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December 1998 (Revised May 1999)
Exercise

Negotiating Peace Accords in Bellicoso for the Head of the Pro-Peace Party (PPP): General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details

Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador

03 Nov 2016
Working Paper Summaries

Ideological Segregation among Online Collaborators: Evidence from Wikipedians

Keywords: by Shane Greenstein, Yuan Gu, and Feng Zhu

February 1986 (Revised September 2011)
Case

Donna Dubinsky and Apple Computer, Inc. (A)

Describes a major conflict within Apple Computer in 1985 over control of product distribution. The founder and chairman, Steve Jobs, proposed a new distribution process which would transfer many responsibilities away from distribution manager, Donna Dubinsky. Dubinsky... View Details

Keywords: Management Teams; Conflict and Resolution; Computer Industry; United States

22 Nov 2022
Research & Ideas

When Agreeing to Disagree Is a Good Beginning

Disagreements don’t have to end discussions. In fact, as researchers from the Harvard Kennedy School and Harvard Business School discussed at a recent event, engaging with those who hold opposing views can be constructive and lead to new discoveries and new allies.... View Details

Keywords: by Clea Simon, Harvard Gazette

November 2000
Exercise

Atlantis-Biovent Negotiation: Confidential Instructions for Biovent

By: Michael A. Wheeler

This two-party exercise illustrates bidding strategy in the context of settling a large insurance claim. Specifically, the claimant (Biovent) and the insurer (Atlantis) are asked to submit confidential offers to a dispute resolution website that will determine whether... View Details

Keywords: Insurance; Bids and Bidding; Emerging Markets; Agreements and Arrangements; Conflict of Interests; Strategy; Web Sites

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09 Jul 2007
Research & Ideas

Five Steps to Better Family Negotiations

negotiations is that family members generally prefer to reach mutually acceptable outcomes in their negotiations. This constructive attitude is due in no small part to the strength of family ties: Typically, family members are genuinely interested in one another's... View Details

Keywords: by John A. Davis and Deepak Malhotra

Research Summary

Negotiation

By: Deepak Malhotra

A large part of my work focuses on negotiation, dealmaking and conflict resolution. My latest book is Negotiating the Impossible: How to Break Deadlocks... View Details

February 1997
Case

Enron Development Corp.: The Dabhol Power Project in Maharashtra, India (C) (Abridged)

By: Louis T. Wells Jr.

Discusses the resolution of the canceled power project in Maharashtra. The contract between the American gas giant and Indian state government is renegotiated. View Details

Keywords: Energy Generation; Cross-Cultural and Cross-Border Issues; Policy; Contracts; Negotiation Process; Conflict and Resolution

2023
Working Paper

The Link Between Integrative Bargaining and Leadership Evaluations

By: Julian J. Zlatev and Francis J. Flynn

We draw from implicit leadership theory and the dual concern theory of conflict resolution to posit a link between negotiation style and leadership evaluations. Specifically, we propose that individuals who are more skilled at integrative, but not distributive,... View Details

Keywords: Prosocial Behavior; Leadership; Negotiation; Conflict and Resolution; Performance Evaluation

July 2008 (Revised July 2020)
Case

Managing a Global Team: Greg James at Sun Microsystems, Inc. (A)

By: Tsedal Neeley and Thomas J. DeLong

Greg James, a global manager at Sun Microsystems, Inc., sets out to meet with his entire 43-member customer implementation team spread across India, France, the United Arab Emirates, and the United States of America to resolve a dire customer system outage as required... View Details

Keywords: Groups and Teams; Global Range; Management; Customer Satisfaction; Service Delivery; Crisis Management; Conflict and Resolution; Technology Industry; India; United Arab Emirates; France; United States

November 2000
Exercise

Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis

By: Michael A. Wheeler

This two-party exercise illustrates bidding strategy in the context of settling a large insurance claim. Specifically, the claimant (Biovent) and the insurer (Atlantis) are asked to submit confidential offers to a dispute resolution Web site that will determine whether... View Details

Keywords: Insurance; Bids and Bidding; Digital Platforms; Negotiation Process; Conflict and Resolution; Strategy; Internet and the Web

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May 2021 (Revised November 2024)
Case

Colombia: An Economic Premium to Peace?

By: Richard Vietor

Colombia, once the fastest growing country in Latin America, continues to struggle with productivity. Both labor productivity and total factor productivity have been low for the past decade, despite economic growth of 4.7% annually. Many factors contribute, which... View Details

July 2001
Background Note

Ethics in Venture Capital

By: Ashish Nanda

Discusses potential conflicts of interest that venture capitalists face in dealing with entrepreneurs. Critiques arguments that such conflicts are easily managed and unproblematic. Suggests four ways to address potential conflicts. View Details

Keywords: Conflict of Interests; Venture Capital; Ethics

March 2008 (Revised June 2012)
Background Note

ADR Choices

By: Michael Wheeler, James Sebenius and Marjorie Aaron

Six different business disputes, all in the shadow of pending litigation, are described. Students are asked to recommend the appropriate method of dispute resolution (mediation, arbitration, mini-trial, etc.) for each one, depending on the circumstances, especially to... View Details

Keywords: Lawsuits and Litigation; Managerial Roles; Negotiation; Agreements and Arrangements; Conflict Management

January 1994 (Revised March 1995)
Background Note

Power Dynamics in Organizations

By: Linda A. Hill

Designed to introduce the concepts of power and power dynamics to students in the MBA second-year elective course Power and Influence. Defines "power" and "influence," and explores the role of power dynamics in managerial work and in the life of organizations. Combats... View Details

Keywords: Power and Influence; Organizations; Conflict and Resolution

Forthcoming
Chapter

Intermediation and Diffusion of Responsibility in Negotiation: A Case of Bounded Ethicality

By: Neeru Paharia, Lucas Clayton Coffman and Max Bazerman

This article compares direct deception with deception via an intermediary in the bargaining context. It describes a growing experimental literature that suggests how perceived ethics surrounding transactions with multiple partners can encourage misbehavior. It is noted... View Details

Keywords: Negotiation Process; Ethics

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December 2002 (Revised February 2003)
Case

Broken Trust: Role of Professionals in the Enron Debacle

By: Ashish Nanda

Discusses the role of professionals in the Enron debacle. Argues that professionals failed to prevent or predict Enron's collapse because of the conflicts of interest they faced. Concludes with observations on management and regulation of conflicts of interest facing... View Details

Keywords: Conflict of Interests; Trust; Management Teams; Energy Industry

03 Oct 2017
Working Paper Summaries

When Exit is an Option: Effects of Indiscriminate Violence on Attitudes Among Syrian Refugees in Turkey

Keywords: by Kristin Fabbe, Chad Hazlett, and Tolga Sinmazdemir

September 2010 (Revised October 2010)
Background Note

Note on International Trade Finance

By: C. Fritz Foley, Matthew Johnson and David Lane

This note provides an introduction to the financing terms and payment arrangements that support international trade. It describes the principal instruments of trade finance, the limited evidence on their relative use, and the international trade dispute resolution... View Details

Keywords: Trade; Credit; Financial Instruments; Financing and Loans; International Finance; Conflict and Resolution

August 1992 (Revised September 2002)
Case

Star Distributors, Inc. (A)

By: David A. Thomas

Depicts the conflict and organizational problems that emerged in a franchise operation owned by Paul Logan, an African American, and John Heyman, a white American. Provides the opportunity to examine the ways in which race influences managerial behavior and... View Details

Keywords: Conflict Management; Performance Effectiveness; Franchise Ownership; Race; Management Style; Conflict and Resolution; Business and Stakeholder Relations

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