Publications

June 1997 (Revised September 2000)
Teaching Note

Lynton V. Harris & Madison "Scare" Garden (A), (B) TN

By: Michael A. Wheeler and Georgia Levenson

Teaching Note for (9-897-143) and (9-897-144). View Details

Keywords: Negotiation; Contracts; Profit Sharing; Risk and Uncertainty; Negotiation Participants; Entertainment and Recreation Industry; Australia; New York (city, NY)

March 2009 (Revised May 2011)
Case

Risk Management at Wellfleet Bank: Deciding about "Megadeals"

By: Anette Mikes

Inspired by one of the few banks that successfully weathered the 2007-2009 credit crisis, the case illustrates risk management in a corporate finance business. Chief executive Alastair Dowes has to decide if the risk governance process is adequate to uncover mega-risks... View Details

Keywords: Risk Management; Decision Making; Performance Evaluation; Credit; Balance and Stability; Integrated Corporate Reporting; Decision Choices and Conditions; Negotiation Offer; Performance Effectiveness; Corporate Finance; Banking Industry

21 Feb 2012
Research & Ideas

Leadership Program for Women Targets Subtle Promotion Biases

and in other women's way, while giving them tools for addressing these problems and thus imparting in them a sense of agency," Ely says. Negotiation And Networking One important technique women must master to create change in their... View Details

Keywords: by Maggie Starvish

December 2018 (Revised June 2020)
Case

Creating the French Behavioral Insights Team

By: Michael Luca, Ariella Kristal and Emilie Billaud

This case explores how neuroscientist Mariam Chammat helped set up the first behavioral insights team at the center of the French government, and encouraged French administrations to innovate and create policy initiatives based on psychological theories of influence... View Details

Keywords: Choice Architecture; Behavioral Economics; Experiments; Negotiation; Decision Making; Economics; Taxation; Entrepreneurship; Consumer Behavior; Public Administration Industry; Europe; France; Paris

April 2002
Background Note

Local Institutions and Global Strategy

By: Tarun Khanna

Explores how location affects a firm's strategy and identifies the different ways location affects industry structure, choice of a firm's position, and the sustainability of that position. The intellectual foundations lie in an appreciation of institutional economics.... View Details

Keywords: Global Range; Global Strategy; Product Positioning; Market Transactions; Industry Structures; Negotiation Deal; Organizational Design; Outcome or Result; Strategic Planning

November 2019
Case

Chief: Role for Lindsay Kaplan

By: Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley and Katherine Chen

In 2018, Lindsay Kaplan is preparing to meet with Carolyn Childers about the possibility of co-founding Chief, a New York-based peer network for women executives. Kaplan is currently the vice president of communications and brand engagement at a successful mattress... View Details

Keywords: Negotiation; Entrepreneurship; Leadership; North and Central America; United States; New York (state, US); New York (city, NY)

April 1998
Teaching Note

Adam Baxter Company/Local 190 TN

By: Kathleen L. McGinn, Katherine Lawrence and Priscilla Offenhauer

Teaching Note for (9-396-318), (9-396-319), (9-396-321), (9-396-322), (9-396-324), (9-396-325), and (9-396-326). View Details

Keywords: Negotiation; Decision Making

June 1981
Article

Sociological Versus Strategic Factors in Bargaining

By: A. E. Roth, M. Malouf and J. K. Murnighan

Keywords: Strategy; Society; Negotiation

Find at Harvard

fall 2005
Article

Takeover Defenses and Bargaining Power

By: Guhan Subramanian

Keywords: Negotiation; Integration

Find at Harvard

28 May 2008
First Look

First Look: May 28, 2008

Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH Harvard Business School Exercise 908-033 In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential... View Details

Keywords: Martha Lagace

2015
Working Paper

Initial Offer Precision and M&A Outcomes

By: Petri Hukkanen and Matti Keloharju

Building on recent research in social psychology, this paper analyzes the link between the precision of initial cash offers and M&A outcomes. About one-half of the offers are made at the precision of $1 or $5 per share, and an additional one-third at the precision of... View Details

Keywords: Price; Mergers and Acquisitions; Negotiation Offer

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November 2005
Background Note

Deal Structure and Deal Terms

By: Michael J. Roberts and Howard H. Stevenson

Describes the general principles of crafting financial deals around the provision of capital to entrepreneurial ventures. Discusses in more detail some of the specific aspects of venture capital term sheets. View Details

Keywords: Entrepreneurship; Venture Capital; Governance Compliance; Negotiation Deal

December 2006 (Revised November 2008)
Case

The New York Jets--A West Side Story

In 2005, Jay Cross, New York Jets president, must decide how to proceed with finding a new home for the football team he heads after New York's Public Authorities Control Board rejects a $1.4 billion plan to build the New York Sports and Convention Center (NYSCC) on... View Details

Keywords: Buildings and Facilities; Investment; Negotiation Deal; Negotiation Process; Partners and Partnerships; Urban Development; Sports; Real Estate Industry; Sports Industry