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  • March 1998 (Revised August 2000)
  • Case

Bumper Acquisition (C), A

By: James K. Sebenius and David T. Kotchen
Carries the negotiation between Thermo-Impact and Medallion Capital through October 1996. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. Students view developments from the perspective of Thermo-Impact's owners and must make decisions... View Details
Keywords: Decisions; Negotiation Process; Negotiation Participants; Entrepreneurship; Acquisition; Manufacturing Industry; Auto Industry; Illinois
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  • 01 Jun 1996
  • News

New Releases

dozens of companies have been using the strategies of co-opetition not only to create "wins" for themselves, but to make it possible for their industry as a whole to grow. Wise Choices edited by Richard J. Zeckhauser, Ralph L. Keeney, and... View Details
  • Web

2024 Reunion Presentations - Alumni

Harvard's Great Negotiators Professor James Sebenius (PHDBE 1980) + More Info - Slides – Less Info - Slides Since 2001, the Program on Negotiation—an interuniversity consortium... View Details
  • March 1998
  • Case

Bumper Acquisition (B), A

By: James K. Sebenius and David T. Kotchen
Picks up the negotiation between Thermo-Impact and Medallion Capital where the (A1) and A2) cases leave off. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. This case brings the negotiation through May 1996. Students view developments... View Details
Keywords: Negotiation Process; Negotiation Tactics; Negotiation Participants; Decision Making; Entrepreneurship; Manufacturing Industry; Auto Industry; Illinois
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  • August 3, 2004
  • Article

Negotiation: The Right Set-up Makes a Deal

By: James Sebenius and David Lax
Keywords: Negotiation
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  • 13 Jan 2015
  • First Look

First Look: January 13

Trade Agreement: A Multi-Front 'Negotiation Campaign' By: Green, Laurence A., and James K. Sebenius Abstract—Complex, multiparty negotiations are... View Details
Keywords: Sean Silverthorne
  • March 1998
  • Case

Bumper Acquisition (A2), A: Confidential Information for Medallion Capital, Inc.

By: James K. Sebenius and David T. Kotchen
Located in Mundelein, IL, Thermo-Impact, Inc. is a rapidly growing, private firm that manufactures automotive bumpers. In 1995, a number of large automotive supply companies and a private equity investment firm offer to buy Thermo-Impact. The cases in this series focus... View Details
Keywords: Private Equity; Valuation; Negotiation Participants; Decision Making; Negotiation Process; Entrepreneurship; Negotiation Offer; Acquisition; Manufacturing Industry; Auto Industry; Illinois
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  • January 1998
  • Case

From Wall Street to Main Street: Morgan Stanley, Dean Witter, Discover & Co.

By: James K. Sebenius and David T. Kotchen
Designed as a follow-up to Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A). View Details
Keywords: Negotiation; Valuation; Investment Banking; Mergers and Acquisitions; Banking Industry; Financial Services Industry
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  • September 1997 (Revised May 1999)
  • Case

Precision Controls, Inc.

By: James K. Sebenius and David T. Kotchen
Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details
Keywords: Information Technology; Valuation; Research and Development; Negotiation Process; Stock Shares; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota
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  • September 1997 (Revised May 1999)
  • Case

Automated Intelligence Corporation

By: James K. Sebenius and David T. Kotchen
Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details
Keywords: Information Technology; Valuation; Research and Development; Stock Shares; Negotiation Process; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota
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  • 02 Jan 2007
  • Research & Ideas

Most Popular Articles of 2006

encourage production. Negotiating in Three Dimensions "Negotiation is increasingly a way of life for effective managers," say HBS professor James Sebenius View Details
Keywords: by Sean Silverthorne
  • February 2003
  • Article

Negotiating the Spirit of the Deal

By: Ron S. Fortgang, David A. Lax and James K. Sebenius
Keywords: Negotiation
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  • Web

Rock 100: The Summit - Entrepreneurship

Compilation of posts on business development , Tom Eisenmann Don't be Shark Bait - Protecting your Financial Upside as an Entrepreneur 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals , David View Details
  • Web

Impact & Testimonials | Information Technology

I’ve experienced in other remote settings. And the attention to detail the HBS Live Online Classrooms team brings to each session elevates the experience even further. It’s been a game-changer for us. Youngme Moon , Donald View Details
  • 04 Jan 2012
  • First Look

First Look: January 4

maximize joint industry profits. Download the paper: http://www.hbs.edu/research/pdf/12-045.pdf From Single Deals to Negotiation Campaigns Authors:David A. Lax and James View Details
Keywords: Carmen Nobel
  • 26 Sep 2007
  • Sharpening Your Skills

Sharpening Your Skills: Negotiation

a family business? What's the strategic way to make concessions? How Can I Negotiate More Skillfully And Confidently? Negotiating in Three Dimensions "Negotiation is increasingly a way of life for effective managers," say HBS View Details
  • Web

Digital Archival Resources - Georges F. Doriot : Educating Leaders, Building Companies, Baker Library, Harvard Business School

H. Lavalle, Ralph T. Linsalata, Charles L. Parker, James C. Pigott. The Commercial Development and Application of Laser Technology. New York: Hobbs, Dorman, 1965. Table of Contents Introductory View Details
  • Web

Digital Archival Resources - Georges F. Doriot : Educating Leaders, Building Companies, Baker Library, Harvard Business School

H. Lavalle, Ralph T. Linsalata, Charles L. Parker, James C. Pigott. The Commercial Development and Application of Laser Technology. New York: Hobbs, Dorman, 1965. Table of Contents Introductory View Details
  • 27 Aug 2020
  • Other Presentation

How Social Media Can Kill or Enhance Your Deals

By: David A. Lax, James K. Sebenius and Ben Cook
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  • 01 Jun 2003
  • News

Student Conferences, at a Glance

Fitzhugh Conference Redefining Wealth: Claim It, Grow It, Sustain It January 31–February 2, 2003 Sponsor: HBS African-American Student Union Keynote speaker: Benaree Pratt Wiley (MBA 1972), president & CEO, The Partnership, Inc. Bert King Award for Service to the... View Details
Keywords: Colleges, Universities, and Professional Schools; Colleges, Universities, and Professional Schools