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  • Spring 2015
  • Article

Sovereign Debt Restructuring: Evaluating the Impact of the Argentina Ruling

By: Laura Alfaro
Recent rulings in the ongoing litigation over the pari passu clause in Argentinian sovereign debt instruments have generated considerable controversy. Some official-sector participants and academic articles have suggested that the rulings will disrupt or impede... View Details
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  • February 1990 (Revised December 1993)
  • Case

Fusion Systems Corp. in Japan (A)

Describes the international business of Fusion Systems Corp., a small high technology American firm, and a five-year patent dispute the company has in Japan with Mitsubishi Electric. Also describes key features of the intellectual property systems in Japan and related... View Details
Keywords: Patents; Conflict and Resolution; Technology Industry; Japan; United States
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  • 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
Keywords: Negotiation; Trust; Conflict and Resolution; Business and Shareholder Relations; Poland
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  • March 1997 (Revised October 1999)
  • Case

Stone Container in Honduras (A)

By: James K. Sebenius and Hannah Bowles
Chicago-based Stone Container Corp., a leading producer of cardboard containers and paper bags, proposes a large-scale pine forest management and utilization program in the La Mosquitia region of Honduras. A framework agreement with the government is strongly endorsed... View Details
Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
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  • 29 Apr 2014
  • First Look

First Look: April 29

such a way that talent is developed along with the business. Publisher's link: http://www.palgraveconnect.com/esm/doifinder/10.1057/9781137294678.0085 August 2013 International Journal of Industrial Organization Information and Two-Sided... View Details
Keywords: Sean Silverthorne
  • 2014
  • Case

Tommy Koh and the United States–Singapore Free Trade Agreement (A)

By: James K. Sebenius and Laurence A. Green
The efforts of Singapore Ambassador-At-Large Tommy Koh to negotiate the United States-Singapore Free Trade agreement are explored with an in-depth focus on Koh's management of various fronts of a multiparty negotiation over a sustained period. After briefly describing... View Details
Keywords: Agreements and Arrangements; International Relations; Trade; United States; Singapore
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  • Research Summary

Corporate Diplomacy

Michael Watkins is defining a top management function of increasing importance: the conduct of corporate diplomacy. Senior executives conduct the business equivalent of international diplomacy when they negotiate to sustain or transform relationships with influential... View Details
  • Research Summary

War & Peace

By: Deepak Malhotra
A second stream of research looks at issues related to conflict resolution in the context of international and ethno-political conflict, and in particular, at the role of negotiation in ending armed conflicts.  I launched a new course at HBS entitled "War & Peace:... View Details
  • 2014
  • Case

Tommy Koh and the United States–Singapore Free Trade Agreement (B)

By: James K. Sebenius and Laurence A. Green
This case details the efforts of Singapore Ambassador-At-Large Tommy Koh to forge a free trade agreement between Singapore and the United States following both nations' support for the initiation of negotiations on a USSFTA. Examining the various barriers and fronts of... View Details
Keywords: Agreements and Arrangements; International Relations; Trade; United States; Singapore
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  • 10 Mar 2002
  • Research & Ideas

Breakthrough Negotiation: Don’t Leave It On the Table

In a new book, Breakthrough International Negotiation: How Great Negotiators Transformed the World's Toughest Post-Cold War Conflicts, Harvard Business School professor Michael Watkins dissects the art of... View Details
Keywords: by Michael Watkins

    Andy Zelleke

    Andy Zelleke is the MBA Class of 1962 Senior Lecturer of Business Administration. A member of the General Management unit, he is the Faculty Chair of HBS’ Middle East & North Africa Research Center.

    Since Spring 2021, Dr. Zelleke has taught “Unpacking... View Details

    Keywords: federal government; professional services; defense; financial services
    • 30 Jul 2014
    • Lessons from the Classroom

    Teaching The Deal

    resolve internal conflicts. In the Negotiations course, students not only analyze a number of case studies, but also participate in a series of negotiation exercises that give... View Details
    Keywords: by Dina Gerdeman; Education
    • September 1998
    • Case

    Cooperating to Compete: EGS of Turkey

    By: Pankaj Ghemawat and C. Fritz Foley
    In the early 1980s, Turkey adopted policies that liberalized trade as a part of a structural adjustment program. Within the garment industry, small- and medium-scale enterprises were not well positioned to take advantage of the new opportunities to compete in... View Details
    Keywords: Trade; Corporate Governance; Policy; Partners and Partnerships; Competitive Strategy; Diversification; Turkey
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    • 27 Mar 2007
    • First Look

    First Look: March 27, 2007

    PublicationsAttracting Skeptical Buyers: Negotiating for Intellectual Property Rights Authors:James J. Anton and Dennis A. Yao Periodical:International Economic Review (forthcoming) Abstract An obstacle to the sale of intellectual... View Details
    Keywords: Martha Lagace
    • March 2006 (Revised November 2010)
    • Background Note

    Protecting Foreign Investors

    By: Louis T. Wells Jr.
    Describes the emergence of several kinds of efforts to assure the safety of foreign investment in emerging markets: international arbitration, expanded official political risk insurance, credit from government agencies, and intervention by investors' home governments.... View Details
    Keywords: Foreign Direct Investment; Risk Management; Emerging Markets; Agreements and Arrangements; Business and Government Relations; Safety
    Related
    • Research Summary

    The Venture Capitalist as Entrepreneur

    Noam's dissertation, entitled The Venture Capitalist as Entrepreneur, won Harvards George S. Dively award for dissertation research. In the dissertation, Noam examined the organizational dynamics and characteristics within venture capital firms themselves, viewing... View Details

    • 2022
    • Other Unpublished Work

    Got 'Critical Minerals'? Hooray! But Be Careful

    By: Louis T. Wells
    When a country has “critical minerals,” certain issues require special attention in the country’s mining legislation or while negotiating contracts with potential mining investors. As well, to obtain maximum benefit the government should prepare for negotiations with... View Details
    Keywords: Critical Minerals; Foreign Direct Investment; International Relations; Mining Industry
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    • September 1997 (Revised May 1999)
    • Case

    Automated Intelligence Corporation

    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; Stock Shares; Negotiation Process; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota
    Related
    • 26 Oct 2010
    • First Look

    First Look: October 26, 2010

    http://sloanreview.mit.edu/the-magazine/articles/2010/fall/52111/selling-to-many-cultures-within-the-us/ Building Intercultural Trust at the Negotiating Table Authors:Sujin Jang and Roy Y.J. Chua Publication:In View Details
    Keywords: Sean Silverthorne
    • 13 Jan 2009
    • First Look

    First Look: January 13, 2009

    and, as a result, gain the capacity to curb its influence. Download the paper: http://www.hbs.edu/research/pdf/07-099.pdf Cultural Notes on Chinese Negotiating Behavior Authors:James K. Sebenius and Cheng (Jason) Qian Abstract Western... View Details
    Keywords: Martha Lagace