Publications

February 1997
Case

Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (A) (Abridged)

By: Louis T. Wells Jr.

A large, lucrative power plant is negotiated for construction/operation by an American power company in India's evolving privatized power sector. The process of incorporating the project is captured in this case. The American company will own and operate the plant in... View Details

Keywords: Factories, Labs, and Plants; Transition; Energy Generation; Construction; Cross-Cultural and Cross-Border Issues; Emerging Markets; Negotiation Process; Production; Privatization; Energy Industry

January 1997 (Revised June 1997)
Case

Southwire: Beyond 2000

By: F. Warren McFarlan and Melissa Dailey

Southwire, based in Carrollton, GA, was the leading producer of aluminum and copper rod, wire, and cable for the transmission and distribution of electricity. In one decade, CEO Roy Richards, Jr. grew annual sales from $500 million in 1985 to $1.9 billion in 1995, an... View Details

Keywords: Leading Change; Growth Management; Competitive Strategy; Global Strategy; Manufacturing Industry

1997
Chapter

Negotiating Rationally: The Power and Impact of the Negotiator's Frame

By: M. A. Neale and M. H. Bazerman

Keywords: Negotiation Style; Negotiation Process

1996
Chapter

The Power of Predictability

By: H. H. Stevenson and Mihnea Moldoveanu

Keywords: Forecasting and Prediction

June 1996 (Revised July 2004)
Case

Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (C)

By: Krishna G. Palepu, V. Kasturi Rangan and Sarayu Srinivasan

Discusses the resolution of the canceled power project in Maharashtra. The contract between the American gas giant and Indian state government is renegotiated. View Details

Keywords: Negotiation Deal; Infrastructure; Outcome or Result; Performance Effectiveness; Energy Industry; United States

1996
Chapter

Frank Barron's Influence on Current and Future Generations of Creativity Researchers: Some Personal Reflections

By: T. M. Amabile, R. Conti and M. A. Collins

Keywords: Creativity; Research; Power and Influence

May 1996 (Revised December 1996)
Case

Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (B)

By: Krishna G. Palepu, V. Kasturi Rangan and Sarayu Srinivasan

A new administration/government takes power in a state in India and cancels a power project agreed upon/created by the previous state government and an American-based energy company. The project cancellation is based on allegations of irregularities, exorbitant costs,... View Details

Keywords: Cross-Cultural and Cross-Border Issues; Crisis Management; Business and Government Relations; Conflict Management; Energy Industry; India; United States

May 1996 (Revised July 1998)
Case

Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (A)

By: V. Kasturi Rangan, Krishna G. Palepu, Ahu Bhasin, Mihir A. Desai and Sarayu Srinivasan

A large, lucrative power plant is negotiated for construction/operation by an American power company in India's evolving privatized power sector. The process of incorporating the project is captured in this case. The American company will own and operate the plant in... View Details

Keywords: Change Management; Forecasting and Prediction; Private Sector; Cross-Cultural and Cross-Border Issues; Emerging Markets; Market Entry and Exit; Agreements and Arrangements; Private Ownership; Projects; Energy Industry; India; United States

February 1996 (Revised November 1996)
Case

Viacom, Inc.: Carpe Diem

By: Joseph L. Bower and Thomas R. Eisenmann

Viacom has reached a powerful position in the global entertainment industry through skillful and very bold acquisitions. Now its further expansion is challenged by the moves of Rupert Murdock's News Corp. Different businesses within Viacom have contradictory positions... View Details

Keywords: Acquisition; Cost vs Benefits; Decisions; Entertainment; Global Strategy; Management; Competition; Corporate Strategy; Expansion; Entertainment and Recreation Industry

January 1996 (Revised July 1996)
Case

Rabobank Nederland

By: Kenneth A. Merchant and Robert S. Kaplan

Describes the account manager's role and the history of one credit application. The purpose is to evaluate various methods the bank uses to influence account managers' behaviors. Also describes some alternatives being considered to improve the information systems used... View Details

Keywords: Financial Management; Managerial Roles; Accounting; Information Management; Banks and Banking; Power and Influence; Banking Industry; Netherlands

1996
Chapter

World Class Leaders: The Power of Partnering

By: R. M. Kanter

Keywords: Leadership; Partners and Partnerships

January 1996 (Revised February 1997)
Case

Tennessee Valley Authority: Option Purchase Agreements

By: Peter Tufano

James Cross, VP of customer planning at the Tennessee Valley Authority, a major supplier of electric power in the Southeast United States, is considering meeting its incremental capacity needs by creating new financial contracts, Option Purchase Agreements (OPAs) to... View Details

Keywords: Risk and Uncertainty; Risk Management; Energy Generation; Corporate Finance; Energy Industry; United States

1996
Book

Power Pricing: How Managing Price Transforms the Bottom Line

By: R. J. Dolan

1995
Chapter

Perspectives on PPP and Long-Run Real Exchange Rates

By: K. Froot and K. Rogoff

Keywords: Purchasing Power Parity; Commodities; International Finance

November 1995 (Revised February 2017)
Case

Luna Pen (A)

By: Kathleen McGinn and Michael Wheeler

Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm. View Details

Keywords: Strategy; Law; Negotiation Tactics; Decision Choices and Conditions; Gender; Culture; Trademarks; Power and Influence; Germany; Taiwan

November 1995 (Revised February 2017)
Supplement

Luna Pen (B)

By: Kathleen McGinn and Michael Wheeler

Presents a series of multiple choice options to be distributed and discussed in class. View Details

Keywords: Decisions; Strategy; Negotiation Tactics; Performance Evaluation; Gender; Culture; Power and Influence; Germany; Taiwan

November 1995 (Revised November 1999)
Case

National Power and the Privatization of the British Power Generation Industry

By: Willis M. Emmons III and Ed Simnett

The British government privatized the nation's electric utility sector in 1991 through a complex process involving the restructuring of the industry as well as the creation of a new regulatory oversight body. National Power plc, the largest of the privatized power... View Details

Keywords: Restructuring; Trade; Energy Generation; Governing Rules, Regulations, and Reforms; Markets; Monopoly; Privatization; Opportunities; Diversification; Expansion; Energy Industry; Utilities Industry

October 1995
Article

Influence Strategies in Buying Centers

By: R. Venkatesh, A. J. Kohli and Gerald Zaltman

Keywords: Strategy; Power and Influence

1995
Chapter

Investment in Pollution Compliance Options: The Case of Georgia Power

By: F. L. Reinhardt and M. Edleson

Keywords: Pollutants; Investment; Environmental Sustainability; Corporate Social Responsibility and Impact; Energy Industry; Georgia (state, US)