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  • 21 Jul 2009
  • First Look

First Look: July 21

practitioners. Researchers have built upon the work in behavioral decision theory, examining the ways in which negotiators may deviate from rationality. The 1990s brought a renewed interest in social factors, as work on social... View Details
Keywords: Martha Lagace
  • January 2021 (Revised June 2021)
  • Case

Hester Pharmaceuticals (A): A Pricing Dilemma

By: Dante Roscini and John Masko
In August 2019, the leadership of Hester Pharmaceuticals (Hester) had a problem. Italy promised to be a key market for their new breakthrough oncology drug Akrozumab, but for almost two years, its single-payer healthcare system had been unable to agree with Hester on a... View Details
Keywords: Macroeconomics; Trade; Price; Global Range; Global Strategy; Globalized Markets and Industries; Health Care and Treatment; Patents; Monopoly; Negotiation; Business and Government Relations; Risk and Uncertainty; Human Needs; Business Strategy; Commercialization; Pharmaceutical Industry; Italy
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  • October 1988
  • Case

Harris Seafoods Leveraged Buyout

By: William A. Sahlman
Describes set of issues confronting Alison Lassiter, who is trying to help Charlie Harris arrange a leveraged buyout of the shrimp company he runs, a division of a publicly traded company, Katy Industries. Lassiter has prepared a memorandum discussing and analyzing the... View Details
Keywords: Leveraged Buyouts; Venture Capital; Financing and Loans; Equity; Cost vs Benefits; Negotiation Tactics; Negotiation Preparation; Financial Management; Strategy; Management Analysis, Tools, and Techniques; Planning; Food and Beverage Industry; Industrial Products Industry
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  • 04 Sep 2001
  • Research & Ideas

Is Government Just Stupid? How Bad Decisions Are Made

organ donors. Most of us would be willing to trade our organs upon our deaths in exchange for access to organs if we needed them. This mutually beneficial trade occurs far too rarely. Environmentalists want... View Details
Keywords: by Max H. Bazerman, Jonathan Baron & Katherine Shonk
  • 06 Mar 2006
  • Research & Ideas

Four Strategies for Making Concessions

$40,000 concession. There are other reasons to make concessions in installments. First, most negotiators expect that they will trade offers back and forth several times, with each side making multiple... View Details
Keywords: by Deepak Malhotra
  • 03 Mar 2003
  • Research & Ideas

Top Ten Legal Mistakes Made by Entrepreneurs

will get the deal negotiated and closed promptly. #7: Failing to make a timely Section 83 (b) election. If the advice in #9 is followed, then shares will be issued, subject to vesting, to the founders as well as new employees. If stock is... View Details
Keywords: by Staff
  • 03 Jan 2017
  • First Look

January 3, 2017

Transparency with Costly Information Processing By: Di Maggio, Marco, and Marco Pagano Abstract—We study a model where some investors (“hedgers”) are bad at information processing, while others (“speculators”) have superior information-processing ability and View Details
Keywords: Carmen Nobel
  • 21 Jun 2011
  • First Look

First Look: June 21

Japan after World War II. Trade surpluses with the United States played a major role in propelling growth. But there were two key differences. First, the scale of Chinese currency intervention was without precedent, as were the resulting... View Details
Keywords: Sean Silverthorne
  • 07 Aug 2007
  • First Look

First Look: August 7, 2007

School Case 907-046 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... View Details
Keywords: Martha Lagace
  • 01 Oct 2001
  • Research & Ideas

How To Make Restructuring Work for Your Company

promised—in writing—to fully fund. This liability had grown much faster than expected, to more than five times Navistar's net worth. Claiming imminent bankruptcy, the company proposed cutting retirees' benefits by over half. With billions of dollars at stake, the View Details
Keywords: by Stuart C. Gilson
  • 28 Jun 2021
  • Research & Ideas

Keep or Cut Workers? How Companies Reacted to the COVID-19 Crisis

employ 27 million workers, representing 38 percent of the total workforce of publicly traded American companies. The team studied a wide range of industries, from manufacturing, wholesale, and retail to finance, insurance, and... View Details
Keywords: by Lane Lambert
  • 29 Jan 2013
  • First Look

First Look: Jan. 29

Sokoloff's influential study of trade in invention in the United States, our quantitative and qualitative evidence highlights how inventors and intermediaries in Japan interacted to create a market for new ideas. Paper:... View Details
Keywords: Sean Silverthorne
  • 03 Oct 2005
  • Research & Ideas

The Truck Driver Who Reinvented Shipping

to maritime trade so phenomenal that he has been compared to the father of the steam engine, Robert Fulton. As a youth growing up on a farm in a small town of Maxton, North Carolina, McLean learned early on about the value of hard work... View Details
Keywords: by Anthony J. Mayo & Nitin Nohria; Manufacturing; Transportation; Aerospace
  • 04 Dec 2018
  • First Look

New Research and Ideas, December 4, 2018

periodically. We also document a benefit of consuming calls by finding that the consumption of calls is associated with more informed trading decisions. Overall, our investigation illuminates the actual consumption of conference calls by... View Details
Keywords: Dina Gerdeman
  • 12 Dec 2005
  • Research & Ideas

Using the Law to Strategic Advantage

protection, such as patents, trade secrets, and trademarks. A trademark offers a way to capture the brand equity of a company or a product. BusinessWeek recently calculated that the value of the Coca-Cola brand was worth more than $65... View Details
Keywords: by Sean Silverthorne; Legal Services
  • 17 Apr 2022
  • Book

How to Avoid the 'Ethical Slide' That Leads Companies Astray

tempting to shoplift a small item, the opportunity to make millions of dollars by insider trading or cheating on a large contract is far more enticing.) As a result, businesspeople must always remain aware of and sensitive to their... View Details
Keywords: by Lane Lambert
  • 05 Jun 2018
  • First Look

New Research and Ideas, June 5, 2018

the differences in contemporary perspectives. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54034 May 2018 Negotiation and Conflict Management Research Linda Babcock: Go-getter and Do-gooder By: Bazerman, Max, Iris... View Details
Keywords: Dina Gerdeman
  • 16 Jun 2021
  • HBS Case

Cruising in Crisis: How Carnival Is Riding Out the COVID-19 Storm

of passengers transported every year,” says Stuart Gilson, the Steven R. Fenster Professor of Business Administration at Harvard Business School, who studied Carnival’s predicament. He points out that in March 2020, Carnival's bonds were View Details
Keywords: by Michael Blanding; Travel
  • January 2022
  • Case

SpartanNash Company: The Amazon Warrants (A)

By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher
As of 12/31/21, Amazon held $22 billion of equity and warrants in related companies. In fact, it often requests a free grant of warrants when it enters into a new commercial agreement with a supplier. Over the past 20 years, Amazon has gotten warrants in almost 20... View Details
Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Food and Beverage Industry; United States
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  • 20 Dec 2016
  • First Look

December 20, 2016

induces U.S. manufacturing firms to contract their operations along multiple margins of activity goes a long way toward explaining the response of U.S. innovation to the China trade shock. Download working paper:... View Details
Keywords: Carmen Nobel

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