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Show Results For
- All HBS Web
(3,200)
- People (4)
- News (639)
- Research (2,151)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,756)
- April 2018
- Exercise
Stoy Foods: Role Information for Milan Stoyanovic
By: John Beshears
In this simulation exercise, four family members must negotiate over the future of the family business. Should the business be sold to a strategic buyer, or should the family retain control? If the business is sold, how should the proceeds of the sale be distributed... View Details
Keywords: Succession; Sale Of Business; Understanding Interests; Value Creation; Family Business; Business Exit or Shutdown; Negotiation; Ownership Stake; Perspective; Agreements and Arrangements
Beshears, John. "Stoy Foods: Role Information for Milan Stoyanovic." Harvard Business School Exercise 918-046, April 2018.
- July 1991 (Revised December 1993)
- Case
Grupo Industrial Alfa, S.A.--1982
The rapid depreciation of the peso in 1982 precipitated a crisis at Grupo Alfa, Mexico's largest private company. The company's peso cash flow was insufficient to service its large dollar-denominated debt. Students are asked to formulate a plan for restructuring Alfa's... View Details
Keywords: Currency Exchange Rate; Restructuring; Negotiation Participants; Business Strategy; Financial Crisis; Mexico
Fenster, Steven R. "Grupo Industrial Alfa, S.A.--1982." Harvard Business School Case 292-008, July 1991. (Revised December 1993.)
- April 2018
- Exercise
Stoy Foods: Role Information for Petja Stoyanovic
By: John Beshears
In this simulation exercise, four family members must negotiate over the future of the family business. Should the business be sold to a strategic buyer, or should the family retain control? If the business is sold, how should the proceeds of the sale be distributed... View Details
Keywords: Succession; Sale Of Business; Understanding Interests; Value Creation; Family Business; Business Exit or Shutdown; Negotiation; Ownership Stake; Perspective; Agreements and Arrangements
Beshears, John. "Stoy Foods: Role Information for Petja Stoyanovic." Harvard Business School Exercise 918-047, April 2018.
- July 1994 (Revised August 1994)
- Case
Pacific Bell: Centrex Reengineering
Describes the redesign and rollout of the new order-fulfillment process for a flagship product at Pacific Bell. Pacific Bell is one of the Regional Bell Operating Companies comprised of seven regional business units. Rather than implement the new process, roles, and... View Details
Keywords: Organizational Change and Adaptation; Change Management; Information Technology; Order Taking and Fulfillment; Telecommunications Industry
Stoddard, Donna B., and Sirkka Jarvenpaa. "Pacific Bell: Centrex Reengineering." Harvard Business School Case 195-098, July 1994. (Revised August 1994.)
- December 1994 (Revised September 1996)
- Case
Cementownia Odra (A)
The Polish government is privatizing Cementownia Odra, a cement firm. Tomasz Budziak, a team leader, is negotiating on behalf of the Polish Ministry of Privatization. Hans-Hugo Miebach, owner of a German cement company, has made an attractive offer; a deal hinges on... View Details
Wu, George, and Arnold Holle. "Cementownia Odra (A)." Harvard Business School Case 895-004, December 1994. (Revised September 1996.)
- 06 Sep 2016
- First Look
September 6, 2016
Final-Offer Arbitration Challenge Gives Negotiators a Valuable New Tool By: Bazerman, Max H., and Daniel Kahneman Abstract—In legal disputes, contested insurance claims, and similarly adversarial negotiations, one party is likely to open... View Details
Keywords: Carmen Nobel
- August 2012 (Revised March 2013)
- Case
Preem (A)
By: Bo Becker, Annelena Lobb and Aldo Sesia
High yield bond fund Proventus Capital Partners (PCP) has invested in underwater bonds issued by Preem, a large oil refinery. As maturity approaches, in the midst of financial crisis, Preem appear unlikely to be able to refinance. Meanwhile, Prreem has a complicated... View Details
Keywords: Insolvency and Bankruptcy; Financial Liquidity; Restructuring; Courts and Trials; Negotiation; Bonds; Mining Industry; Energy Industry; Europe
Becker, Bo, Annelena Lobb, and Aldo Sesia. "Preem (A)." Harvard Business School Case 213-008, August 2012. (Revised March 2013.)
- 10 Jan 2017
- First Look
First Look at New Research: January 10, 2017
“Who are the world’s best negotiators? What makes them effective?” Inevitably Henry Kissinger’s name comes up as an elite, if controversial, negotiator from whom we can learn a great deal. At a time of rancorous divisions in American... View Details
Keywords: Sean Silverthorne
- 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
Sebenius, James K., and David T. Kotchen. "Precision Controls, Inc." Harvard Business School Case 898-046, September 1997. (Revised May 1999.)
- June 2018 (Revised February 2019)
- Teaching Note
Home Nursing of North Carolina
By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld
In 2011, immediately after graduating HBS, Ari Medoff began a self-funded search for a small firm to buy and run as its CEO. After just three month of searching, he identified Home Nursing of North Carolina (HNNC), a home care agency based in Greensboro, NC, as a... View Details
- June 2007 (Revised March 2008)
- Case
Lazard LLC
By: Guhan Subramanian and Eliot Sherman
Describes Lazard's situation in 2001, and supplies context for the subsequent negotiation between its Chairman and his hand-picked successor. In 2001 Lazard, the last of the great investment houses to remain both private and in the control of its founding family, is in... View Details
Keywords: Mergers and Acquisitions; Family Business; Talent and Talent Management; Selection and Staffing; Management Succession; Negotiation Tactics; Financial Services Industry
Subramanian, Guhan, and Eliot Sherman. "Lazard LLC." Harvard Business School Case 907-046, June 2007. (Revised March 2008.)
- February 2012 (Revised August 2014)
- Case
Poles Apart on PZU (A)
By: Francesca Gino, Vincent Dessain, Karol Misztal and Michael Khayyat
In October 2008, Andrzej Klesyk, CEO of Poland's largest insurer PZU, reflected on possible ways of resolving a decade-long cross-border shareholder conflict at his company. Owned 55% by the Polish State Treasury and 33% by the Dutch insurer Eureko as of October 2008,... View Details
Gino, Francesca, Vincent Dessain, Karol Misztal, and Michael Khayyat. "Poles Apart on PZU (A)." Harvard Business School Case 912-013, February 2012. (Revised August 2014.)
- 2009
- Working Paper
A Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future
By: Chia-Jung Tsay and Max H. Bazerman
Through the decision-analytic approach to negotiations, the past quarter century has seen the development of a better dialog between the descriptive and the prescriptive, as well as a burgeoning interest in the field for both academics and practitioners. Researchers... View Details
Tsay, Chia-Jung, and Max H. Bazerman. "A Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future." Harvard Business School Working Paper, No. 10-002, July 2009.
- Research Summary
Anonymity and Identity
By: John A. Deighton
In most consumer markets, consumers are accustomed to operating in relative anonymity. A complex social adjustment is occurring as people realize that anonymity is often no longer their default condition - it must be sought and in some cases bought. New conceptions of... View Details
- February 2006 (Revised November 2012)
- Case
Corporate Responsibility & Community Engagement at the Tintaya Copper Mine (A)
By: V. Kasturi Rangan, Brooke Barton and Ezequiel Reficco
Located in the highlands of Peru, the Tintaya copper mine has long been a source of intense conflict between local community members and mine operators. The mine, which was owned and managed first by the Peruvian state and later by BHP Billiton, stands on 2,300... View Details
Keywords: Developing Countries and Economies; Multinational Firms and Management; Agreements and Arrangements; Corporate Social Responsibility and Impact; Business and Community Relations; Non-Governmental Organizations; Conflict Management; Mining Industry; Australia; Peru
Rangan, V. Kasturi, Brooke Barton, and Ezequiel Reficco. "Corporate Responsibility & Community Engagement at the Tintaya Copper Mine (A)." Harvard Business School Case 506-023, February 2006. (Revised November 2012.)
- Program
The Women's Leadership Forum
conditions Expand your organization's ability to innovate, capture new opportunities, and build advantage Develop and implement new strategies Negotiate skillfully inside and outside your company Become a more effective leader Address... View Details
- December 2005 (Revised May 2007)
- Case
Cynthia Fisher and the Rearing of ViaCell
By: Robert F. Higgins, Richard G. Hamermesh and Ingrid Vargas
Describes the start up of Viacord, a Boston-based medical services firm founded by Cynthia Fisher (HBS MBA) in 1993. Told from Fisher's perspective, the entrepreneur details the conceptualization and launch of the business and the many obstacles and expenses faced in... View Details
Keywords: Managerial Roles; Business Growth and Maturation; Entrepreneurship; Business Startups; Service Industry; Health Industry; Boston
Higgins, Robert F., Richard G. Hamermesh, and Ingrid Vargas. "Cynthia Fisher and the Rearing of ViaCell." Harvard Business School Case 806-002, December 2005. (Revised May 2007.)
- 2008
- Book
Managing Up
By: Linda A. Hill
Managing up is not political game playing. Rather, it's a conscious approach to working with your supervisor toward goals that are important to both of you. Through managing up, you build a productive working relationship with your boss and create a way to use the... View Details
Hill, Linda A. Managing Up. Boston, MA: Harvard Business Press, 2008. (Mentor.)
- October 2001 (Revised November 2001)
- Case
Provident Life and Accident Insurance: The Acquisition of Paul Revere
By: Mihir A. Desai, Frank Williamson, Mark Veblen and Yuming Zou
Provident Life & Accident Insurance Co. has made an initial bid to acquire a primary competitor, Paul Revere, from conglomerate, Textron. The due diligence process uncovers a significant block of problematic disability insurance policies. Provident is forced to assess... View Details
Keywords: Insurance; Financial Management; Mergers and Acquisitions; Policy; Investment; Business Strategy; Cash Flow; Price; Bids and Bidding; Financial Reporting; Business Conglomerates; Insurance Industry; Service Industry
Desai, Mihir A., Frank Williamson, Mark Veblen, and Yuming Zou. "Provident Life and Accident Insurance: The Acquisition of Paul Revere." Harvard Business School Case 202-044, October 2001. (Revised November 2001.)
- 02 Mar 2011
- News