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      • July 2012
      • Case

      Transatlantic Holdings, Inc. - The Belle of the Ball

      By: Clayton S. Rose and Aldo Sesia
      In November of 2011 Transatlantic Holdings, Inc., a global property and casualty reinsurance company, announced it had agreed to sell itself to Alleghany Corporation, ending "the most frenzied takeover battle" of 2011, which involved competitors, Warren Buffett's... View Details
      Keywords: Mergers & Acquisitions; Finance; Insurance And Reinsurance; Governance; Insurance; Mergers and Acquisitions; Strategy; Valuation; Financial Services Industry; Insurance Industry; United States; Bermuda; Switzerland
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      Rose, Clayton S., and Aldo Sesia. "Transatlantic Holdings, Inc. - The Belle of the Ball." Harvard Business School Case 313-017, July 2012.
      • 2012
      • Working Paper

      Level II Negotiations: Helping the Other Side Meet Its 'Behind the Table' Challenges

      By: James K. Sebenius
      A long analytic tradition explores the challenge of productively synchronizing "internal" with "external" negotiations, especially focusing on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work is... View Details
      Keywords: Negotiation; Conflict Management; Agreements and Arrangements; Government and Politics; Mathematical Methods; United States; Germany
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      Sebenius, James K. "Level II Negotiations: Helping the Other Side Meet Its 'Behind the Table' Challenges." Harvard Business School Working Paper, No. 13-004, July 2012.
      • 2012
      • Working Paper

      Relational Contracts and Organizational Capabilities

      By: R. Gibbons and R. Henderson
      A large literature identifies unique organizational capabilities as a potent source of competitive advantage, yet our knowledge of why capabilities fail to diffuse more rapidly-particularly in situations in which competitors apparently have strong incentives to adopt... View Details
      Keywords: Competitive Advantage; Motivation and Incentives; Management Practices and Processes; Contracts; Competency and Skills; Relationships; Complexity
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      Gibbons, R., and R. Henderson. "Relational Contracts and Organizational Capabilities." Harvard Business School Working Paper, No. 12-061, January 2012.
      • 2011
      • Working Paper

      From Single Deals to Negotiation Campaigns

      By: David A Lax and James K. Sebenius
      Negotiation scholars typically take the individual deal, or a few linked deals, as the unit of analysis. While analyzing one deal requires a familiar conceptual framework, doing the same for a broader "negotiation campaign" calls for a different focus and set of... View Details
      Keywords: Negotiation Deal; Framework; Business Subsidiaries; Agreements and Arrangements; Mergers and Acquisitions; Information Management; Finance; Business and Shareholder Relations; Corporate Governance; Business and Government Relations; Governing Rules, Regulations, and Reforms; Cross-Cultural and Cross-Border Issues
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      Lax, David A., and James K. Sebenius. "From Single Deals to Negotiation Campaigns." Harvard Business School Working Paper, No. 12-046, December 2011.
      • June 2011 (Revised November 2014)
      • Case

      Vehbi Koç and the Making of Turkey's Largest Business Group

      By: Asli M. Colpan and Geoffrey Jones
      The case describes the creation of Turkey's largest business group by Vehbi Koç. The foundation of this group in the interwar years, and its subsequent diversification into many industries, including automobiles, household goods, and services, is analysed. The case... View Details
      Keywords: Emerging Markets; Entrepreneurship; Globalization; Organizational Structure; Diversification; Manufacturing Industry; Turkey
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      Colpan, Asli M., and Geoffrey Jones. "Vehbi Koç and the Making of Turkey's Largest Business Group." Harvard Business School Case 811-081, June 2011. (Revised November 2014.)
      • May 2011 (Revised July 2012)
      • Exercise

      Remicade/Simponi: Confidential Instructions for Johnson & Johnson

      By: Guhan Subramanian and Rhea Ghosh
      This two-party negotiation exercise features a real-life dispute between Merck and Johnson & Johnson regarding European distribution rights to two highly lucrative drugs. View Details
      Keywords: Price; Rights; Agreements and Arrangements; Negotiation Deal; Problems and Challenges; Risk and Uncertainty; Europe
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      Subramanian, Guhan, and Rhea Ghosh. "Remicade/Simponi: Confidential Instructions for Johnson & Johnson." Harvard Business School Exercise 911-045, May 2011. (Revised July 2012.)
      • May 2011 (Revised July 2012)
      • Exercise

      Remicade/Simponi: Confidential Instructions for Merck

      By: Guhan Subramanian and Rhea Ghosh
      This two-party negotiation exercise features a real-life dispute between Merck and Johnson & Johnson regarding European distribution rights to two highly lucrative drugs. View Details
      Keywords: Price; Rights; Agreements and Arrangements; Negotiation Deal; Problems and Challenges; Risk and Uncertainty; Pharmaceutical Industry
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      Subramanian, Guhan, and Rhea Ghosh. "Remicade/Simponi: Confidential Instructions for Merck." Harvard Business School Exercise 911-044, May 2011. (Revised July 2012.)
      • April 2011
      • Article

      What Can We Learn from 'Great Negotiations'?

      By: James K. Sebenius
      What can one legitimately learn-analytically and/or prescriptively-from detailed historical case studies of "great negotiations," chosen more for their salience than their analytic characteristics or comparability? Taking a number of such cases compiled by Stanton... View Details
      Keywords: Learning; International Relations; History; Agreements and Arrangements; Negotiation Process; Conflict and Resolution
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      Sebenius, James K. "What Can We Learn from 'Great Negotiations'?" Negotiation Journal 27, no. 2 (April 2011).
      • March 2011
      • Teaching Note

      The Political Economy of Carbon Trading (TN)

      By: Forest L. Reinhardt and J. Gunnar Trumbull
      Teaching Note for 710056. View Details
      Keywords: Climate Change; Globalization; International Relations; Problems and Challenges; Agreements and Arrangements; Risk Management; Developing Countries and Economies; System; United States; China
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      Reinhardt, Forest L., and J. Gunnar Trumbull. "The Political Economy of Carbon Trading (TN)." Harvard Business School Teaching Note 711-098, March 2011.
      • 26 Feb 2011
      • Other Presentation

      State Competitiveness: Creating an Economic Strategy in a Time of Austerity

      By: Michael E. Porter
      Harvard Business Professor Michael Porter talked to governors about strategies for states to become more competitive and boost local economies. Following his remarks China's Hunan Provincial Committee Party Secretary called for more dialogue between American governors... View Details
      Keywords: Economics; United States
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      Porter, Michael E. "State Competitiveness: Creating an Economic Strategy in a Time of Austerity." National Governors Association Winter Meeting, Washington, DC, February 26, 2011.
      • 2011
      • Chapter

      Regional Trade Integration and Multinational Firm Strategies

      By: Pol Antras and C. Fritz Foley
      This paper analyzes the effects of the formation of a regional trade agreement on the level and nature of multinational firm activity. We examine aggregate data that captures the response of U.S. multinational firms to the formation of the ASEAN free trade agreement.... View Details
      Keywords: Forecasting and Prediction; Trade; Foreign Direct Investment; Multinational Firms and Management; Globalized Markets and Industries; Analytics and Data Science; Agreements and Arrangements; United States
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      Antras, Pol, and C. Fritz Foley. "Regional Trade Integration and Multinational Firm Strategies." In Costs and Benefits of Regional Economic Integration in Asia, edited by Robert J. Barro and Jong-Wha Lee. Oxford University Press, 2011.
      • December 2010
      • Supplement

      Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (B)

      By: James K. Sebenius and Alex Green
      Describes Martti Ahtisaari's negotiating strategies and tactics along with the results of his efforts to end the decades-long conflict between Acehnese insurgents and the Indonesian government that had claimed thousands of lives. View Details
      Keywords: Government and Politics; Agreements and Arrangements; Negotiation Tactics; Conflict of Interests; Strategy; Indonesia
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      Sebenius, James K., and Alex Green. "Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (B)." Harvard Business School Supplement 911-041, December 2010.
      • November 2010 (Revised May 2014)
      • Case

      Dow's Bid for Rohm and Haas

      By: Benjamin C. Esty and David Lane
      This case analyzes Dow Chemical Company's proposed acquisition of Rohm and Haas in 2008. The $18.8 billion acquisition was part of Dow's strategic transformation from a slow-growth, low-margin, and cyclical producer of basic chemicals into a higher-growth,... View Details
      Keywords: Mergers and Acquisitions; Financial Crisis; Capital Structure; Financial Condition; Financial Management; Contracts; Lawsuits and Litigation; Risk and Uncertainty; Valuation; Chemical Industry
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      Esty, Benjamin C., and David Lane. "Dow's Bid for Rohm and Haas." Harvard Business School Case 211-020, November 2010. (Revised May 2014.)
      • November 2010
      • Case

      Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A)

      By: James K. Sebenius and Jason Cheng Qian
      Esquel Group, leading manufacturer of quality shirts, sought to negotiate long-term partnerships with often-exploited farmers in Xinjiang (western China) to procure a superior cotton variety. Seeking to secure a large supply of specialty cotton in an ethical and... View Details
      Keywords: Contracts; Agreements and Arrangements; Corporate Social Responsibility and Impact; Leasing; Business and Community Relations; Business and Government Relations; Partners and Partnerships; Agriculture and Agribusiness Industry; Apparel and Accessories Industry; Manufacturing Industry; Hong Kong; Xinjiang Uygur Zizhiqu
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      Sebenius, James K., and Jason Cheng Qian. "Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A)." Harvard Business School Case 911-031, November 2010.
      • November 2010
      • Supplement

      Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (B)

      By: James K. Sebenius and Jason Cheng Qian
      Details and evaluates results in Esquel's 2002 initiative to negotiate long-term partnerships with often-exploited farmers in Xinjiang (western China) to procure a superior cotton variety. View Details
      Keywords: Contracts; Agreements and Arrangements; Corporate Social Responsibility and Impact; Outcome or Result; Leasing; Business and Community Relations; Business and Government Relations; Partners and Partnerships; Agriculture and Agribusiness Industry; Apparel and Accessories Industry; Manufacturing Industry; Hong Kong; Xinjiang Uygur Zizhiqu
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      Sebenius, James K., and Jason Cheng Qian. "Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (B)." Harvard Business School Supplement 911-032, November 2010.
      • November 2010
      • Article

      Beyond the Deal: Wage a 'Negotiation Campaign'

      By: James K. Sebenius
      While negotiation scholars primarily take the individual transaction as the "unit of analysis," this article characterizes the (new) concept of a "negotiation campaign" in which a number of individual deals must be put together, often on multiple "fronts," to realize a... View Details
      Keywords: Negotiation Deal; Management Practices and Processes; Value; Problems and Challenges; Business Startups; Sales; Partners and Partnerships; Venture Capital
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      Sebenius, James K. "Beyond the Deal: Wage a 'Negotiation Campaign'." Negotiation 13, no. 11 (November 2010).
      • October 2010
      • Article

      Preferring Balanced vs. Advantageous Peace Agreements: A Study of Israeli Attitudes Towards a Two-State Solution

      By: Deepak Malhotra and Jeremy Ginges
      The paper extends research on fixed-pie perceptions by suggesting that disputants may prefer proposals that are perceived to be equally attractive to both parties (i.e., balanced) rather than one-sided, because balanced agreements are seen as more likely to be... View Details
      Keywords: Fixed Pie; Balance; Peace; Negotiation; Agreements and Arrangements; Conflict and Resolution; Government and Politics; Balance and Stability; Forecasting and Prediction; Attitudes; Israel; Palestinian state
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      Malhotra, Deepak, and Jeremy Ginges. "Preferring Balanced vs. Advantageous Peace Agreements: A Study of Israeli Attitudes Towards a Two-State Solution." Judgment and Decision Making 5, no. 6 (October 2010): 420–427.
      • September 2010 (Revised July 2013)
      • Case

      Alnylam Pharmaceuticals: Building Value from the IP Estate

      By: Willy C. Shih and Sen Chai
      The learning objective of this case is to help students recognize the interplay between intellectual property (IP) rights and corporate strategy. We do this by examining what is a fairly atypical circumstance today in which a single firm is able to secure what it... View Details
      Keywords: Patents; Lawsuits and Litigation; Rights; Competitive Strategy; Corporate Strategy; Biotechnology Industry; Pharmaceutical Industry; United States
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      Shih, Willy C., and Sen Chai. "Alnylam Pharmaceuticals: Building Value from the IP Estate." Harvard Business School Case 611-009, September 2010. (Revised July 2013.)
      • June 2010 (Revised July 2011)
      • Case

      Classic Knitwear and Guardian: A Perfect Fit?

      By: John A. Quelch and Patricia Girardi
      Classic Knitwear manufactures and distributes casual apparel, either unbranded or under a private-label brand name. Partly because Classic has no brand recognition with consumers, gross margins are low. To improve margins, the company considers partnering via a... View Details
      Keywords: Market Research; Forecasting; Consumer Marketing; New Product Marketing; Product Lines; Merchandising; Branding; Demand and Consumers; Partners and Partnerships; Marketing Strategy; Forecasting and Prediction; Product Marketing; Brands and Branding; Product Development; Manufacturing Industry; Apparel and Accessories Industry
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      Quelch, John A., and Patricia Girardi. "Classic Knitwear and Guardian: A Perfect Fit?" Harvard Business School Brief Case 104-217, June 2010. (Revised July 2011.)
      • March 2010 (Revised June 2010)
      • Case

      Whose Money Is It Anyway? (A)

      By: V.G. Narayanan, Richard G. Hamermesh and Rachel Gordon
      The Brigham and Women's Physician's Organization (BWPO) and its corporate parent disagree over who has jurisdiction over significant legacy funds. Are they controlled by the BWPO or do they belong to BWPO's corporate parent? The BWPO and its corporate parent must... View Details
      Keywords: Accounting; Investment Funds; Governance Controls; Agreements and Arrangements; Boundaries; Health Industry
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      Narayanan, V.G., Richard G. Hamermesh, and Rachel Gordon. "Whose Money Is It Anyway? (A)." Harvard Business School Case 810-008, March 2010. (Revised June 2010.)
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