Negotiation - Publications - Faculty & Research

In 2009, the small heavy marine transport company Fairstar entered into bidding on one of the largest contracts in the history of the industry. The case chronicles the company's year-long tendering process, leading up to a final make-or-break meeting. View Details

Keywords: Negotiation Process; Decision Making; Contracts; Transportation Industry; Shipping Industry

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18 Nov 2016
Sharpening Your Skills

Sharpening Your Skills: Making a Fast Start on a New Job

you can mobilize colleagues to overcome the roadblocks. What Happens When Zambian Schoolgirls Receive Negotiation Training Teaching negotiation skills to young Zambian women can greatly improve their health... View Details

Keywords: by Sean Silverthorne

June 1997 (Revised September 2000)
Teaching Note

Lynton V. Harris & Madison "Scare" Garden (A), (B) TN

By: Michael A. Wheeler and Georgia Levenson

Teaching Note for (9-897-143) and (9-897-144). View Details

Keywords: Negotiation; Contracts; Profit Sharing; Risk and Uncertainty; Negotiation Participants; Entertainment and Recreation Industry; Australia; New York (city, NY)

Citation

March 2000 (Revised April 2001)
Case

Jill Greenthal at Donaldson, Lufkin & Jenrette (B): The TCI/AT&T Deal

By: Ashish Nanda, Thomas J. DeLong and Sarah S. Khetani

Documents the hectic and grueling work done by Jill Greenthal's team at Donaldson, Lufkin & Jenrette in an attempt to execute a landmark deal on behalf of a key client. View Details

Keywords: Leadership; Negotiation Process; Service Delivery; Groups and Teams; Entrepreneurship; Negotiation Deal; Gender; Banking Industry; Service Industry; Telecommunications Industry

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23 Dec 2014
First Look

First Look: December 23

consequences of a range of alternative policies. Publisher's link: http://www.hbs.edu/faculty/Publication%20Files/15-045_4e9f7d2d-24c3-4d8c-8843-1eb9016bc016.pdf December 2014 Negotiations in Times of Conflict Better Deals Through Level... View Details

Keywords: Carmen Nobel

John D. Ryan

Ryan’s negotiation skills helped put an end to bitter competition among Montana copper moguls in the early 1900s. When he assumed control of Anaconda, he capitalized on the increasing importance of copper in electricity production,... View Details

Keywords: Agriculture & Mining

Eugene Holman

Holman’s greatest contribution to the company came soon after his election as chairman, when he began negotiating for 30% of the stock of the Arabian-American Oil Company, enjoying special concessions for crude oil, production, and... View Details

Keywords: Utilities & Energy

01 Dec 2005
News

Faculty Books

intelligence.” No one bats a thousand, in business or in life, but you can increase your betting success rate and your satisfaction with your successes. Negotiation, Decision Making, and Conflict Management edited by Max H. Bazerman (Edward Elgar Publishing) While... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services; Publishing Industries (except Internet); Information

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Making a Difference

Fairstar Heavy Transport (A)

Sharpening Your Skills: Making a Fast Start on a New Job

Lynton V. Harris & Madison "Scare" Garden (A), (B) TN

Jill Greenthal at Donaldson, Lufkin & Jenrette (B): The TCI/AT&T Deal

First Look: December 23

John D. Ryan

Eugene Holman

Faculty Books