Publications

June 2001
Case

Privatization of Anatolia National Telekom, The: TAD Confidential Instructions

Anatolia National Telekom is a multiparty negotiation simulation patterned after the Turkish government's aborted attempt to privatize its state-owned telecommunications monopoly, Turk Telekom, in late 1997. Provides participants with an opportunity to identify and... View Details

Keywords: Negotiation Process; Emerging Markets; Privatization; State Ownership; Telecommunications Industry; Turkey

June 2001
Case

Privatization of Anatolia National Telekom, The: BOW Confidential Instructions

Anatolia National Telekom is a multiparty negotiation simulation patterned after the Turkish government's aborted attempt to privatize its state-owned telecommunications monopoly, Turk Telekom, in late 1997. Provides participants with an opportunity to identify and... View Details

Keywords: Negotiation Process; Emerging Markets; Privatization; State Ownership; Telecommunications Industry; Turkey

March 2000 (Revised May 2001)
Case

Jill Greenthal at Donaldson, Lufkin & Jenrette (A): The TCI/AT&T Deal

By: Ashish Nanda, Thomas J. DeLong and Sarah S. Khetani

Jill Greenthal, managing director at Donaldson, Lufkin & Jenrette, is leading her team of investment bankers to negotiate on behalf of Tele-Communications, Inc. (TCI) on a potential landmark deal with AT&T. Representing TCI in the negotiations is the culmination of... View Details

Keywords: Leadership; Negotiation Process; Service Delivery; Groups and Teams; Entrepreneurship; Negotiation Deal; Gender; Banking Industry; Service Industry; Telecommunications Industry

Find at Harvard

10 Sep 2001
Research & Ideas

The Negotiator’s Secret: More Than Merely Effective

wildly inaccurate, the psychology of perception systematically leads negotiators to major errors. Self-Serving Role Bias. People tend unconsciously to interpret information pertaining to their own side in a strongly self-serving way. The... View Details

Keywords: by James K. Sebenius

March 1998 (Revised August 2000)
Case

Bumper Acquisition (C), A

By: James K. Sebenius and David T. Kotchen

Carries the negotiation between Thermo-Impact and Medallion Capital through October 1996. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. Students view developments from the perspective of Thermo-Impact's owners and must make decisions... View Details

Keywords: Decisions; Negotiation Process; Negotiation Participants; Entrepreneurship; Acquisition; Manufacturing Industry; Auto Industry; Illinois

April 1996
Case

Silver Lane Apartments

By: William J. Poorvu and John H. Vogel Jr.

Scott Johnson is a successful developer of single-family and multi-family housing who specializes in renovating and turning around poorly performing apartments in good locations. He plans to sell a 506-unit property for portfolio and estate planning purposes. This case... View Details

Keywords: Housing; Mortgages; Property; Negotiation Tactics; Real Estate Industry

Find at Harvard

January 2000 (Revised November 2000)
Exercise

WineMaster.com (A-2): Confidential Instructions for HomeBase

By: Guhan Subramanian

A two-person negotiation exercise involving the potential sale of a small e-commerce company to a large company. The parties need to negotiate four issues: the number of shares in the deal, the vesting period for the shares, whether the seller will get a seat on the... View Details

Keywords: Value Creation; Negotiation Process

Research Summary

War & Peace

By: Deepak Malhotra

A second stream of research looks at issues related to conflict resolution in the context of international and ethno-political conflict, and in particular, at the role of negotiation in ending armed conflicts. I launched a new course at HBS entitled "War & Peace:... View Details

June 2001
Case

Privatization of Anatolia Natonal Telekom, The: NALI Confidential Instructions

Anatolia National Telekom is a multiparty negotiation simulation patterned after the Turkish government's aborted attempt to privatize its state-owned telecommunications monopoly, Turk Telekom, in late 1997. Provides participants with an opportunity to identify and... View Details

Keywords: Negotiation Process; Emerging Markets; Privatization; State Ownership; Telecommunications Industry; Turkey

June 2001
Case

Privatization of Anatolia National Telekom, The: CORA Confidential Instructions

Anatolia National Telekom is a multiparty negotiation simulation patterned after the Turkish government's aborted attempt to privatize its state-owned telecommunications monopoly, Turk Telekom, in late 1997. Provides participants with an opportunity to identify and... View Details

Keywords: Negotiation Process; Emerging Markets; Privatization; State Ownership; Telecommunications Industry; Turkey

04 Sep 2018
First Look

New Research and Ideas, September 4, 2018

an electronic version of a patient questionnaire that had been designed and vetted by a group of subspecialty experts. We integrated that survey into our EHR. To assess the effects of our new EHR system and the new process flow for... View Details

Keywords: Dina Gerdeman

June 2020
Case

TransDigm: The Acquisition of Aerosonic Corp.

By: Benjamin C. Esty and Daniel W. Fisher

In April 2013, TransDigm, a company that manufactured a wide range of highly engineered aerospace parts for both military and commercial aircraft, announced an agreement to acquire Aerosonic Corporation for $39 million in cash (1.2 times Aerosonic’s sales of $31... View Details

Keywords: Mergers and Acquisitions; Growth Management; Business Strategy; Competitive Strategy; Value Creation; Valuation; Negotiation; Cash Flow; Contracts; Aerospace Industry; Air Transportation Industry; United States

January 2000 (Revised November 2000)
Exercise

WineMaster.com (A-1): Confidential Instructions for WineMaster

By: Guhan Subramanian

A two-person negotiation exercise involving the potential sale of a small e-commerce company to a large company. The parties need to negotiate four issues: the number of shares in the deal, the vesting period for the shares, whether the seller will get a seat on the... View Details

Keywords: Value Creation; Negotiation Process

July 1994 (Revised August 1994)
Case

Pacific Bell: Centrex Reengineering

Describes the redesign and rollout of the new order-fulfillment process for a flagship product at Pacific Bell. Pacific Bell is one of the Regional Bell Operating Companies comprised of seven regional business units. Rather than implement the new process, roles, and... View Details

Keywords: Organizational Change and Adaptation; Change Management; Information Technology; Order Taking and Fulfillment; Telecommunications Industry

November 1978 (Revised October 1989)
Case

Amicon Corp. (B)

Details the negotiation between Amicon and three potential licensees, Jackson, Maynard-Smith and Behrstein. View Details

Keywords: Technology; Patents; Negotiation Process; Negotiation Participants; Health Care and Treatment; Biotechnology Industry

June 2001 (Revised November 2001)
Case

Plum Creek Timber (B)

By: Max H. Bazerman, Jack Troast, Hannah Bowles and Nicole Nasser

Plum Creek Timber Co. decides to go ahead with negotiations for a Habitat Conservation Plan (HCP) on its Pacific Northwest properties. HCP represents a new form of public-private-sector collaboration and innovation to improve upon command-and-control environmental... View Details

Keywords: Conflict of Interests; Negotiation Process; Negotiation Participants; Environmental Sustainability; Business and Government Relations; Forest Products Industry; United States

November 2017 (Revised June 2019)
Case

Winning (and Losing) the Olympics: Boston 2024 (A)

By: David Fubini, Ethan Bernstein, Mark Saadine, Sarah McAra and James Barnett

Two leadership groups from Boston 2024 negotiate with government bodies, community leaders, and Olympic officials in an effort to bring the 2024 Olympics to Boston. View Details

Keywords: Negotiation; Negotiation Process; Projects; Boston