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  • June 1994 (Revised February 1999)
  • Case

Marcia Radosevich and Health Payment Review--1989 (A)

Martha Radosevich, president of Health Payment Review, a small software start-up, confronts a serious cash-flow problem: Health Payment Review has built a PC-based prototype but has run out of funds to build a commercially acceptable mainframe product. As a stop-gap... View Details
Keywords: Negotiation; Cash Flow; Entrepreneurship; Applications and Software; Sales; Information Technology Industry
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Bhide, Amar. "Marcia Radosevich and Health Payment Review--1989 (A)." Harvard Business School Case 394-204, June 1994. (Revised February 1999.)
  • January 2021 (Revised March 2021)
  • Case

Juno (A): Leveraging Student Power

By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
In March 2020, Chris Abkarians and Nikhil Agarwal were in the midst of preparing the annual auction for their student loan assistance startup, Juno. Both current MBA students at Harvard Business School, the duo founded Juno in 2018 to leverage student bargaining power... View Details
Keywords: Decision Making; Decision Choices and Conditions; Decisions; Cost vs Benefits; Education; Higher Education; Finance; Borrowing and Debt; Strategy; Adaptation; Alignment; Negotiation; Agreements and Arrangements; Negotiation Participants; Negotiation Process; Negotiation Tactics; Negotiation Deal; Negotiation Offer; Negotiation Types; Financial Services Industry; Education Industry; North and Central America; United States; Massachusetts; Boston
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Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (A): Leveraging Student Power." Harvard Business School Case 921-032, January 2021. (Revised March 2021.)
  • October 2012 (Revised February 2013)
  • Case

Innova Capital: The Transition

By: Josh Lerner and Ann Leamon
The partners at Innova Capital, a leading mid-market private equity investor in Poland, must negotiate a transition of power between the two ex-patriate founders and three talented young Polish partners. If they fail to find an accomodation, the entire firm will... View Details
Keywords: Firm Structure; Career Management; Emerging Market; Succession; Entrepreneurship; Private Equity; Venture Capital; Negotiation; Investment; Restructuring; Transition
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Lerner, Josh, and Ann Leamon. "Innova Capital: The Transition." Harvard Business School Case 813-064, October 2012. (Revised February 2013.)
  • 17 Dec 2020
  • Video

Top 5 Cold Call Podcast Episodes for 2020

  • 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
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Kaplan, Robert S. "Mobil USM&R (D): Gasoline Marketing." Harvard Business School Case 197-028, October 1996. (Revised April 1998.)
  • 02 Aug 2021
  • News

Americans Owe $140 Billion in Medical Debt. Here’s How to Avoid It

  • 09 Aug 2011
  • News

Downgrading America?

  • 14 Jul 2015
  • News

Debt Should be a Guide to Policy Making

  • September 2007 (Revised May 2009)
  • Case

Syndexa and Technology Transfer at Harvard University

By: Richard G. Hamermesh and David Kiron
Gokhan Hotamisligil is a star researcher at Harvard School of Public Health who has made groundbreaking discoveries linking fat cells, inflammation, and diabetes. He now wants to form a company to commercialize these discoveries. At the same time, Isaac Kohlberg, the... View Details
Keywords: Business Startups; Higher Education; Entrepreneurship; Innovation and Invention; Intellectual Property; Rights; Agreements and Arrangements; Science-Based Business; Commercialization; Biotechnology Industry; Health Industry
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Hamermesh, Richard G., and David Kiron. "Syndexa and Technology Transfer at Harvard University." Harvard Business School Case 808-073, September 2007. (Revised May 2009.)
  • 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
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Greenstein, Shane, and Sarah Gulick. "Zebra Medical Vision." Harvard Business School Teaching Note 619-053, June 2019.
  • 06 Jan 2015
  • Working Paper Summaries

Henry A. Kissinger as Negotiator: Background and Key Accomplishments

Keywords: by James Sebenius & Laurence A. Green
  • January 2013 (Revised March 2013)
  • Supplement

MuMaté (B-2): Confidential for Cantor

By: Thomas R. Eisenmann and Alex Godden
MuMaté, a fictional cult beverage company, requires capital to fund national expansion. Its cofounders, who have bootstrapped to this point, are now negotiating with venture capital firms to raise a $3 million funding round. The case describes MuMaté's inception, early... View Details
Keywords: Venture Capital; Expansion; Negotiation; Valuation; Entrepreneurship; Food and Beverage Industry
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Eisenmann, Thomas R., and Alex Godden. "MuMaté (B-2): Confidential for Cantor." Harvard Business School Supplement 813-150, January 2013. (Revised March 2013.)
  • December 2009
  • Article

Negotiation? Auction? A Deal Maker's Guide

By: Guhan Subramanian
What's the best way to buy or sell an asset? Should you hold an auction and accept the most attractive offer? Or should you identify the most likely prospects and negotiate with them privately? Auctions became increasingly popular after the internet opened wide the... View Details
Keywords: Assets; Auctions; Market Transactions; Negotiation; Strategy; Decision Choices and Conditions
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Subramanian, Guhan. "Negotiation? Auction? A Deal Maker's Guide." Harvard Business Review 87, no. 12 (December 2009).
  • 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
Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
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Sebenius, James K., and Hannah Bowles. "Stone Container in Honduras (A)." Harvard Business School Case 897-172, March 1997. (Revised October 1999.)
  • July 2008 (Revised October 2024)
  • Supplement

UpDown: Confidential Instructions for PHUC

By: Noam Wasserman and Deepak Malhotra
Michael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement." Since then, Michael has found an angel investor and has worked non-stop on the business, while one co-founder... View Details
Keywords: Negotiation Participants; Agreements and Arrangements; Business Startups; Ownership Stake
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Wasserman, Noam, and Deepak Malhotra. "UpDown: Confidential Instructions for PHUC." Harvard Business School Supplement 809-023, July 2008. (Revised October 2024.)
  • March 2024 (Revised March 2024)
  • Supplement

Miracle Therapeutics (B)

By: Satish Tadikonda, William Marks and Wendi Yajnik
Supplements the (A) case. Following on the negotiations detailed in the Miracle Therapeutics (A) case, Beth Sharp and Jennifer Brilliant from Miracle Therapeutics face new challenges with their company's funding and intellectual property (IP) after several missteps.... View Details
Keywords: Business Startups; Financing and Loans; Intellectual Property; Problems and Challenges; Business or Company Management
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Tadikonda, Satish, William Marks, and Wendi Yajnik. "Miracle Therapeutics (B)." Harvard Business School Supplement 824-044, March 2024. (Revised March 2024.)

    Hedgehogs and Foxes: Character, Leadership, and Command in Organizations

    In this compelling look at charismatic leaders and their leadership styles, Abraham Zaleznik asserts that leaders are either... View Details
    • July–August 2020
    • Article

    Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market

    By: Lingling Zhang and Doug J. Chung
    The prevalence of online platforms opens new doors to traditional businesses for customer reach and revenue growth. This research investigates platform choice in a setting where prices are determined by negotiations between platforms and businesses. We compile a unique... View Details
    Keywords: Business-to-business Marketing; Platform Competition; Two-Sided Markets; Price Bargaining; Daily Deals; Structural Model; Digital Platforms; Competition; Price; Negotiation
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    Zhang, Lingling, and Doug J. Chung. "Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market." Marketing Science 39, no. 4 (July–August 2020): 687–706.

      Guhan Subramanian

      Guhan Subramanian is the Joseph Flom Professor of Law and Business at the Harvard Law School and the Douglas Weaver Professor of Business Law at the Harvard Business School. He is the first person in the history of Harvard... View Details

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