Publications

19 Mar 2019
First Look

New Research and Ideas, March 19, 2019

from the Negotiations That Wrested the NFL from CBS By: Sebenius, James K. Abstract—A remarkable 1993 negotiation rocked the world of American football with aftershocks that have directly shaped today’s... View Details

Keywords: Dina Gerdeman

19 Jun 2012
First Look

First Look: June 19

PapersNegotiation Processes As Sources of (and Solutions to) Interorganizational Conflict Authors:Elizabeth Long Lingo, Colin Fisher, and Kathleen L. McGinn Abstract We investigate how structural features of negotiations can affect... View Details

Keywords: Sean Silverthorne

June 1990 (Revised August 1990)
Supplement

Sun Microsystems, Inc.--1987 (B)

By: Carliss Y. Baldwin

Describes a specific opportunity to seek financing from AT&T as part of a proposed technological joint venture. Students must consider the price paid and control rights attached to a large block of shares and outline a negotiating position for each side. View Details

Keywords: Joint Ventures; Stock Shares; Financing and Loans; Price; Governance Controls; Rights; Negotiation; Opportunities; Computer Industry

March 2007 (Revised November 2012)
Case

Parmalat Uruguay (A)

By: Paul Marshall and Gustavo Herrero

Three young MBAs create a partnership to acquire the assets of Parmalat in Uruguay. Focuses on their analysis prior to submitting a bid and their plan for improving the operations once their bid is accepted. In addition to improving operations, they must negotiate with... View Details

Keywords: Mergers and Acquisitions; Restructuring; Entrepreneurship; Borrowing and Debt; Negotiation; Performance Improvement; Uruguay

16 Jul 2021
News

Behind the Research: Julian Zlatev Q+A

April 2004
Article

Do CEOs in Mergers Trade Power for Premium? Evidence from 'Mergers of Equals'

By: Julie Wulf

I analyze chief executive officer (CEO) incentives to negotiate shared control in the postmerger governance of the surviving firm. In order to do this, I study abnormal returns in a sample of "mergers of equals" (MOEs) transactions in which the two firms are... View Details

Keywords: Mergers and Acquisitions; Negotiation; Governance Controls; Power and Influence; Value Creation; Business and Shareholder Relations; Governing and Advisory Boards; Motivation and Incentives; Market Transactions

Read Now

April 1996
Case

Sunshine Villas

By: William J. Poorvu and John H. Vogel Jr.

Ms. Courtney Lowe is president and sole owner of CL Development. She is looking to sell Sunshine Villas to pay off her bank and make a profit. This case is part of a negotiation game simulation that includes Jason Bosworth, Silver Lane Apartments, and Major Insurance... View Details

Keywords: Property; Mortgages; Negotiation Tactics; Customer Ownership; Sales; Real Estate Industry

January 1980 (Revised April 1980)
Background Note

Bargaining Strategies: Collaborative vs. Competitive Approaches

Note describes aspects of bargaining situations that point toward either collaborative or distributive bargaining strategies. Focuses on the nature of the issues, the relationship between the negotiators, and broader contextual factors, and how these variables... View Details

Keywords: Negotiation Tactics; Negotiation Style

June 2017
Article

A Systematic Approach to Discussing Active Surveillance with Patients with Low-risk Prostate Cancer

By: Behfar Ehdaie, Melissa Assel, Nicole Benfante, Deepak Malhotra and Andrew Vickers

A systematic approach to counseling—using appropriate framing techniques derived from principles studied by negotiation scholars—can be taught to physicians in a one-hour lecture. We found evidence that even this minimal intervention can decrease overtreatment of... View Details

Keywords: Health Care and Treatment; Health Disorders; Service Delivery; Negotiation; Health Industry

19 Mar 2018
Working Paper Summaries

Lone Wolves in Competitive Equilibria

Keywords: by Ravi Jagadeesan, Scott Duke Kominers, and Ross Rheingans-Yoo

May 1994 (Revised November 1995)
Case

Shawmut National Corporation's Merger with Bank of Boston Corporation (A)

By: Benjamin C. Esty

Presents the merger negotiations between Bank of Boston (BOB) and Shawmut National Corp. (SNC), two of the country's largest bank holding companies and requires students to value BOB's current offer for SNC. Provides an overview of recent events and trends in the... View Details

Keywords: Mergers and Acquisitions; Banks and Banking; Ethics; Negotiation; Valuation; Management; Banking Industry; United States

05 Jul 2006
Working Paper Summaries

Maximizing Joint Gains: Transaction Utility Within and Between Groups

Keywords: by Stephen Garcia, Max H. Bazerman & Dale Miller

September 2004 (Revised February 2007)
Case

Roller Coaster Ride, The: The Resignation of a Star

By: Boris Groysberg, Steve Balog and Jennifer Haimson

Presents a detailed account of power dynamics that unfold in the firm when one of its best and brightest threatens to leave. Focuses on the dynamics of attracting, retaining, compensating, negotiating, and leveraging a star performer in a professional services firm. A... View Details

Keywords: Talent and Talent Management; Compensation and Benefits; Resignation and Termination; Retention; Business or Company Management; Negotiation; Power and Influence

June 2013
Teaching Plan

The K-Dow Petrochemicals Joint Venture

By: Guhan Subramanian and Charlotte Krontiris

This case follows a two-part deal involving Dow Chemicals: Dow's ill-fated joint venture with the Kuwait Petroleum Corporation, the failure of which nearly scuttled Dow's simultaneous acquisition of Rohm & Haas. Focusing on Dow CEO Andrew Liveris, this case examines... View Details

Keywords: Dow Chemicals; Kuwait; Financial Crisis; Negotiation Process; Joint Ventures; Corporate Disclosure; Acquisition; Chemical Industry; Kuwait

February 2014 (Revised May 2016)
Case

The Rawlinsons: Facing Life and Career Decisions as a Couple

By: Boris Groysberg and Kerry Herman

The Rawlinsons, a young, ambitious, career-minded couple, are considering their life and career goals. They are both successful, have aspirations to serve in public office, and are negotiating important career choices as a couple. View Details

Keywords: Talent Management; Career Management; Career Planning; Organizational Behavior; Work/life Balance; Work/family Balance; Careers; Talent and Talent Management; Human Capital; Work-Life Balance; Personal Development and Career; United States

Article

Open to Negotiation: Phenomenological Assumptions and Knowledge Dissemination

By: Corinne Bendersky and Kathleen L. McGinn

Phenomenological assumptions-assumptions about the fundamental qualities of the phenomenon being studied and how it relates to the environment in which it occurs-affect the dissemination of knowledge from subfields to the broader field of study. Micro-process research... View Details

Keywords: Framework; Knowledge Dissemination; Research; Organizations; Negotiation; Information Publishing

July 1985 (Revised July 1990)
Case

Atlantic Corp.

By: Peter Tufano

Two forest products manufacturers negotiate the sale of a group of assets. ACRS would allow the buyer to rapidly depreciate the stepped up basis to justify a high valuation. The seller recently paid greenmail, and this transaction may be linked to its desire to avoid... View Details

Keywords: Assets; Negotiation; Acquisition; Forest Products Industry