Filter Results:
(513)
Show Results For
- All HBS Web
(727)
- People (1)
- News (134)
- Research (513)
- Multimedia (3)
- Faculty Publications (307)
Show Results For
- All HBS Web
(727)
- People (1)
- News (134)
- Research (513)
- Multimedia (3)
- Faculty Publications (307)
Sort by
- 2009
- Simulation
Finance Simulation: M&A in Wine Country: No. 3289.
By: Timothy A. Luehrman and W. Carl Kester
In this simulation, students play the role of CEO at one of three publicly-traded wine producers: Starshine, Bel Vino, or International Beverage. Each player evaluates merger and/or acquisition opportunities among the three companies and then determines reservation... View Details
- March 1999 (Revised April 1999)
- Case
AccuFlow, Inc.
By: Jay O. Light
A small hydraulic-valve manufacturer attempts a second buyout in order to take out its current equity partners. A three-way deal must be negotiated between management, the new mezzanine lender, and the departing equity owners. View Details
Keywords: Negotiation Types; Leveraged Buyouts; Equity; Manufacturing Industry; Industrial Products Industry
Light, Jay O. "AccuFlow, Inc." Harvard Business School Case 299-079, March 1999. (Revised April 1999.)
- February 1999 (Revised March 2004)
- Case
QI-TECH: A Chinese Technology Company for Sale
QI-TECH, is a Chinese manufacturer of precision coordinate measurement machines. A foreign investor who holds 50% of QI-TECH must negotiate a sale with its Chinese partner and a potential buyer (a large Western measurement machine company). For this purpose the foreign... View Details
Keywords: Machinery and Machining; Negotiation; Valuation; Joint Ventures; Financing and Loans; Manufacturing Industry; China
Kuemmerle, Walter, and Chad S Ellis. "QI-TECH: A Chinese Technology Company for Sale." Harvard Business School Case 899-079, February 1999. (Revised March 2004.)
- November 2013
- Teaching Note
A.J. Washington: Retaining an NFL Star
By: Andrew Wasynczuk and Karen Huang
A.J. Washington explores the early phase of a contract negotiation between a professional football team and its star quarterback. This case illustrates the challenges associated with negotiation for human capital. Specifically, it explores the tension between... View Details
- September 1983 (Revised December 1988)
- Case
Cleveland Twist Drill (A)
Deals with the problems of implementing strategy in a declining industry and the negotiation of strategy with external constituencies, particularly labor unions. Traces Jim Bartlett's first nine months as president and asks for a plan of action. View Details
Keywords: Decision Choices and Conditions; Management Style; Negotiation Tactics; Labor and Management Relations; Corporate Strategy
Hamermesh, Richard G. "Cleveland Twist Drill (A)." Harvard Business School Case 384-083, September 1983. (Revised December 1988.)
- 01 Apr 2014
- First Look
First Look: April 1
simple to complex, the present paper builds on that work. It illustrates several classes of practical measures that negotiators can use to advance their own interests by focusing on the other side's Level II negotiations. Beyond tailoring... View Details
Keywords: Sean Silverthorne
- June 1999 (Revised November 2006)
- Case
Basil "Buzz" Hargrove and de Havilland, Inc. (A)
By: Kathleen L. McGinn and Angela Keros
Buzz Hargrove, national president of the Canadian Auto Workers, needs to find a way to secure an agreement from a negotiated contract with de Havilland, Inc. Local union leaders feel the deal is not good enough, but Hargrove is convinced management will close the plant... View Details
Keywords: Media; Power and Influence; Negotiation Deal; Leadership; Agreements and Arrangements; Business Exit or Shutdown; Labor Unions; Negotiation Types; Management Teams; Manufacturing Industry; Auto Industry; Canada
McGinn, Kathleen L., and Angela Keros. Basil "Buzz" Hargrove and de Havilland, Inc. (A). Harvard Business School Case 899-138, June 1999. (Revised November 2006.)
- November 2001 (Revised July 2002)
- Case
Discount and Hawkins Critical Moments: Full Transcript
By: Michael A. Wheeler and Gillian Morris
This case presents a transcript of two professional negotiators of the Discount and Hawkins real estate negotiations. It highlights the challenges of creating value for both sides in the deal and provides a glimpse of how one set of professionals structured an... View Details
Keywords: Agreements and Arrangements; Value Creation; Problems and Challenges; Negotiation Participants; Real Estate Industry
Wheeler, Michael A., and Gillian Morris. "Discount and Hawkins Critical Moments: Full Transcript." Harvard Business School Case 902-124, November 2001. (Revised July 2002.)
- June 1995 (Revised April 1996)
- Case
Welsh Water (F): Postscript
This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of... View Details
Robinson, Robert J. "Welsh Water (F): Postscript." Harvard Business School Case 895-045, June 1995. (Revised April 1996.)
- June 1995 (Revised February 1998)
- Case
Welsh Water (A): General Information
This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of... View Details
Robinson, Robert J. "Welsh Water (A): General Information." Harvard Business School Case 895-040, June 1995. (Revised February 1998.)
- 19 Mar 2013
- First Look
First Look: March 19
on criminal recidivism of treating individuals with electronic monitoring relative to prison. The Fog of Negotiation: What Negotiators Can Learn from Military Doctrine Authors:Wheeler, Michael A. Publication:Negotiation Journal Abstract... View Details
Keywords: Sean Silverthorne
- 18 Apr 2016
- Research & Ideas
The Cost of Leaning In
was possible for a worker to negotiate a better deal than what the computer suggested, it was also possible to negotiate a worse deal. Choice vs. Forced The researchers ran two... View Details
Keywords: by Carmen Nobel
- October 2007 (Revised February 2008)
- Background Note
Evaluating M&A Deals: Accretion vs. Dilution of Earnings-per-share
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
Baldwin, Carliss Y. "Evaluating M&A Deals: Accretion vs. Dilution of Earnings-per-share." Harvard Business School Background Note 208-059, October 2007. (Revised February 2008.)
- Research Summary
The Game Has Changed
By: Max H. Bazerman
Many prior books on negotiation, including books co-authored by Max Bazerman, have addressed how to create and claim value in negotiation. These ideas have proliferated in business schools, where negotiation is often the most popular course. Class participants... View Details
- October 1990
- Case
Parenting Magazine
Describes a set of decisions confronting Robin Wolaner, who is negotiating with representatives of Time Inc. about investing in a project to launch a new magazine called Parenting. The negotiations have reached an impasse. Among the issues to be considered are the... View Details
Keywords: Business or Company Management; Decision Choices and Conditions; Negotiation; Negotiation Deal; Valuation; Venture Capital; Financing and Loans; Outcome or Result; Risk and Uncertainty; Projects; Journals and Magazines; Journalism and News Industry; Publishing Industry
Sahlman, William A. "Parenting Magazine." Harvard Business School Case 291-015, October 1990.
- June 2013
- Teaching Plan
The K-Dow Petrochemicals Joint Venture
By: Guhan Subramanian and Charlotte Krontiris
This case follows a two-part deal involving Dow Chemicals: Dow's ill-fated joint venture with the Kuwait Petroleum Corporation, the failure of which nearly scuttled Dow's simultaneous acquisition of Rohm & Haas. Focusing on Dow CEO Andrew Liveris, this case examines... View Details
Keywords: Dow Chemicals; Kuwait; Financial Crisis; Negotiation Process; Joint Ventures; Corporate Disclosure; Acquisition; Chemical Industry; Kuwait
Subramanian, Guhan, and Charlotte Krontiris. "The K-Dow Petrochemicals Joint Venture." Harvard Business School Teaching Plan 913-047, June 2013.
- February 2001 (Revised March 2002)
- Case
Korea First Bank (A)
In December 1999, Newbridge Capital, an equity investment fund based in San Francisco, successfully negotiated with the Korean government to acquire a controlling interest in Korea First Bank. It was the first time a foreign financial institution acquired a Korean... View Details
Keywords: Negotiation Process; Negotiation Participants; Foreign Direct Investment; Acquisition; Cross-Cultural and Cross-Border Issues; Banks and Banking; Banking Industry; San Francisco; South Korea
Huang, Yasheng, and Kirsty O'Neil-Massaro. "Korea First Bank (A)." Harvard Business School Case 701-022, February 2001. (Revised March 2002.)
- December 2022 (Revised August 2023)
- Case
Ribbit Capital and the Gauntlet Investment Opportunity
By: Shai Bernstein and Allison M. Ciechanover
Ten-year-old, Palo Alto-based Ribbit Capital is best-known for its global investments in fintech. The firm was also an early advocate of crypto and blockchain, having invested in more than two dozen startups in the space in the past decade. In the Spring of 2022,... View Details
Keywords: Alternative Assets; Cryptocurrency; Business Startups; Investment Portfolio; Decision Choices and Conditions; Negotiation Deal; Governing Rules, Regulations, and Reforms; Venture Capital; Financial Services Industry; California
Bernstein, Shai, and Allison M. Ciechanover. "Ribbit Capital and the Gauntlet Investment Opportunity." Harvard Business School Case 823-038, December 2022. (Revised August 2023.)
- 02 Apr 2021
- Research & Ideas
Salary Negotiations: A Catch-22 for Women
Professor Julian Zlatev and colleagues found evidence that women who felt empowered at the negotiation table were more likely to reach worse deals or no deal at all. The... View Details
Keywords: by Kristen Senz
- Research Summary
Strategic Uncertainty and Communication in Bargaining
A second field of research deals with the effects of strategic uncertainty and communication on bargaining behavior. Stylized bargaining situations are the simplest prototypes of strategic interaction. However, their experimental study provides us with insights which... View Details