Publications

04 Jul 2005
Research & Ideas

Should You Outsource Your Marketing?

and competencies that are not always resident within a firm. This challenge requires negotiation and communications skills as well as a strong ability to project manage several elements of various marketing campaigns. Q: Is there a tie... View Details

Keywords: by Poping Lin

December 1994 (Revised June 1995)
Case

Tiffany & Co.--1993

By: W. Carl Kester and Kendall Backstrand

The restructuring of Tiffany's retailing agreement with Mitsukoshi Ltd. in 1993 exposed Tiffany to substantial yen/dollar exchange rate volatility that it had not previously faced. This new exposure requires Tiffany to establish risk management policies and practices.... View Details

Keywords: Restructuring; Currency Exchange Rate; Management Practices and Processes; Risk Management; Agreements and Arrangements; Situation or Environment

1990
Chapter

Resolving Local Regulatory Disputes and Building Consensus for Affordable Housing

By: M. A. Wheeler

Keywords: Housing; Government and Politics; Governing Rules, Regulations, and Reforms; Local Range; Conflict and Resolution; Negotiation; Construction Industry

April 2012 (Revised August 2013)
Teaching Note

Parmalat Uruguay (A) & (B)

By: Paul W. Marshall and Jim Sharpe

This teaching note is for cases Parmalat Urguguay A & B. View Details

Keywords: Mergers and Acquisitions; Restructuring; Entrepreneurship; Borrowing and Debt; Negotiation; Performance Improvement; Financial Services Industry; Uruguay

August 1986 (Revised February 1991)
Supplement

Population Services International: The Social Marketing Project in Bangladesh, Video

By: V. Kasturi Rangan

Population Services International, a not-for-profit agency founded to promote family planning information and to market birth control products, had an agreement with the government of Bangladesh to conduct a social marketing program using modern marketing techniques to... View Details

Keywords: Social Marketing; Health; Advertising; Marketing; Nonprofit Organizations; Government and Politics; Agreements and Arrangements; Health Industry; Bangladesh

2008
Working Paper

Can the Virtuous Mouse and the Wealthy Elephant Live Happily Ever After?

By: James E. Austin and Herman B. Leonard

What happens when small iconic socially-oriented businesses are acquired by large corporations? Such mergers create significant opportunities for creating both business value and substantially expanded social value, but also pose unusually difficult challenges because... View Details

Keywords: Mergers and Acquisitions; Management Style; Agreements and Arrangements; Social Enterprise; Social Issues

Read Now

December 1997 (Revised August 1998)
Case

Shanghai Real Estate (A)

By: Lynn S. Paine and Harold F. Hogan Jr

An independent consultant from the United States must decide what to do when faced with his client's apparent violation of an agreement with a third party. The consultant is American, the client is a Chinese real estate developer, and the third party is a French... View Details

Keywords: Ethics; Contracts; Cross-Cultural and Cross-Border Issues; Law; Agreements and Arrangements; Alliances; Corporate Accountability; Consulting Industry; Real Estate Industry; China; United States; France

06 Mar 2007
First Look

First Look: March 6, 2007

landscape and its accompanying expanding advertising options. Purchase this note: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=707458 Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart (A) Harvard Business... View Details

Keywords: Martha Lagace

04 Oct 2006
Lessons from the Classroom

Surviving Success: When Founders Must Go

search process, the company offered the position of CEO to Dick Williams, an industry veteran with twenty-two years of experience at IBM. In the final stages of negotiating his hiring terms, Williams made one final, surprising request:... View Details

Keywords: by Julia Hanna; Technology

October 2017
Teaching Note

Canadian Pacific's Bid for Norfolk Southern

By: Benjamin C. Esty and E. Scott Mayfield

Teaching Note for HBS No. 216-057. 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

April 2016
Supplement

Canadian Pacific's Bid for Norfolk Southern Spreadsheet Supplement

By: Benjamin C. Esty and 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

20 Dec 2016
First Look

December 20, 2016

high-skilled migration. We highlight some key recent findings and outline major gaps that we hope will be tackled in the near future. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=51997 Henry Kissinger: View Details

Keywords: Carmen Nobel

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

May 1997
Teaching Note

Tale of Two Electronic Components Distributors TN

By: Ananth Raman and Bharat P. Rao

Teaching Note for (9-697-064). View Details

Keywords: Distribution Channels; Negotiation Deal; Consolidation; Growth and Development; Internet and the Web; Complexity; Electronics Industry

April 1990 (Revised June 1993)
Teaching Note

Understanding the U.S. Dollar in 1985 & 1987, Teaching Note

By: W. Carl Kester

Keywords: Financing and Loans; Agreements and Arrangements; Computer Industry

January 2006 (Revised February 2007)
Case

SuperCat Powerboats (A)

By: James L. Heskett

Ryan and David Kratz have formed a new company, under very favorable terms, with a fiberglass boat builder. But at the signing of the agreement for the new company's information, the builder's spouse suggests that the Kratz's share of ownership be reduced from 67% to... View Details

Keywords: Business Startups; Negotiation; Ownership Stake; Consumer Products Industry

May 2008 (Revised June 2009)
Case

Finansbank 2006

By: C. Fritz Foley and Linnea Meyer

How do financial policy requirements and benefits of ownership concentration affect the need for and process of corporate restructuring? This case provides students with an opportunity to analyze the restructuring of a Turkish multinational business group by way of a... View Details

Keywords: Leveraged Buyouts; Mergers and Acquisitions; Restructuring; Capital Budgeting; Agreements and Arrangements; Valuation; Turkey; Greece