negotiation - Publications - Faculty & Research

retailers might be one of the factors behind the recent TFP slowdown experienced by the industry in the U.K. Negotiation Analysis: From Games to Inferences to Decisions to Deals Author:James K. Sebenius Publication:Negotiation Journal 25,... View Details

Keywords: Martha Lagace

January 1985
Case

Business Research Corp. (A)

By: William A. Sahlman

Contains a description of a decision confronting an entrepreneur: which of two investment proposals should he accept to fund the creation and marketing of a database that comprises the full text of research reports produced by Wall Street investment banking firms? The... View Details

Keywords: Strategy; Cost vs Benefits; Valuation; Investment Banking; Negotiation Participants; Negotiation Deal; Financing and Loans; Financial Strategy; Corporate Finance; Service Industry

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2015
Working Paper

Initial Offer Precision and M&A Outcomes

By: Petri Hukkanen and Matti Keloharju

Building on recent research in social psychology, this paper analyzes the link between the precision of initial cash offers and M&A outcomes. About one-half of the offers are made at the precision of $1 or $5 per share, and an additional one-third at the precision of... View Details

Keywords: Price; Mergers and Acquisitions; Negotiation Offer

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November 2005
Background Note

Deal Structure and Deal Terms

By: Michael J. Roberts and Howard H. Stevenson

Describes the general principles of crafting financial deals around the provision of capital to entrepreneurial ventures. Discusses in more detail some of the specific aspects of venture capital term sheets. View Details

Keywords: Entrepreneurship; Venture Capital; Governance Compliance; Negotiation Deal

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01 Mar 2025
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Audit: War & Peace

of the screen plot the discussion of the last hour, which has covered the historic agreement that Santos negotiated to end the country’s 52-year conflict with the FARC in 2016. The Nobel Prize winner is here to share his experiences and... View Details

Keywords: Jen McFarland Flint; Illustration by Matt Rota

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Financing Matillion's Scaleup (B2): Dharmesh Thakker

Financing Matillion’s Scaleup (B1): Matthew Scullion

The Computer as Mediator: Law of the Sea and Beyond

"The Negotiator" Basil "Buzz" Hargrove and de Havilland, Inc.

The Mind of the Negotiator: Think Before You Blink

The Mind of the Negotiator: The Mythical Fixed Pie

The Mind of the Negotiator: The Winner's Curse

Q&A: Michael Wheeler on the importance of improvising

For companies to grow, they have to sell you more

Six Ways We Get Sidetracked or Swayed

Debate body language speaks volumes

Tonight's Presidential Debate Will Be Decided by Body Language

Harvard Lecturer Explains How To Achieve Extreme Productivity At Work

Your Body Language Shapes Who You Are

Antagonistic Mediators Can Make Resolving Disputes Easier

First Look: Nov. 24

Business Research Corp. (A)

Initial Offer Precision and M&A Outcomes

Deal Structure and Deal Terms

Audit: War & Peace