Publications

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June 2005
Case

Furqan Nazeeri and the IMTrader Spin-Out

By: Lynda M. Applegate and Brian DeLacey

Furqan Nazeeri is looking to spin out a promising set of products and technologies from an established financial services firm. Designed as an exercise in negotiation. Includes material from the original business plan, and it is possible to simulate a negotiation... View Details

Keywords: Business Startups; Business or Company Management; Negotiation Process; Product Development; Technology Adoption

September 2007 (Revised April 2013)
Case

Peter Welz: When a Marquee Prospect Plays Hardball (A)

By: James K. Sebenius and Ellen Knebel

Describes the hardball tactics facing Peter Welz, who seeks to negotiate a make-or-break contract with a vastly larger potential client. Welz's counterpart team is led by Preston Spitzer, a notoriously tough player who fully understands his side's massive advantages in... View Details

Keywords: Negotiation Process; Negotiation Tactics; Behavior; Conflict and Resolution; Competitive Advantage

May 2021
Case

Career at a Crossroads? (A)

By: James K. Sebenius and Alex Green

A career professional at a major consumer goods company, Kym Lew Nelson is hoping to negotiate a promotion to vice president, which would make her one of the senior-most African American women in the organization. But when Nelson’s white German boss arrives in the... View Details

Keywords: Culture; Negotiation; Race; Gender; Organizational Culture; Prejudice and Bias; United States

October 1995
Case

Johnson-Grace: March 1994

Johnson-Grace is a cash-strapped start-up company negotiating a licensing agreement with America OnLine (AOL), a leading provider of on-line services in the United States. The Johnson-Grace technology would enable AOL to transmit visual images to its customers more... View Details

Keywords: Business or Company Management; Online Technology; Negotiation; Business Startups

23 Jan 2014
Working Paper Summaries

Tommy Koh: Background and Major Accomplishments of the ’Great Negotiator, 2014

Keywords: by James K. Sebenius & Laurence A. Green

December 2006 (Revised March 2007)
Case

Common Agricultural Policy and the Future of French Farming

By: J. Gunnar Trumbull, Vincent Marie Dessain and Elena Corsi

Presents the history and evolution of the EU Common Agricultural Policy, from early price supports to the 2003 decision to "decouple" payments to European farmers. Explores the logic behind agricultural supports, with a focus on the economic, political, and cultural... View Details

Keywords: History; Agreements and Arrangements; Price; Policy; Trade; Agribusiness; Agriculture and Agribusiness Industry; France; European Union

29 May 2007
First Look

First Look: May 29, 2007

Working PapersLeading and Creating Collaboration in Decentralized Organizations Authors:Heather M. Caruso, Todd Rogers, and Max Bazerman Download the paper: http://www.hbs.edu/research/pdf/07-090.pdf Extremeness Seeking: When and Why Consumers Prefer the Extremes... View Details

Keywords: Martha Lagace

October 2008 (Revised September 2011)
Supplement

PepsiCo's Bid for Quaker Oats (C)

By: Carliss Y. Baldwin

Third in a series of PepsiCo's bid for Quaker Oats. Describes the auction for Quaker Oats including terms of the bids. After winning the auction, Coke's stock price fell dramatically. Coke's Board then refused to approve the deal and withdrew. Quaker then approached... View Details

Keywords: Mergers and Acquisitions; Stocks; Governing and Advisory Boards; Auctions; Bids and Bidding; Negotiation Tactics; Valuation; Food and Beverage Industry

October 1996 (Revised April 1998)
Case

Mobil USM&R (D): Gasoline Marketing

By: Robert S. Kaplan

Mobil US Marketing & Refining has shifted from a centralized staff-driven organization to decentralized business-units. Staff functions now must negotiate service agreements with a buyer's committee consisting of representatives from the profit-center business units.... View Details

Keywords: Balanced Scorecard; Management Teams; Human Resources; Agreements and Arrangements; Organizational Change and Adaptation; Customers; Situation or Environment; Business Units; Energy Industry; Mining Industry; United States

December 2002 (Revised February 2005)
Case

Cap Gemini Ernst & Young (B): A Global Merger

By: Ashish Nanda

The negotiations for the merger between Cap Gemini and Ernst & Young conclude, resolving issues of how to bring together Ernst & Young consulting partnerships from all over the world into the publicly held Cap Gemini. Reactions to the merger were optimistic within Cap... View Details

Keywords: Partners and Partnerships; Negotiation; Multinational Firms and Management; Mergers and Acquisitions; Cross-Cultural and Cross-Border Issues

04 Apr 2016
Working Paper Summaries

Preparing the Self for Team Entry: How Relational Affirmation Improves Team Performance

Keywords: by Julia J. Lee, Francesca Gino, Daniel M. Cable, and Bradley R. Staats

June 2019
Teaching Note

Zebra Medical Vision

By: Shane Greenstein and Sarah Gulick

Teaching note is meant to accompany Zebra Medical Vision case, which offers a look at a company’s decisions as a small startup competing with other startups and major technology companies. It also demonstrates the challenges faced by a machine learning company working... View Details

Keywords: Business Startups; Science-Based Business; Applications and Software; Patents; Cross-Cultural and Cross-Border Issues; Health Care and Treatment; Health Industry; Medical Devices and Supplies Industry; Technology Industry; Israel

February 1998
Case

Creating the International Trade Organization

By: David A. Moss, George R. Appling and Andrew D Archer

In the late 1940s, officials at the U.S. State Department began campaigning for the creation of an International Trade Organization (ITO). This new organization would oversee global negotiations on trade liberalization, foreign direct investment, cartels, and commodity... View Details

Keywords: Mission and Purpose; Trade; Governing Rules, Regulations, and Reforms; Policy; Globalized Economies and Regions; Agreements and Arrangements; Foreign Direct Investment; Economic Systems; International Relations

30 Oct 2019
News

'You're planning to ask for a raise?' says a HBS professor, 'Stop right there.' Here are 7 rules for reframing your salary conversation for success.

05 Nov 2015
News

An inside view from Powell, complete with regrets

10 Jul 2020
News

How can cancer drug prices better match their benefits? Germany offers a cost-saving model

May 2025
Teaching Note

Clay Ridge Capital

By: William R. Kerr and Martin A. Sinozich

Teaching Note for HBS Case No. 823-089. Kel Jackson, with the support of his young family, has been searching for a manufacturing business to purchase. After a long process, Kel had submitted a written offer to buy Sheetfab that matched his original conversation with... View Details

Keywords: Acquisition; Entrepreneurship; Negotiation Offer; Manufacturing Industry