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  • January 1992
  • Case

Broward - Computerm Arbitration

By: Paul A. Vatter
Keywords: Negotiation; Contracts; Computer Industry
Related
  • September 1982
  • Article

Scale Changes and Shared Information in Bargaining: An Experimental Study

By: A. E. Roth and M. Malouf
Keywords: Change; Information; Negotiation
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  • Article

Renegotiation and the Form of Efficient Contracts

By: Jerry R. Green and J. J. Laffont
Two parties may agree to a mutually binding contract that will govern their behavior after an uncertain event becomes known. As there is no agent who can both observe this uncertain outcome and enforce the contract, contingent agreements are precluded. However, the... View Details
Keywords: Negotiation; Contracts
Related
  • 04 Jan 2017
  • News

Trump's Twitter bark worse than his bite?

  • 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
  • August 1997 (Revised November 1998)
  • Case

Cambridge Technology Partners - 1991 Start Up

By: Paul A. Gompers and Catherine M. Conneely
Jim Sims tries to close the deal to create Cambridge Technology Partners (CTP) in a spin-out from a troubled technology consulting firm. The deal looks tenuous. View Details
Keywords: Business Startups; Negotiation Deal; Information Technology; Organizations; Information Technology Industry; Consulting Industry; Cambridge
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  • November 1993 (Revised June 1996)
  • Case

C.K. Coolidge, Inc. (A)

Coolidge (CKC), a chemical manufacturer, is being sued for patent infringement. Plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. An analyst at CKC has done breakeven decision analysis from CKC's perspective, balancing going to court... View Details
Keywords: Negotiation Preparation; Patents; Lawsuits and Litigation; Chemical Industry
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  • March 1990 (Revised October 1994)
  • Case

IBM-Fujitsu Dispute

By: Joseph L. Badaracco Jr.
Describes a dispute between IBM and Fujitsu over allegations that Fujitsu stole proprietary IBM software for controlling mainframe computers. Also describes a novel arbitration agreement intended to resolve the dispute, an overview of intellectual property law in the... View Details
Keywords: Trade; Ethics; Intellectual Property; Law; Negotiation Process; Relationships; Software; Information Technology Industry
Related
  • 20 Apr 2021
  • Working Paper Summaries

Cognitive Biases: Mistakes or Missing Stakes?

Keywords: by Benjamin Enke, Uri Gneezy, Brian Hall, David Martin, Vadim Nelidov, Theo Offerman, and Jeroen van de Ven
  • October 2011
  • Case

Corporate Avenue

By: Arthur I Segel, Michael Shih-ta Chen and Dawn Lau
Keywords: Leasing; Negotiation; Real Estate Industry
Related
  • Article

Towards a Theory of Bargaining: An Experimental Study in Economics

By: A. E. Roth
Keywords: Negotiation; Information; Economics
Related
  • 1993
  • Article

Changing Relationships in the Concessions Process

By: Louis T Wells Jr
Keywords: Change; Relationships; Negotiation
Related
  • 14 Nov 2013
  • News

Work-Family Conflict is Not the Problem. Overwork Is.

  • 23 Aug 2012
  • News

When Freemium Fails

  • Jan 31 2023
  • Testimonial

Learning to Create a Bigger Pie

  • 02 Jan 2007
  • Research & Ideas

Most Popular Articles of 2006

In the six-year history of Harvard Business School's Working Knowledge, some types of articles have always been popular with our readers. Want to generate a lot of reader buzz? Then write about negotiation strategy, managing IT,... View Details
Keywords: by Sean Silverthorne
  • 08 Apr 2014
  • First Look

First Look: April 8

the labor market but do not result in weaker political preferences for redistribution. August 2013 Harvard Business Review 15 Rules for Negotiating a Job Offer By: Malhotra, Deepak Abstract—The author, a professor of View Details
Keywords: Sean Silverthorne
  • 2019
  • Article

Go-Shops Revisited

By: Guhan Subramanian and Annie Zhao
A go-shop process turns the traditional M&A deal process on its head: rather than a pre-signing market canvass followed by a post-signing “no shop” period, a go-shop deal involves a limited pre-signing market check, followed by a post-signing “go shop” process to find... View Details
Keywords: Go-shop Process; Mergers and Acquisitions; Negotiation Process; Negotiation Deal; Performance Effectiveness; Technological Innovation
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  • January 2008 (Revised March 2008)
  • Case

Bidding on Martha's Vineyard (A)

By: James Sebenius
To buy a desirable Martha's Vineyard property, Robert and Sally Franklin must craft a bidding strategy informed by their assessment of their competitor. The "A" case sets up the situation and bidding history to date, describes how they assessed their valuations and... View Details
Keywords: Negotiation Preparation; Negotiation Process; Valuation; Decision Choices and Conditions; Property; Bids and Bidding; Real Estate Industry; Martha's Vineyard
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  • 01 Dec 2006
  • News

Faculty Books

dynamics and strategies used by firms that recognize the transformative power of these “invisible engines.” Shorter discussions of Internet-based software platforms offer glimpses into a future in which the way we buy, pay, watch, listen, learn, and communicate will... View Details
Keywords: Colleges, Universities, and Professional Schools; Educational Services