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  • 29 Jun 2007
  • First Look

First Look: June 29, 2007

http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=806118   PublicationsNegotiation Genius Authors:Deepak Malhotra and M. H. Bazerman Publication:Bantam Books, forthcoming Abstract Whether you've "seen it all" or are just starting out, View Details
Keywords: Martha Lagace
  • May 2013 (Revised September 2013)
  • Case

The Kashagan Production Sharing Agreement (PSA)

By: Benjamin C. Esty and Florian Bitsch

When discovered in the 1990s, the Kashagan oil field was the second largest oil field in the world. The project sponsors (equity investors) signed a 40-year production sharing agreement (PSA) with the Kazakh government in 1997, with the expectation the field would... View Details

Keywords: Contracts; Oil ＆ Gas; Project Finance; Kazakhstan; Asia; ENI; Risk Management; Economic Development; Project Management; Expropriation; Product Sharing Agreement; Negotiation; Agreements and Arrangements; Development Economics; Energy Sources; Capital Budgeting; International Finance; Valuation; Joint Ventures; Energy Industry; Asia; Kazakhstan; Italy
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  • November 2005 (Revised November 2007)
  • Case

Tad O'Malley: December 2004

By: G. Felda Hardymon, Josh Lerner, Ann Leamon and Sean Klimczak
Tad O'Malley, a second-year student at Harvard Business School, must choose among three offers from private equity firms. Each firm presents a unique combination of history, culture, and compensation. Traces Tad's strategy in obtaining these offers and lets students... View Details
Keywords: Private Equity; Compensation and Benefits; Job Offer; Negotiation Tactics; Organizational Culture; Personal Development and Career
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  • January 1991 (Revised November 1994)
  • Supplement

Black Caucus Groups at Xerox Corp. (B)

Describes the compromise worked out between Xerox and the black caucus groups. The implications of this arrangement for Xerox and black employees over the next 16 years is also described. View Details
Keywords: Agreements and Arrangements; Employee Relationship Management; Race Characteristics; Consumer Products Industry
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  • July 1986 (Revised March 1989)
  • Case

Jim Southern

By: Howard H. Stevenson
A recent MBA graduate has reached tentative agreement for an LBO of a forms-printing business with $43 million sales. At the eleventh hour, however, the seller has demanded that the buyer personally guarantee $4 million of accounts payable. View Details
Keywords: Agreements and Arrangements; Leveraged Buyouts; Accounting
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  • 03 Mar 2008
  • Research & Ideas

Marketing Your Way Through a Recession

need to know more than ever how consumers are redefining value and responding to the recession. Price elasticity curves are changing. Consumers take more time searching for durable goods and negotiate harder at the point of sale. They are... View Details
Keywords: by John Quelch
  • November 2020 (Revised March 2022)
  • Teaching Note

Social Salary Setting at Spiber

By: Ashley Whillans and John Beshears
Teaching Note for HBS Case No. 920-050. The case tells the story of Spiber, a Japanese technology start-up company. To reflect the company’s values, the leadership team implemented a new and unique salary-setting process: each employee had the authority to choose their... View Details
Keywords: Compensation; General Management; Employee Benefits; Incentives; Motivation; Compensation and Benefits; Fairness; Motivation and Incentives; Management; Happiness; Negotiation; Cross-Cultural and Cross-Border Issues; Japan
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  • 2007
  • Case

Continuous Process Improvement at Deere & Company

By: Vijay Govindarajan and Chris Trimble
After decades of tense relationships with the United Auto Workers, Deere & Company broke through with a landmark agreement that built an expectation of continuous improvement into the compensation plan. The company then built a set of management forums and processes to... View Details
Keywords: Strategy; Machinery and Machining; Agreements and Arrangements; Management Practices and Processes; Labor Unions; Compensation and Benefits; Auto Industry; Agriculture and Agribusiness Industry
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  • 13 Jul 2015
  • Research & Ideas

‘Humblebragging’ is a Bad Strategy, Especially in a Job Interview

vulnerability. For instance, when teaching a Negotiation class to first-year MBA students, she shares the story of the time she flubbed an important negotiation situation in her own life. "I tell them about... View Details
Keywords: by Carmen Nobel
  • 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
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  • 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
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  • 26 Jun 2018
  • First Look

New Research and Ideas, June 26, 2018

918-044 Stoy Foods: Role Information for Danijela Stoyanovic In this simulation exercise, four family members must negotiate over the future of the family business. Should the business be sold to a strategic buyer, or should the family... View Details
Keywords: Dina Gerdeman
  • February 2009 (Revised February 2011)
  • Case

"Lather, Rinse, Repeat": FeedBurner's Serial Founding Team

By: Noam T. Wasserman and Eric Olson
"Is this the right time or is it still too early?" Dick Costolo wondered as he reflected on the latest acquisition offer. He had been building FeedBurner with his three co-founders for almost four years and was staring at the details of an acquisition offer from... View Details
Keywords: Mergers and Acquisitions; Business Exit or Shutdown; Decision Choices and Conditions; Entrepreneurship; Negotiation Offer; Groups and Teams
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  • September 2011
  • Teaching Note

Aguas Argentinas: Settling a Dispute (TN)

By: Louis T. Wells
Teaching Note for 705-019. View Details
Keywords: Business and Government Relations; Negotiation; Contracts; Rights; Strategy; Utilities Industry; Argentina; France
Related
  • 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
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  • 10 Mar 2011
  • What Do You Think?

To What Degree Does the Job Make the Person?

things, a person's comfort affects negotiating behaviors. If you want to drive a hard bargain, sit on a hard chair, while making your counterpart very comfortable. In short, control your surroundings and behaviors. But perhaps most... View Details
Keywords: by James Heskett
  • 25 Feb 2014
  • First Look

First Look: February 25

the recipient of the 2014 Great Negotiator Award, presented by the Program on Negotiation, an interuniversity consortium of Harvard, MIT, and Tufts that is based at the Harvard Law School. Summaries of several of Koh's View Details
Keywords: Sean Silverthorne
  • 01 Apr 2008
  • First Look

First Look: April 1, 2008

2006, Macri is approached by Spanish and Italian soccer powerhouses, seeking to purchase the players Fernando Gago and Rodrigo Palacio. Should Macri enter negotiations with the clubs interested in buying the star players? If so, how... View Details
Keywords: Martha Lagace
  • 15 Jan 2013
  • First Look

First Look: January 15

http://hbr.org/2013/01/when-the-crowd-fights-corruption/ar/1 Negotiating with Emotion Authors:Leary, Kimberlyn, Julianna Pillemer, and Michael Wheeler Publication:Harvard Business Review Abstract Abstract is unavailable at this time... View Details
Keywords: Sean Silverthorne
  • September 2023
  • Technical Note

Note on Family Constitutions

By: Christina R. Wing
Less than half of family businesses will survive generational transfer. While sometimes this is due to operating company issues, in many cases it is because of conflict within the family. Many families create and adopt a family constitution to proactively mitigate... View Details
Keywords: Family Business; Policy; Organizational Structure; Family Ownership; Conflict Management; Agreements and Arrangements
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