Publications

01 Oct 2000
News

Carlos A. Saladrigas: Hardworking Optimist

line the shelves of Saladrigas's office. In addition to fighting corruption in local government, he was involved in last spring's negotiations between Elián González's Miami relatives and U.S. Attorney General Janet Reno. That task proved... View Details

Keywords: Susan Young

May 2016 (Revised September 2017)
Case

Canadian Pacific's Bid for Norfolk Southern

By: Benjamin C. Esty and E. Scott Mayfield

In December 2015, Canadian Pacific Railroad (CPR) has just made its third bid to acquire Norfolk Southern Corporation (NSC), one of the largest railroads in the United States. Having rejected the prior offers, NSC’s CEO James Squires and the NSC board must now value... View Details

Keywords: Capital Structure; Cash Flow; Cost of Capital; Financial Strategy; Investment Activism; Bids and Bidding; Negotiation Offer; Corporate Strategy; Rail Transportation; Mergers and Acquisitions; Transformation; United States; Canada

10 Sep 2001
What Do You Think?

Do MBAs Need More Street Smarts?

experience? If they are skills, should the curriculum be designed to foster them, perhaps through greater emphasis on courses in negotiating skills and increased field experience, among others, on the assumption that street smarts can be... View Details

Keywords: by James Heskett

21 Aug 2000
Research & Ideas

From Emerging Economies to the Global Market: The Case of Embraer

skills you need negotiating in that new forum that are absolutely critical," he asserted. No Delusions One of the purposes of writing the Embraer case, Ghemawat reminded the group, was to bring business-government relations back to... View Details

Keywords: by Martha Lagace; Manufacturing

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

01 Apr 2020
Blog Post

The Product Design Sprint - 5 Things I Learned in Launch Lab 1

On Monday January 13th, 28 students from the inaugural MS-MBA: Engineering Sciences cohort gathered in Batten Hall to begin “Launch Lab”, a two-week intensive course that forms part of the capstone for the new program. Over the following two weeks, the students View Details

02 Aug 2021
Research & Ideas

What If Closing the Wage Gap Means Everyone Earns Less?

encourage companies to set lower salaries, hold firm on initial offers, and prevent expensive renegotiations. By publicly setting pay parameters at the outset, employees “know when you get a job offer, it’s not a negotiable topic,” says... View Details

Keywords: by Avery Forman

01 Jun 2023
News

In My Humble Opinion: Very Continental

argue your points in front of very smart people. I knew that I was going back to Africa and, as a young woman, I needed a name that would resonate.” Win, win: “My Negotiation class at HBS helped me in my personal and my professional... View Details

Keywords: Julia Hanna; investment; exports; infrastructure; life experience; finance; Finance

December 2001
Case

Cybersettle

By: Michael A. Wheeler and Gillian Morris

Cybersettle's management faced a dilemma: How could they turn their company, which provided confidential online settlement services for insurance claims, into a profitable enterprise? Having started during the heady days of Internet "dot-com fever," the company now had... View Details

Keywords: Restructuring; Bids and Bidding; Negotiation Process; Conflict and Resolution; Business Strategy; Commercialization; Internet; Insurance Industry

Find at Harvard

Keywords: automotive; computer; consumer products; financial services; grocery; insurance industry; manufacturing; marketing industry; restaurant; retailing; software; tire; tobacco; wine

11 Oct 2006
What Do You Think?

How Do We Respond to the “Dependency Ratio” Dilemma?

trends, and economic growth rates. But in business, it is also influenced strongly by the cost of retirees, which in turn is determined in large part by the outcomes of negotiations between management and labor. Harvard economists David... View Details

Keywords: by Jim Heskett

March 2023
Teaching Note

Ransomware Attack at Colonial Pipeline Company

By: Suraj Srinivasan and Li-Kuan Ni

Teaching Note for HBS Case No. 123-069. On the morning of May 7, 2021, Colonial Pipeline Company became aware that the company had been the victim of a malicious ransomware attack that had stolen and locked up company data. The extortionists demanded 75 bitcoins (worth... View Details

Web

Online Business Courses for Organizations | HBS Online

Solutions Supplement your curriculum with Harvard Business School faculty-led business courses. Explore Academic Solutions 98% improved their negotiation skills, 84% have more confidence making business decisions, 87% acquired new skills... View Details

15 Dec 2003
Research & Ideas

The New Global Business Manager

really is less about managing content and more about managing or framing context, creating an environment in which these people can negotiate the best solution for the organization. Q: What is your advice for people who want to develop... View Details

Keywords: by Cynthia Churchwell

08 Sep 2020
Blog Post

2+2 Where Are They Now Spotlight: Ashley Zumwalt-Forbes (MBA 2017)

never know what any given day will bring. I’ve done everything from leading a hostile takeover of an ASX listed company (earning the nickname “Black Widow” – hilarious) to negotiating with Aboriginal groups in the Kimberley to... View Details

Web

John H. McArthur | About

complex stakeholders. By the time he became dean, McArthur had a reputation as a skilled negotiator with a talent for resolving thorny conflict, and a tough-minded but rational decision maker who worked with others in considerate and... View Details

August 2023 (Revised February 2024)
Case

DexAI

By: Jo Tango and Christina Wallace

During a challenging fundraising environment, the DexAI founders received two term sheets with nearly identical economic terms but very different legal ones. The entrepreneurs had to navigate: representations and warranties (their personal guarantees that the company's... View Details

Keywords: Venture Capital Term Sheet; Term Sheet; Term Sheets; Founders; Legal Aspects Of Business; Seed Financing; Founders' Agreements; Venture Capital; Entrepreneurship; Financing and Loans; Intellectual Property; Entrepreneurial Finance; Contracts; Business Startups; Agreements and Arrangements