Publications

October 2007 (Revised February 2008)
Background Note

Evaluating M&A Deals: Accretion vs. Dilution of Earnings-per-share

By: Carliss Y. Baldwin

When discussing the pros and cons of an acquisition, practitioners often talk about the impact of the deal on the buyer's earnings-per-share (eps). An acquisition is said to be "accretive" if the buyer's eps goes up post-deal; it is "dilutive" if the buyer's eps goes... View Details

Keywords: Business Earnings; Mergers and Acquisitions; Private Equity; Negotiation Deal

2017
Book

The Language of Global Success: How a Common Tongue Transforms Multinational Organizations

By: Tsedal Neeley

For nearly three decades, English has been the lingua franca of cross-border organizations, yet studies on corporate language strategies and their importance for globalization have been scarce. In The Language of Global Success, Tsedal Neeley provides an... View Details

Keywords: Communication; Residency; Corporate Strategy; Globalized Firms and Management; Cross-Cultural and Cross-Border Issues; Brazil; France; Germany; Indonesia; Japan; Taiwan; Thailand; United States

Find at Harvard

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

HBS Entrepreneurship Summit - Alumni

Getting to Product Market Fit Hiring Fast and Firing Faster Life as an Entrepreneur Managing Growth vs. Profitability Managing Pivots and Setbacks Negotiating Partnerships Builders - Small Group Discussions: Builder/Founder Relationships... View Details

Nov 14 2014
Testimonial

Expanding Global Perspective & Industry Expertise

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

Web

Negotiation, Organizations & Markets Curriculum - Faculty & Research

3.0 Deals Guhan Subramanian Spring 2026 Q3Q4 3.0 Deals Q2 Guhan Subramanian Fall 2025 Q2 1.5 Getting Things Done: Motivating Yourself and Others Ashley Whillans Fall 2025 Q1Q2 3.0 Negotiation Katherine Coffman , Kevin Mohan , Julian J.... View Details

December 2010 (Revised March 2013)
Case

Asian Agri and the Future of Palm Oil

By: David E. Bell and Natalie Kindred

For Asian Agri and other Indonesian palm oil producers, the future promised rising demand from fast-growing Asian populations, but also intensifying criticism from environmental groups. With the highest yield and lowest production cost of any edible oil, palm oil... View Details

Keywords: Plant-Based Agribusiness; Social Marketing; Corporate Social Responsibility and Impact; Business Strategy; Supply Chain Management; Natural Environment; Marketing Strategy; Environmental Sustainability; Agriculture and Agribusiness Industry; Indonesia; Malaysia

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

February 2016 (Revised January 2018)
Case

Democracy, Sovereignty, and the Struggle over Cherokee Removal

By: David Moss, Marc Campasano and Dean Grodzins

By the mid-1830s, the U.S. Government and the State of Georgia had for years been pushing the Cherokees to turn all of their territory over to white settlers and move west, yet it appeared that most Cherokees wanted to keep their ancestral homeland. In October 1835,... View Details

Keywords: Governance; Nationality; Ethics; Government and Politics; Agreements and Arrangements; History; United States

25 Apr 2023
Blog Post

How Short Intensive Programs (SIPs) Transform Your MBA Learning Journey

literacy. We also had some amazing guest speakers and covered a great deal of material over the four-day intensive period. What key learnings did you get from this Short Intensive Program? Some of the key learnings were: 1) When View Details

03 Jan 2017
First Look

January 3, 2017

https://www.hbs.edu/faculty/Pages/item.aspx?num=49779 BATNAs in Negotiation: Common Errors and Three Kinds of 'No' By: Sebenius, James K. Abstract—The Best Alternative To a Negotiated Agreement (“BATNA”) concept in View Details

Keywords: Carmen Nobel

05 Feb 2018
What Do You Think?

Should Companies Disclose Employee Compensation?

was negotiated separately and privately but by representatives of the same agency. The result, as is widely known now, was that both actors agreed to reshoot the scenes for the actor’s equity base pay of about $80 per day. But Wahlberg’s... View Details

Keywords: by James Heskett; Financial Services

Web

Online Management Course | HBS Online

your leadership skills to drive organizational success and effectively implement transformative change. 7 weeks, 6-8 hrs/week Pay by August 14 $1,850 Certificate Negotiation Mastery Professor Michael Wheeler Master View Details

1986
Book

The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain

By: David A Lax and James K. Sebenius

Keywords: Negotiation Tactics; Competitive Advantage