art of Land Assembly
By: Michael A. Wheeler and Georgia Levenson
Walt Disney is contemplating sites for a new theme park, building on the success of Disneyland in Anaheim. The focus is on Disney's strategy for land negotiation and acquisition, which is informed by his experience with the Anaheim park. View Details
- October 1997 (Revised September 2000)
- Case
Disney (B): The Third Battle of Bull Run
By: Michael A. Wheeler and Georgia Levenson
The saga of Disney's efforts to build a theme park in Manassas, Va. in the early 1990s is told. Disney's strategy against the various opponents of the project is presented. View Details
- October 1997 (Revised June 2001)
- Case
Disney (C): The Mouse in Times Square
By: Michael A. Wheeler, Thomas Dretler and Georgia Levenson
Disney's first foray into an urban environment, is the restoration and development of the landmark New Amsterdam Theater in New York's Times Square. Disney must negotiate with the city, state, and various nonprofit organizations focused on the redevelopment of Times... View Details
- September 1997 (Revised May 1999)
- Case
Automated Intelligence Corporation
By: James K. Sebenius and David T. Kotchen
Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details
- September 1997 (Revised May 1999)
- Case
Precision Controls, Inc.
By: James K. Sebenius and David T. Kotchen
Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details
- August 1997 (Revised November 1998)
- Case
Cambridge Technology Partners - 1991 Start Up
By: Paul A. Gompers and Catherine M. Conneely
Jim Sims tries to close the deal to create Cambridge Technology Partners (CTP) in a spin-out from a troubled technology consulting firm. The deal looks tenuous. View Details
- July 1997 (Revised April 1998)
- Case
Chase Manhattan Corporation: The Making of America's Largest Bank
By: Stuart C. Gilson and Cedric Escalle
Chase Bank and Chemical Bank intend to merge, producing the largest commercial bank in the United States, the fourth largest in the world. Projected financial benefits under the merger reflect significant planned reduction in operating costs, including 17,000 employee... View Details
- June 1997 (Revised September 2000)
- Teaching Note
Lynton V. Harris & Madison "Scare" Garden (A), (B) TN
By: Michael A. Wheeler and Georgia Levenson
Teaching Note for (9-897-143) and (9-897-144). View Details
- May 1997 (Revised July 1997)
- Case
Vermeer Technologies (C): Negotiating the Future
By: Ashish Nanda
The success of the Vermeer software offering suddenly transforms the start-up into a sought after company. After arduous negotiations, Vermeer management is faced with the choice of continuing as an independent company or being acquired by Microsoft or Netscape. View Details
- May 1997
- Teaching Note
Tale of Two Electronic Components Distributors TN
By: Ananth Raman and Bharat P. Rao
Teaching Note for (9-697-064). View Details
- March 1997 (Revised October 1999)
- Case
Stone Container in Honduras (A)
By: James K. Sebenius and Hannah Bowles
Chicago-based Stone Container Corp., a leading producer of cardboard containers and paper bags, proposes a large-scale pine forest management and utilization program in the La Mosquitia region of Honduras. A framework agreement with the government is strongly endorsed... View Details
- March 1997
- Case
Stone Container in Honduras (B)
By: Hannah Bowles and James K. Sebenius
Supplements the (A) case. View Details
- March 1997
- Case
Stone Container in Honduras (C)
By: James K. Sebenius and Hannah Bowles
Supplements the (A) case. View Details
- February 1997 (Revised October 2002)
- Case
The Exxel Group: September 1995
By: Josh Lerner, Alex Hoye and Gonzalo Pacanins
The Exxel Group, a private equity group based in Buenos Aires, is considering a buyout of Argencard, Mastercard's exclusive licensee in Argentina. To complete the deal, however, it will need to raise additional financing from U.S. investors. Both the valuation and the... View Details
- February 1997 (Revised May 1998)
- Case
3M: Negotiating Air Pollution Credits (A)
By: Michael A. Wheeler and Thomas Dretler
A proposed trade of air pollution emission credits between 3M (now Imation) and Procter and Gamble is described. Though such trading is encouraged under federal environmental laws, 3M had adopted a company-wide policy against such deals. Procter and Gamble needs the... View Details