Publications
Publications
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- All HBS Web
(3,411)
- Faculty Publications (1,279)
- October 1990
- Case
Parenting Magazine
Describes a set of decisions confronting Robin Wolaner, who is negotiating with representatives of Time Inc. about investing in a project to launch a new magazine called Parenting. The negotiations have reached an impasse. Among the issues to be considered are the... View Details
- October 1990 (Revised April 1991)
- Case
RU 486 (A)
Describes the factors faced by Roussel UCLAF, a French drug company, in deciding whether and how to market a controversial new drug, RU 486, which is often called "the French abortion pill." Roussel's decision involved its relations with the French government, its... View Details
- July 1990
- Background Note
Note on Acquiring Bank Credit
By: Amar Bhide and Howard H. Stevenson
Outlines the issues and alternatives faced by start-up businesses in attracting bank credit. The topics covered are how to lay the groundwork for establishing a banking relationship, selecting a bank, preparing an application, and negotiating a loan. View Details
- July 1990
- Article
A Perspective on Negotiation Research in Accounting and Auditing
By: J. K. Murnighan and M. H. Bazerman
- June 1990 (Revised August 1990)
- Supplement
Sun Microsystems, Inc.--1987 (B)
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
- June 1990
- Article
The Role of Bargaining Zones and Agents: A Negotiation Simulation
By: Y. M. Kim, M. H. Bazerman and M. A. Neale
Keywords: Negotiation
- 1990
- Book
Research on Negotiation in Organizations: A Series of Analytical Essays and Critical Reviews
By: B. H. Sheppard, M. H. Bazerman and R. J. Lewicki
- April 1990 (Revised June 1993)
- Teaching Note
Understanding the U.S. Dollar in 1985 & 1987, Teaching Note
By: W. Carl Kester
- April 1990 (Revised November 1992)
- Case
Population Services International: The Social Marketing Project in Bangladesh (Abridged)
By: James E. Austin
Population Services International (PSI) was a not-for-profit agency founded to disseminate family planning information and to market birth control products, primarily in less developed countries seeking to curb their population explosions. In 1976, PSI concluded an... View Details
- March 1990 (Revised October 1994)
- Case
IBM-Fujitsu Dispute
Describes a dispute between IBM and Fujitsu over allegations that Fujitsu stole proprietary IBM software for controlling mainframe computers. Also describes a novel arbitration agreement intended to resolve the dispute, an overview of intellectual property law in the... View Details
- 1990
- Article
Tactical Behavior and Negotiation Outcomes
By: L. R. Weingart, L. L. Thompson, J. S. Carroll and M. H. Bazerman
- December 1989 (Revised June 2003)
- Case
Bayside
By: William J. Poorvu and Richard Ellis Crum
Explores the issues associated with leasing office space in a softening market from the perspective of a young leasing agent. Addresses market and lease analysis, negotiating tactics and strategy, and management of a financial partnership. View Details
- July 1989 (Revised September 1989)
- Supplement
Merger Negotiations Between Farmland, Cenex, and Land O'Lakes (B)
By: Ray A. Goldberg
- 1989
- Chapter
Collaborative Arrangements and Global Technology Strategy: Some Evidence from the Telecommunications Equipment Industry
By: Gary P. Pisano and David Teece
- June 1989
- Article
An Experimental Study of Sequential Bargaining
By: J. Ochs and A. E. Roth
Keywords: Negotiation