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- Winter 2021
- Article
Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation
By: James K. Sebenius, Ben Cook, David A. Lax, Isaac Silberberg and Paul Levy
While social media has had profound effects in many realms, the theory and practice of negotiation have remained relatively untouched by this potent phenomenon. In this article, we survey existing research in this area and develop a broader framework for understanding... View Details
- Winter 2021
- Editorial
Introduction
This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the... View Details
- January 2021
- Article
Sales Hiring Is Hard to Do (Don't Make It Harder)
In the aggregate, hiring in sales is more expensive than many companies’ cap-ex decisions. But it rarely gets the same attention and companies fail to deal with challenges inherent in sales hiring. Unlike many other business functions, there is no easily identified... View Details
- December 2020
- Case
Château Margaux: Serving Up the Third Wine
By: Elie Ofek
In fall 2019, Corinne Mentzelopoulos, owner of the famous first-growth Château Margaux, is pondering a series of decisions with respect to the chateau's third wine. Margaux du Château Marguax, as this wine was called, was launched in 2013 with a particular goal in mind... View Details
- December 2020
- Article
Taking Innovation to the Streets: Micro-geography, Physical Structure and Innovation
By: Maria P. Roche
In this paper, we analyze how the physical layout of cities affects innovation by influencing the organization of knowledge exchange. We exploit a novel data set covering all Census Block Groups in the contiguous United States with information on innovation outcomes,... View Details
- November 2020
- Article
Migrant Inventors and the Technological Advantage of Nations
By: Dany Bahar, Prithwiraj Choudhury and Hillel Rapoport
We investigate the relationship between the presence of migrant inventors and the dynamics of innovation in the migrants’ receiving countries. We find that countries are 25 to 60 percent more likely to gain advantage in patenting in certain technologies given a twofold... View Details
- October 2020 (Revised July 2023)
- Case
UCK Partners: Gong Cha
By: Victoria Ivashina and Sangyun Lee
In the Spring of 2017, Soomin Kim, Founding Partner of UCK Partners, and his team were debating the potential exit of UCK Partner’s investment in Gong Cha Korea, the sole local franchisor of the premium milk tea brand that they proprietarily sourced three years ago.... View Details
- Fall 2020
- Article
Sizing Up Corporate Restructuring in the COVID Crisis
By: Robin Greenwood, Benjamin Iverson and David Thesmar
In the wake of the COVID-19 pandemic, the financial and legal system will need to deal with a surge of financial distress in the business sector. Some firms will be able to survive, while others will face bankruptcy and thus need to be liquidated or reorganized. Many... View Details
- September 2020
- Case
Blackstone: Crocs Investment
By: Victoria Ivashina, John D. Dionne and Terrence Shu
This case follows Prakash Melwani (HBS MBA '86), CIO of Blackstone's Private Equity Group, and his teams’ investment in the footwear company Crocs. Instead of a traditional secondary offering, Crocs opted for a unique deal structure by taking Blackstone's cash in a... View Details
- September 2020 (Revised June 2021)
- Supplement
Eaton Corporation: Portfolio Transformation and The Cost of Capital
By: Benjamin C. Esty, Scott Mayfield and Daniel Fisher
In 2000, Eaton Corporation was a broadly diversified industrial conglomerate. But its strategy was evolving and its focus was narrowing around “power management” and more recently on “intelligent power,” the use of digitally enabled products and services designed to... View Details
- September 2020 (Revised January 2021)
- Case
Catalys Pacific
In 2019, BT Slingsby founds Catalys Pacific, the first biotech “venture creation” fund in Tokyo. After convincing some of the biggest Japanese pharmaceutical firms to invest, BT hopes the fund can make a big splash and transform biotechnology innovation in Japan. After... View Details
Keywords: Pharmaceutical Companies; Biotech; Health Care; Entrepreneur; Innovation; International Business; Entrepreneurial Finance; Entrepreneurship; Finance; Innovation Strategy; Venture Capital; Strategy; Cross-Cultural and Cross-Border Issues; Pharmaceutical Industry; Biotechnology Industry; Tokyo
- September 2020 (Revised June 2021)
- Case
Eaton Corporation: Portfolio Transformation and The Cost of Capital
By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher
In 2000, Eaton Corporation was a broadly diversified industrial conglomerate. But its strategy was evolving and its focus was narrowing around “power management” and more recently on “intelligent power,” the use of digitally enabled products and services designed to... View Details
- September 2020
- Case
Keeping It in the Family at the Hayden Saw Company
By: V.G. Narayanan and John Masko
In 2019, Board Chair and third-generation shareholder Helen Fullerton was preparing for a meeting to discuss Ohio-based Hayden Saw Company’s (Hayden) future as a family business. As the company entered its fifth decade, the Hayden family was dealing with three distinct... View Details
- September–October 2020
- Article
The Past, Present, and (Near) Future of Gene Therapy and Gene Editing
By: Julia Pian, Amitabh Chandra and Ariel Dora Stern
Emerging gene therapy and gene-editing technologies will have a growing impact on patient lives and health-care delivery. We analyzed a decade of data on clinical trials and venture capital investments to understand the likely trajectory of genetically focused... View Details
- September 2020 (Revised July 2022)
- Case
Tulsa Remote: Moving Talent to Middle America
By: Prithwiraj (Raj) Choudhury, Emma Salomon and Brittany Logan
Tulsa Remote sought to attract a diverse group of remote workers to the city of Tulsa, Oklahoma—and was willing to put its money where its mouth was, offering $10,000 and a range of wraparound services for its program participants. After a successful pilot year, which... 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
- 2020
- Book
Dealmaking: The New Strategy of Negotiauctions
Based on broad research and detailed case studies, Dealmaking provides the jargon-free, empirically sound advice you need to close the deal.
Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business... View Details
Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business... View Details
- July 2020
- Supplement
CSL Capital Management: Patriot Proppants (B)
By: Victoria Ivashina and Yury Kapko
This two-part case series follows CSL Capital’s 2009 investment in the greenfield manufacturing company, Patriot Proppants. CSL, a recently established investment firm, employs a unique investment model, funding new ("greenfield") energy service businesses that serve... View Details
- July 2020
- Article
The Persistent Effect of Initial Success: Evidence from Venture Capital
By: Ramana Nanda, Sampsa Samila and Olav Sorenson
We use investment-level data to study performance persistence in venture capital (VC). Consistent with prior studies, we find that each additional IPO among a VC firm's first ten investments predicts as much as an 8% higher IPO rate on its subsequent investments,... View Details
Keywords: Performance; Monitoring; Selection; Status; Venture Capital; Performance Consistency; Investment
- July 2020
- Article
Yiqing xia zhongguo qiye de duice xuanze [Lessons from Chinese Companies' Response to COVID-19]
By: Das Narayandas, Vinay Hebar and Liangliang Li
China was weeks ahead of the rest of the world in dealing with the pandemic and its fallout. To understand what's next, the authors conducted a series of 20 in-depth, in-person interviews, as well as a large-scale survey of more than 350 senior executives to ascertain... View Details