• winter 2007
• Article

Bargaining in the Shadow of PeopleSoft's (Defective) Poison Pill

By: Guhan Subramanian

Keywords: Negotiation; Software; Information Technology Industry

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Subramanian, Guhan. "Bargaining in the Shadow of PeopleSoft's (Defective) Poison Pill." Harvard Negotiation Law Review (winter 2007).

• February 2006 (Revised March 2006)
• Case

Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)

By: Deepak Malhotra and Maly Hout

On September 15, 2004, the existing collective bargaining agreement (CBA) between the National Hockey League (NHL) and the National Hockey League Players' Association (NHLPA) expired. Because the two sides had failed to negotiate a new CBA by that date, NHL... View Details

Keywords: Negotiation Tactics; Negotiation Participants; Trust; Sports; Compensation and Benefits; Sports Industry; United States

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Malhotra, Deepak, and Maly Hout. "Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)." Harvard Business School Case 906-038, February 2006. (Revised March 2006.)

• fall 2005
• Article

Takeover Defenses and Bargaining Power

By: Guhan Subramanian

Keywords: Negotiation; Integration

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Subramanian, Guhan. "Takeover Defenses and Bargaining Power." Journal of Applied Corporate Finance 17, no. 4 (fall 2005).

• June 2005
• Article

Compensatory Transfers in Two-Player Decision Problems

By: Jerry R. Green

This paper presents an axiomatic characterization of a family of solutions to two-player quasi-linear social choice problems. In these problems the players select a single action from a set available to them. They may also transfer money between... View Details

Keywords: Bargaining; Cost Allocation; Decision Making

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Green, Jerry R. "Compensatory Transfers in Two-Player Decision Problems." International Journal of Game Theory 33, no. 2 (June 2005): 159–180.

• January 2005 (Revised February 2005)
• Case

Ray Rogers and the Corporate Campaign (A)

By: James K. Sebenius and Michael A. Wheeler

Sets the stage for analyzing the strategy of labor organizer Ray Rogers in bringing J.P. Stevens to the bargaining table when conventional union tactics failed. Though set in the specific context of labor-management relations, it illustrates much more fundamental... View Details

Keywords: Strategy; Negotiation Preparation; Negotiation Tactics; Labor Unions; Labor and Management Relations; Manufacturing Industry; United States

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Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (A)." Harvard Business School Case 905-054, January 2005. (Revised February 2005.)

• 2005
• Working Paper

Additive Rules for the Quasi-linear Bargaining Problem

By: Christopher P. Chambers and Jerry R. Green

We study the class of additive rules for the quasi-linear bargaining problem introduced by Green. We provide a characterization of the class of all rules that are e¢ cient, translation invariant, additive, and continuous. We present several subfamilies of rules: the... View Details

Keywords: Econometric Models

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Chambers, Christopher P., and Jerry R. Green. "Additive Rules for the Quasi-linear Bargaining Problem." Working Paper, January 2005.

• November 2004
• Article

True or False? Lie Detection at the Bargaining Table

By: Michael Wheeler

Keywords: Negotiation

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Wheeler, Michael. "True or False? Lie Detection at the Bargaining Table." Negotiation 7, no. 11 (November 2004).

• 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

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Groysberg, Boris, Steve Balog, and Jennifer Haimson. "Roller Coaster Ride, The: The Resignation of a Star." Harvard Business School Case 405-031, September 2004. (Revised February 2007.)

• December 2003
• Article

Bargaining in the Shadow of Takeover Defenses

By: Guhan Subramanian

Keywords: Negotiation; Integration

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Subramanian, Guhan. "Bargaining in the Shadow of Takeover Defenses." Yale Law Journal 113, no. 3 (December 2003). (Selected by academics as one of the "top ten" articles in corporate/securities law for 2004, out of 439 articles published in that year.)

• November 2003
• Article

Bargaining under a Deadline: Evidence from the Reverse Ultimatum Game

By: Uri Gneezy, Ernan Haruvy and A. E. Roth

Keywords: Negotiation

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Gneezy, Uri, Ernan Haruvy, and A. E. Roth. "Bargaining under a Deadline: Evidence from the Reverse Ultimatum Game." Special Issue in Honor of Robert W. Rosenthal Games and Economic Behavior 45, no. 2 (November 2003): 347–368.

• October 2003
• Article

The Determinants of Board Structure at the Initial Public Offering

By: Malcolm Baker and Paul Gompers

This paper describes board size and composition and investigates the role of venture capital in a sample of 1,116 firms' initial public offerings. First, firms backed by venture capital have fewer insider and instrumental directors and more independent... View Details

Keywords: Governing and Advisory Boards; Venture Capital; Initial Public Offering; Managerial Roles; Power and Influence

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Baker, Malcolm, and Paul Gompers. "The Determinants of Board Structure at the Initial Public Offering." Journal of Law & Economics 46, no. 2 (October 2003): 569–598.

• September 2003
• Case

Growing Up in China: The Financing of BabyCare Ltd.

By: Mihir A. Desai and Mark Veblen

The CFO of this infant nutritional products company must choose among competing financing offers. The interplay of Chinese legal and customs restrictions and venture capitalists' bargaining techniques challenge the CFO to navigate a tricky negotiation and to devise a... View Details

Keywords: Venture Capital; Working Capital; Emerging Markets; Entrepreneurship; Business Startups; China

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Desai, Mihir A., and Mark Veblen. "Growing Up in China: The Financing of BabyCare Ltd." Harvard Business School Case 204-029, September 2003.

• September 2003 (Revised October 2020)
• Exercise

RetailMax: Role for Cam Archer

By: Kathleen McGinn and Dina Witter

This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that... View Details

Keywords: BATNA; Decision Trees; Negotiation; Compensation and Benefits; Personal Development and Career; Retail Industry

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McGinn, Kathleen, and Dina Witter. "RetailMax: Role for Cam Archer." Harvard Business School Exercise 904-024, September 2003. (Revised October 2020.)

• September 2003 (Revised September 2018)
• Exercise

RetailMax: Role for Regan Kessel

By: Kathleen McGinn and Dina Witter

This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that... View Details

Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry

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McGinn, Kathleen, and Dina Witter. "RetailMax: Role for Regan Kessel." Harvard Business School Exercise 904-025, September 2003. (Revised September 2018.)