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- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)
In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the US Industrial ElectroCeramics (US-IND) management... View Details
Keywords: Negotiation
- December 2007
- Background Note
Tools and Tactics for Transformation: Three "Whats" and Three "Hows"
By: James K. Sebenius and Stephen Friedman
Important transformation at Goldman Sachs, where one of the authors was Chairman, required analysis, political leadership, and management in order to fundamentally shift the strategy, people, and culture on a sustainable basis. After describing the actions needed to... View Details
- November 2007
- Supplement
Teva Pharmaceutical Industries, Ltd.
By: Tarun Khanna and Krishna G. Palepu
How do companies develop a strategy that is both low-cost and differentiated without becoming squeezed in the middle? Describes how Teva, Israel's largest and first multinational, achieved its globally dominant position in generic pharmaceuticals, an industry that has... View Details
- September 2007 (Revised April 2013)
- Case
Peter Welz: When a Marquee Prospect Plays Hardball (A)
By: James K. Sebenius and Ellen Knebel
Describes the hardball tactics facing Peter Welz, who seeks to negotiate a make-or-break contract with a vastly larger potential client. Welz's counterpart team is led by Preston Spitzer, a notoriously tough player who fully understands his side's massive advantages in... View Details
- September 2007
- Article
Investigative Negotiation
By: Deepak Malhotra and Max H. Bazerman
This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Negotiators often fail to achieve results because they channel too much effort into... View Details
- 2007
- Book
Negotiation Genius
By: Deepak Malhotra and M. H. Bazerman
Whether you've “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out... View Details
- August 2007
- Teaching Note
Creditor Activism in Sovereign Debt: "Vulture" Tactics or Market Backbone (TN)
By: Laura Alfaro and Ingrid Vogel
Teaching Note to 706057. View Details
- August 2007
- Column
Pitch Your Offer—and Close the Deal
By: Deepak Malhotra and Max H. Bazerman
The article offers several strategies on how to be a good negotiator and decision maker for business developments. The strategies that are presented were an extract from the book Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the... 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
- November 2006
- Case
Kroger Union Negotiations
By: Dennis A. Yao
A stylized version of the negotiations between Kroger Company and its local unions during the mid-1980s. Management faces a sequence of individual negotiations with local unions during a time of weak economic performance when management is seriously considering... View Details
- November 2006 (Revised November 2009)
- Course Overview Note
Introduction to Competitive Dynamics: Strategy and Tactics
By: Dennis A. Yao
Provides an overview of the course Competitive Dynamics: Strategy and Tactics and discusses challenges facing those who wish to use game theory to assist in strategic and tactical decision making. View Details
- September 2006 (Revised March 2010)
- Case
Teva Pharmaceutical Industries, Ltd
By: Tarun Khanna, Krishna G. Palepu and Claudine Deborah Madras
How do companies develop a strategy that is both low-cost and differentiated without becoming squeezed in the middle? Describes how Teva, Israel's first and largest multinational, achieved its globally dominant position in generic pharmaceuticals, an industry that has... View Details
- June 2006 (Revised April 2024)
- Case
Creditor Activism in Sovereign Debt: 'Vulture' Tactics or Market Backbone
By: Laura Alfaro and Ingrid Vogel
The role of distressed debt funds, also known as "vulture funds," in sovereign debt restructuring was a hotly debated topic, especially after the success of Elliot Associates in converting an $11 million investment in Peruvian bonds worth $21 million into a $58 million... View Details
- February 2006 (Revised March 2006)
- Case
Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)
By: Deepak Malhotra and Maly Hout
On September 15, 2004, the existing collective bargaining agreement (CBA) between the National Hockey League (NHL) and the National Hockey League Players' Association (NHLPA) expired. Because the two sides had failed to negotiate a new CBA by that date, NHL... View Details
- January 2006 (Revised October 2009)
- Case
Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J.
By: Ian Larkin, James K. Sebenius and Guhan Subramanian
In this three-party negotiation exercise, Jesse J, star center in the U.S.A. Women's Basketball League, with her agent, is negotiating a possible compensation package with the Boston Sharks involving a base salary, a possible share of team merchandising profits, and a... View Details
- December 2005 (Revised August 2006)
- Case
Bloemenveiling Aalsmeer
By: Felix Oberholzer-Gee, Vincent Marie Dessain, Daniela Beyersdorfer and Anders Sjoman
The Dutch "Verenigde Bloemenveiling Aalsmeer Cooperative" (VBA) was on of the world's largest flower exchanges. Around 6,300 flower growers, one half of them located in the Netherlands, used the auction to sell cut flowers and plants to more than 1,000 wholesalers. In... View Details
- November 2005 (Revised November 2007)
- Case
Tad O'Malley: December 2004
By: G. Felda Hardymon, Josh Lerner, Ann Leamon and Sean Klimczak
Tad O'Malley, a second-year student at Harvard Business School, must choose among three offers from private equity firms. Each firm presents a unique combination of history, culture, and compensation. Traces Tad's strategy in obtaining these offers and lets students... View Details
- November 2005 (Revised October 2012)
- Case
The Auction for Burger King (A)
By: Carliss Y. Baldwin and James Quinn
Paul Walsh, CEO of Diageo, must evaluate bids received in an auction of the Burger King restaurant unit. Describes how Diageo came to own Burger King, the attempts to turn the unit around, the strategic reasons for its sale, the auction process, and various bidders'... View Details
- January 2005 (Revised February 2005)
- Case
Ray Rogers and the Corporate Campaign (A)
By: James K. Sebenius and Michael A. Wheeler
Sets the stage for analyzing the strategy of labor organizer Ray Rogers in bringing J.P. Stevens to the bargaining table when conventional union tactics failed. Though set in the specific context of labor-management relations, it illustrates much more fundamental... View Details
- December 2003
- Case
George Mitchell in Northern Ireland (A)
By: James K. Sebenius and Daniel F. Curran
Examines the strategies and tactics that U.S. negotiator George Mitchell used during his two-year tenure as chairman of the all-party talks in Northern Ireland. His efforts culminated in the signing of the historic Good Friday Accords. A revised version of an earlier... View Details