Publications

January 2019
Teaching Note

Iran on the Brink: The Nuclear Deal and the Future of the Islamic Republic

By: Jeremy Friedman

Keywords: Iran

June 2014
Article

Mastering the Intermediaries: Strategies for Dealing with the Likes of Google, Amazon, and Kayak

By: Benjamin Edelman

Many companies depend on powerful platforms which distinctively influence buyers' purchasing. (Consider, Google, Amazon, and myriad others in their respective spheres.) I consider implications of these platforms' market power, then suggest strategies to help companies... View Details

Keywords: Competition; Market Power; Dominance; Advertising Campaigns; Marketing Channels; Agreements and Arrangements; Competitive Strategy; Negotiation; Transportation Industry; Information Technology Industry; Web Services Industry

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March 2017 (Revised November 2017)
Case

Iran on the Brink: The Nuclear Deal and the Future of the Islamic Republic

By: Jeremy Friedman

July 2015
Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton's Internal Deliberation (A)—Charlton CEO

January 2017 (Revised August 2017)
Case

Earl Gordon - Eastern Circle

By: Steven Rogers and Greg White

This case follows an African-American entrepreneur through the process of sourcing a potential acquisition, valuing a company, and securing the funding to purchase the company. This entrepreneur must decide if he should close the deal and which financing term sheet to... View Details

August 2015
Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation (D)—Riva's CFO

July 2015
Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation: Charlton’s Internal Deliberation (B)—Charlton COO

07 Apr 2016
Working Paper Summaries

Strategic Channel Selection with Online Platforms: An Empirical Analysis of the Daily Deal Industry

Keywords: by Lingling Zhang and Doug J. Chung; Retail

March 2024
Supplement

Toby Norman: Is Passion Enough for Simprints to Thrive? Decision: Mexico Deal vs. Open Source

By: Jon M. Jachimowicz

September 2012 (Revised September 2014)
Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation, Round II: The Riva Team Perspective

By: A. Zelleke and Anthony Mayo

December 2015
Case

Difficult Conversations and Dealing with Challenging Situations at Work: The Friend Who Asked for Feedback

By: Boris Groysberg and Ann Leamon

Keywords: Feedback; Organization Behavior; Interpersonal Communication; Organizations

September 2012 (Revised September 2014)
Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation, Round II: The Charlton Team Perspective

By: Andy Zelleke and Anthony J. Mayo

May–June 2021
Article

Getting Up to Speed in Your Sales Efforts

By: Frank V. Cespedes and Zoran Latinovic

In a study before the pandemic, Pricewaterhouse Coopers found that companies had made little progress in the previous decade in speeding up their cash-conversion cycle, as the cash crunch generated by the pandemic painfully demonstrated. In most firms, sales velocity... View Details

Keywords: Sales Velocity; Opportunity Selection; Deal Size; Win Rate; Sales; Management; Cash Flow

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December 2015
Case

Difficult Conversations and Dealing with Challenging Situations at Work: The Partner Who Didn't Take Part

By: Boris Groysberg and Ann Leamon

Keywords: Organization Behavior; Interaction; Communication; Interpersonal Communication; Organizations; Interactive Communication

August 2015
Exercise

Finalizing a Deal between Riva Corporation and Charlton Corporation: Riva's Internal Deliberation (A)—Chief Administrative Officer

1989
Other Unpublished Work

Congressional Testimony on Dealing with Persistent Acquisition Problems - U.S. Senate, Committee on Armed Services

By: J. Ronald Fox

Keywords: Government and Politics; Contracts; Problems and Challenges; United States

December 2015
Case

Difficult Conversations and Dealing with Challenging Situations at Work: The Case of the Ineffectual FD

By: Boris Groysberg and Ann Leamon

Keywords: Communication; Organization Behavior; Interpersonal Interactions; Interpersonal Communication; Organizations

January 1997 (Revised November 1997)
Case

IBM and Siemens: Revitalizing the Rolm Division (B)

By: Ashish Nanda, Antonio Davila and Georgia Levenson

This supplement to the (A) case describes Siemens’ purchase of Rolm’s entire product development and manufacturing operation to form Rolm Systems and discusses the simultaneous 50/50 joint venture between IBM and Siemens to manage marketing, sales, and service for PBX... View Details

Keywords: Manufacturing; Deal; Dealmaking; IBM; Siemens; Product Development; Joint Ventures; Restructuring; Corporate Strategy