Publications
Publications
Show Results For
- All HBS Web
(727)
- Faculty Publications (227)
- May 2011 (Revised July 2012)
- Exercise
Remicade/Simponi: Confidential Instructions for Merck
By: Guhan Subramanian and Rhea Ghosh
This two-party negotiation exercise features a real-life dispute between Merck and Johnson & Johnson regarding European distribution rights to two highly lucrative drugs. View Details
- February 2011 (Revised May 2011)
- Case
Marlin & Associates and the Sale of Riverview Technologies
By: Richard S. Ruback and Royce Yudkoff
Riverview Technologies was a Stockholm, Sweden-based company that had developed software hedge funds. After spending more than a year in an organized sale process, the winning bidder had become increasingly difficult to work with and the closing had been substantially... View Details
- February 2011 (Revised February 2018)
- Case
Greg Mazur and the Purchase of Great Eastern Premium Pet Foods
By: Richard S. Ruback and Royce Yudkoff
Greg Mazur decided to purchase a small business after graduating from the Harvard Business School. The case explores his decision about whether or not he should finalize his deal to purchase Great Eastern Premium Pet Foods, Inc. ("GEPP"). It gives students the... View Details
- January 2011
- Article
Developing Superior Negotiation Case Studies
While a great deal of excellent advice exists for producing case studies on managerially relevant topics in general, negotiation cases have distinctive aspects that merit explicit treatment. This article offers three types of tailored advice for producing cases on... View Details
- November 2010
- Supplement
Dow's Bid for Rohm and Haas (CW)
By: Benjamin C. Esty
Spreadsheet Supplement for 211020. View Details
- November 2010
- Article
Beyond the Deal: Wage a 'Negotiation Campaign'
While negotiation scholars primarily take the individual transaction as the "unit of analysis," this article characterizes the (new) concept of a "negotiation campaign" in which a number of individual deals must be put together, often on multiple "fronts," to realize a... View Details
- 2010
- Working Paper
Developing Negotiation Case Studies
While a great deal of excellent advice exists for producing case studies on managerially relevant topics in general, negotiation cases have distinctive aspects that merit explicit treatment. This article offers three types of tailored advice for producing cases on... View Details
- April 2010 (Revised October 2010)
- Case
Vale: Global Expansion in the Challenging World of Mining
By: Tarun Khanna, Aldo Musacchio and Ricardo Reisen de Pinho
In 2009 the management of Vale, a Brazilian diversified mining company and the largest iron ore producer in the world, was under pressure from at least two fronts. First, the emergence of China as the most important consumer of iron ore in the last few years had... View Details
- April 2010
- Supplement
Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (B)
By: James K. Sebenius and Ellen Knebel
This case describes the multi-prong negotiating approach that Bill Nichol, Kentucky Derby Hosiery Co. CEO, took to deal with an ultimatum from his largest customer, as well as the outcome of this process. It concludes with a number of Nichol's observations about... View Details
- March 2010 (Revised January 2012)
- Case
Bank of America-Merrill Lynch
By: Guhan Subramanian and Nithyasri Sharma
In September 2008, as Lehman Brothers struggled to survive, John Thain, CEO of Merrill Lynch, realized that his bank was also on the brink of failure. Throughout the weekend of September 13–14, 2008, Thain successfully negotiated a deal with Ken Lewis, CEO of Bank of... View Details
- February 2010
- Supplement
Real Property Negotiation Game (CW): Excel Model
By: Arthur I. Segel, John Vogel and Justin Seth Ginsburgh
This Excel model is used to analyze the deals made in The Real Property Negotiation Game, which simulates the experience negotiating the sale, purchase, or financing of a property. View Details
- December 2009
- Article
Negotiation? Auction? A Deal Maker's Guide
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
- October 2009
- Article
Negotiation Analysis: From Games to Inferences to Decisions to Deals
Exemplified by the pioneering work of Howard Raiffa and often expressed in the pages of the Negotiation Journal, the emergent prescriptive field of "negotiation analysis" progressively developed from Raiffa's early contributions to game theory and to his later... View Details
- April 2009 (Revised April 2009)
- Case
Immusol and Novartis
By: Regina E. Herzlinger, Keyne M. Monson, Juan D. Betancourt and Victor Li
Should Immusol strive to become a fully integrated pharmaceutical company? How should a small pharmaceutical company structure a deal for its novel technology with the giant Novartis? View Details
- April 2009
- Teaching Note
Amylin Pharmaceuticals: Diabetes and Beyond (TN)
By: Richard G. Hamermesh and Rachel Gordon
Teaching Note for [809011]. View Details
- March 2009
- Teaching Note
Proteus Biomedical: Making Pigs Fly (TN)
Teaching Note for [809051]. View Details
- March 2009 (Revised September 2010)
- Case
HOYA Corporation (A)
By: W. Carl Kester and Masako Egawa
In 2007, HOYA of Japan must decide whether to change its friendly exchange offer for Pentax into a hostile cash tender offer. A surprising sequence of events had caused a friendly merger agreement to fall apart, resulting in a boardroom coup at Pentax and the... View Details
- March 2009 (Revised January 2010)
- Supplement
The Walt Disney Company and Pixar Inc.: To Acquire or Not to Acquire? An Update
By: Juan Alcacer, David J. Collis and Mary Furey
This four-page update to the case, "The Walt Disney Company and Pixar Inc.: To Acquire or Not to Acquire?" details the Walt Disney Company's acquisition of Pixar, including deal terms, executive appointments, and operating guidelines for the two studios. View Details
- 2009
- Simulation
Finance Simulation: M&A in Wine Country: No. 3289.
By: Timothy A. Luehrman and W. Carl Kester
In this simulation, students play the role of CEO at one of three publicly-traded wine producers: Starshine, Bel Vino, or International Beverage. Each player evaluates merger and/or acquisition opportunities among the three companies and then determines reservation... View Details
- December 2008 (Revised October 2013)
- Case
Amylin Pharmaceuticals: Diabetes and Beyond (A)
By: Richard G. Hamermesh and Rachel Gordon
Ginger Graham, CEO of Amylin Pharmaceuticals, joined the company with the expectation of taking the company's signature drug, Symlin, to market. However, unforeseen regulatory challenges have put the approval process in jeopardy. At the same time, the company has a... View Details