negotiation - Publications - Faculty & Research

15 Jun 2009
Research & Ideas

GM: What Went Wrong and What’s Next

by allowing the government and General Motors to negotiate important deals with GM's unions and a majority of creditors, went a fair distance toward achieving a restructuring that would make it possible for GM to emerge as a viable... View Details

Keywords: by Staff; Auto

26 Jun 2013
News

How a Trivial Pursuit Became a Significant Case

negotiating licensing and royalty agreements. One key move involved persuading TV Guide, in exchange for increased royalties from additional sales, to carry free ads for stores that would sell the game. Drawing on his trusted contacts in... View Details

Keywords: Amusement, Gambling, and Recreation Industries; Arts, Entertainment; Miscellaneous Store Retailers; Retail Trade

Web

Organizational Leadership Course | HBS Online

your leadership style and managing the conditions that drive team performance. 6 weeks, 7-9 hrs/week Pay by September 11 $1,850 Certificate Negotiation Mastery Professor Michael Wheeler Master negotiation... View Details

06 Aug 2021
Book

Steve Jobs and the Rise of the Celebrity CEO

Apple. Amelio had attempted to negotiate a similar arrangement with Gates and had failed. Second, Steve was able to endow the work of others with meaning as no one else at Apple could. Fred Anderson, who was hired as chief financial... View Details

Keywords: by Dina Gerdeman

11 Mar 2024
News

In Harmony

twist”), even as the coming weeks find him on a grueling schedule, raising equity for MBK’s sixth fund and negotiating the details of his second library’s construction. In other words, Kim is living in harmony, moving in new, unexpected... View Details

Keywords: Julia Hanna; photograph by Jun Michael Park

Person Page

Course Development

General Management: Processes and Action (GMPA) focuses on implementation and the way that general managers get things done. Typically, they work through processes—sequences of tasks and activities that unfold over time, like strategic planning,... View Details

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Certificates, Credentials, & Credits | HBS Online

employees and executives across our global organization. Participants develop a practical understanding of critical topics like strategic thinking, innovation, management, finance, and negotiations – all rooted in a social learning... View Details

March 2024
Case

Nomad: A License to Bank

By: Paul A. Gompers and Pedro Levindo

In late 2023, Lucas Vargas, CEO and co-founder of Nomad, a fintech that offered financial services in the United States for Brazilian residents, had to decide what to do to ensure the company’s continued expansion. Nomad launched its first product, a U.S. digital bank... View Details

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16 Mar 2020
Research & Ideas

How the Coronavirus Is Already Rewriting the Future of Business

role, while giving you time for focused individual work along with family and personal activities. Clarify and, if needed, negotiate your commitments to teams and colleagues throughout your network, given the new and emerging... View Details

Keywords: by Dina Gerdeman

01 Aug 2001
News

Richard B. Fisher (MBA '62)

significance of globalization by taking a much-publicized gamble in relatively untested markets such as India and China. In 1997, getting out in front of the industry's move toward consolidation, he helped negotiate a $10 billion merger... View Details

Keywords: Richard B. Fisher; Warren A. Law; Alumni Achievement Award; Finance; Management of Companies and Enterprises; Management

Web

Negotiation, Organizations & Markets Awards & Honors - Faculty & Research

Marketing Outcomes" (with Oliver Emrich, Sunil Gupta, and Michael I. Norton, February 2017). Deepak Malhotra : Winner of the 2018 Outstanding Book Award from the International Association for Conflict Management (IACM) for Negotiating the... View Details

2021
Working Paper

Equilibrium Effects of Pay Transparency

By: Zoë B. Cullen and Bobak Pakzad-Hurson

The public discourse around pay transparency has focused on the direct effect: how workers seek to rectify newly-disclosed pay inequities through renegotiations. The question of how wage-setting and hiring practices of the firm respond in equilibrium has received... View Details

Keywords: Pay Transparency; Online Labor Market; Privacy; Wage Gap; Negotiation; Corporate Disclosure; Compensation and Benefits; Gender

Citation

01 Dec 2023
News

Alumni and Faculty Books and Podcasts

when, and why working in a startup is right for you; evaluate the viability of a startup you are considering joining; learn how startup dynamics and rules benefit investors, not employees; negotiate a better job offer and manage... View Details

Keywords: podcasts

September 2021
Case

Francoise Brougher (A)

By: Edward H. Chang, Nour Kteily and Kathleen McGinn

Francoise Brougher was a high-powered technology executive in Silicon Valley. After successful stints at Google (where she rose to lead a $16 billion ad sales business) and Square (which she helped take public), she joined Pinterest as its first Chief Operating Officer... View Details

Keywords: Gender Discrimination; Personal Development and Career; Gender; Prejudice and Bias; Resignation and Termination; Negotiation

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Blog

Is AI Coming for Your Job?

irrelevant construct when considering how to harness generative AI capabilities. Processes ranging from negotiating contracts with vendors to developing marketing messages will be redesigned from the ground up in order to exploit the full... View Details

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Faculty - Race, Gender & Equity

Administration in the Negotiation, Organizations & Markets Unit at Harvard Business School. He teaches Inclusion in the MBA required curriculum and Negotiations in the MBA elective... Katherine B. Coffman Piramal Associate Professor of... View Details

20 Jul 2021
Research & Ideas

Bankruptcy Spells Death for Too Many Businesses

company becomes really valuable. Because, for some of these firms, really, their only problem was that debt,” he says. Creditors, in turn, benefit because they can negotiate equity stakes in the new firm as a form of payment for... View Details

Keywords: by Rachel Layne

October 2007 (Revised January 2009)
Case

The Hertz Corporation (A)

By: Timothy A. Luehrman and Douglas Scott

Examines the leveraged buyout of Hertz in 2005, a complex, high-profile deal and a good example of cutting-edge practice in private equity. The first of a two-part series on the Hertz LBO, adopts the perspective of Clayton, Dubilier & Rice, the leader of a private... View Details

Keywords: Leveraged Buyouts; Private Equity; Bids and Bidding; Negotiation Deal; Valuation; Value Creation; Financial Services Industry; United States

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01 Dec 2022
News

Future Vision

created by Professor Mitch Weiss for students in The Entrepreneurial Manager. In class, students negotiate terms for a pool of VC money. The simulation draws on PitchBook data from real pitches, and it uses AI and machine learning to make... View Details

Keywords: Brian Kenny; Educational Support Services; Educational Services

December 2018 (Revised March 2019)
Case

iyzico: Fundraising in Emerging Markets (A)

By: Marco Di Maggio and Gamze Yucaoglu

The case opens in 2016 as Barbaros Ozbugutu, co-founder and CEO of the Istanbul-based payment technology start-up iyzico, contemplates the offers the company received for its Series C round. The case then describes iyzico’s origins and provides a detailed overview of... View Details