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  • September 2023
  • Supplement

David Beckham (B): Signing Lionel Messi to Inter Miami CF

By: Anita Elberse and David Moreno Vicente
In June 2023, David Beckham, co-owner of Major League Soccer team Inter Miami CF, is hoping to find a way to bring Lionel Messi, widely regarded as one of the best players the world of soccer has ever seen, to his team. But Messi—a seven-time winner of the Ballon d’Or... View Details
Keywords: Soccer; Football; Superstars; General Management; Sports; Negotiation Offer; Competitive Strategy; Compensation and Benefits; Entertainment; Media; Marketing; Sports Industry; Miami
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  • January 2018
  • Case

Ak Gıda: IPO or Strategic Sale

By: Suraj Srinivasan and Eren Kuzucu
In 2015, Yıldiz Holding, one of the world’s largest producer of confections, biscuits and crackers, was at the end of its divestiture process from Ak Gida, one of the leading dairy companies in Turkey. The company had adopted a dual track process, pursuing an initial... View Details
Keywords: Valuation; Private Sector; For-Profit Firms; Business Model; Business Strategy; Competitive Advantage; Growth and Development Strategy; Value Creation; Decision Making; Growth Management; Mergers and Acquisitions; Initial Public Offering; Business Conglomerates; Business Exit or Shutdown; Family Business; Joint Ventures; Food and Beverage Industry; Turkey
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  • 04 Nov 2014
  • First Look

First Look: November 4

  Publications November 2014 Centro de Estudios Espinosa Yglesias Los Buenos Tiempos Son Éstos: Los efectos de la incursión de la banca extranjera en México después de un siglo de crisis bancarias [These Are the Good Old Days: Foreign Entry and the Mexican Banking... View Details
Keywords: Sean Silverthorne
  • 25 Jul 2023
  • Blog Post

Malcolm McClain (MBA/MPP 2023) Named First RISE Career Fellow

well as to large community groups and their members. In his role, McClain will design capital products, and identify and negotiate agreements with capital partners who provide fairly-priced funds for BrightUp’s users. He will also manage... View Details
  • Research Summary

Dissertation: Speaking Up on Boards

My dissertation examines individual and group behavior in corporate boards of directors. I focus on individual traits and group traits that can foster or inhibit the act of speaking up when an individuals views go against the general consensus in the room. Research and... View Details
  • June 2021
  • Article

Deals in the Time of Pandemic

By: Guhan Subramanian and Caley Petrucci
The COVID-19 pandemic has brought new attention to the period between signing and closing in M&A transactions. Transactional planners heavily negotiate the provisions that govern the behavior of the parties during this window, not only to allocate risk between the... View Details
Keywords: Takeovers; COVID-19; Material Adverse Effect; Mergers and Acquisitions; Health Pandemics
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  • Working Paper

Rebates in the Pharmaceutical Industry: Evidence from Medicines Sold in Retail Pharmacies in the U.S.

By: Pragya Kakani, Michael Chernew and Amitabh Chandra
Rising list prices are often used to illustrate the burden of prescription drug spending, but payers routinely negotiate rebates from manufacturers that generate differences between list and net prices. List prices are easily available and affect patient cost-sharing,... View Details
Keywords: Pharmaceuticals; Rebates; Health Care and Treatment; Markets; Price; Analysis; Pharmaceutical Industry
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  • 01 Jun 2024
  • News

Again and Again

haven’t built that ritual with them. So when we’re building rituals that involve other people, there must be some kind of back and forth, some kind of consent to build a ritual? Charles Duhigg; courtesy photo “The negotiation itself is a... View Details
Keywords: Publishing Industries (except Internet); Information
  • 22 Jul 2002
  • Research & Ideas

Is Performance-Based Pricing the Right Price for You?

performance-based approach left both parties significantly better off than under conventional bidding or a negotiated price arrangement. Ford received a significantly lower cost at a lower level of risk: ABB received a share in the cost... View Details
Keywords: by Benson Shapiro; Manufacturing
  • 29 Jan 2013
  • First Look

First Look: Jan. 29

hypothesis that intermediation reduces punishment runs counter to predictions coming from a model in which solely unfair actions are punished. Experiments are also presented that show a phenomenon about the attribution of responsibility and subsequent blame (and... View Details
Keywords: Sean Silverthorne
  • Web

HBR Classics - Alumni

Gabarro, Robert J. Lees Wild West of Executive Coaching , Stratford Sherman, Alyssa Freas Motivating Others Employee Motivation Moving Mountains One More Time Negotiating with and Persuading Others Necessary Art of Persuasion View Details
  • 28 Jun 2021
  • Research & Ideas

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

companies that endured layoffs will need more time to rebuild their workforces—a problem many retailers and restaurants now face as they struggle to meet increased consumer demand with fewer employees. "Employees who have negotiating... View Details
Keywords: by Lane Lambert
  • 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
  • 12 Dec 2005
  • Research & Ideas

Using the Law to Strategic Advantage

situation? A: Every legal dispute is a business problem requiring a business solution. Instead of handing over disputes to the lawyers with a "you take care of it" attitude, managers need to take responsibility for their disputes. They need the same View Details
Keywords: by Sean Silverthorne; Legal Services
  • 03 Oct 2005
  • Research & Ideas

The Truck Driver Who Reinvented Shipping

addition, since McLean's trailers were fully enclosed and secure, they were safe from pilferage and damage, which were considered costs of business in the traditional shipping industry. The safety of McLean's trailers also enabled customers to View Details
Keywords: by Anthony J. Mayo & Nitin Nohria; Manufacturing; Transportation; Aerospace
  • September 2023 (Revised October 2023)
  • Case

Mohamed Salah

By: Anita Elberse and Taher El Moataz Bellah
In June 2022, Mohamed Salah, one of the world’s best soccer players, and his lawyer and advisor Ramy Abbas Issa were in ongoing discussions with top English Premier League club Liverpool FC about a new playing contract for Salah. Arguably the Arab world’s biggest... View Details
Keywords: Soccer; Football; Superstars; General Management; Sports; Entertainment; Media; Marketing; Strategy; Compensation and Benefits; Contracts; Negotiation Participants; Negotiation Process; Sports Industry; England
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  • Web

Professional Development - Alumni

Help Salary Data & Statistics Access alumni compensation data to help inform your next move. Learn More Past Program Resources The Challenge of Negotiating Inside Your Company Michael Wheeler Retired Professor of Management Practice Our... View Details
  • Feb 15 2018
  • Testimonial

Exploring the Human Element of M&A

  • Web

Advisory Board - Entrepreneurship

Networks (acquired by Sun Microsystems). Prior to Globespan, Andy was Senior Managing Director of JAFCO Ventures, where he established the Boston office in 1997. Previously, Andy directed Trans National Group's venture investing. Andy View Details
  • 26 Jun 2020
  • Research & Ideas

Why Japanese Businesses Are So Good at Surviving Crises

“I felt that we could regain the loss of our earnings in three years. But we would not be able to restore the trust of our customers for years if we failed to meet their needs at a moment of crisis,” he told Takeuchi. With the company’s coffers nearly empty, Watanabe... View Details
Keywords: by Dina Gerdeman