Publications

2010
Case

Great Negotiator 2010: Martti Ahtisaari and the Helsinki Accords--Overcoming the Barriers

Keywords: Negotiation; Negotiation Process

May 2010 (Revised May 2013)
Case

C.K. Claridge, Inc.

Sued for patent infringement, chemical manufacturer C.K. Claridge tries to design a settlement strategy taking into account a decision analysis of litigating v. negotiating. The plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. (This... View Details

Keywords: Decision Making; Patents; Lawsuits and Litigation; Negotiation Style; Negotiation Tactics; Chemical Industry

Educators

December 2007 (Revised April 2008)
Exercise

The Elcer Products Transaction: Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH

In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH... View Details

Keywords: Mergers and Acquisitions; Managerial Roles; Negotiation Deal; Negotiation Process; Negotiation Tactics

January 1992
Article

On 'Offers That Cannot Be Refused'

Keywords: Assets

May 2001 (Revised April 2005)
Exercise

Betonn Corporation: Confidential Negotiation Information

A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a... View Details

Keywords: Negotiation Types; Joint Ventures; Conflict Management; Information Technology; Information Technology Industry

spring 1983
Article

Negotiation Arithmetic: Adding and Subtracting Issues and Parties

Keywords: Negotiation

November 1999
Case

Doyle's Dealmaking Dilemma: Negotiating the Job Search

MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. View Details

Keywords: Compensation and Benefits; Job Interviews; Job Search; Negotiation Process; Negotiation Tactics

January 1997
Exercise

Negotiating Corporate Change: Confidential Information, Paul Stokes, VP, Health and Beauty Aids Division

This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Paul Stokes as he attempts to negotiate a new uniform corporate information... View Details

Keywords: Business Units; Transformation; Information Management; Negotiation Deal; System; Beauty and Cosmetics Industry; Health Industry

January 1994 (Revised December 1994)
Exercise

Four-Way Organization

Three divisions seek to form a two- or three-way conglomerate of maximum economic value. A manager seeks to assist them. Individual and shared interests are in conflict. View Details

Keywords: Decision Making; Negotiation; Business Conglomerates; Alliances

June 2004
Article

Mapping Backward: Negotiating in the Right Sequence

Keywords: Negotiation

summer 2002
Article

Negotiating Lessons from the Browser Wars

Keywords: Negotiation; Learning; Web

1982
Chapter

Deep Ocean Mineral Resources

Keywords: Metals and Minerals; Mining; Natural Environment; Mining Industry

21 Apr 2009
First Look

First Look: April 21, 2009

ratings that guide investors to select "socially responsible," and avoid "socially irresponsible," companies. We examine how several hundred firms respond to corporate environmental ratings issued by a prominent... View Details

Keywords: Martha Lagace

10 Aug 2015
News

Helping the Unemployed Find Work and Self-Esteem

In the late 1990s, when the UK recruitment firm started in 1960 by his father, Sir Alec Reed, won a government contract to provide welfare-to-work employment services, James Reed (MBA 1990) knew success... View Details

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 professor View Details

Summer 2008
Editorial

Will the Stork Return to Europe and Japan? Understanding Fertility within Developed Nations

By: James Feyrer, Bruce Sacerdote and Ariel Dora Stern

Only a few rich nations are currently at replacement levels of fertility and many are considerably below. We believe that changes in the status of women are driving fertility change. At low levels of female status, women specialize in household production and... View Details

Keywords: Income; Household; Gender; Japan; Italy; United States; Sweden; Spain