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- Faculty Publications (170)
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- All HBS Web (297)
- Faculty Publications (170)
- March 2003 (Revised January 2008)
- Case
Northrop versus TRW
By: Carliss Y. Baldwin and James Quinn
TRW, a leading supplier of advanced technology products for the auto, defense, and aerospace markets, receives an unexpected stock-for-stock offer from defense company Northrop Grumman Corp. The $11.4 billion aggregate offer, which represents a 22% premium over the...
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Keywords:
Mergers and Acquisitions;
Decision Choices and Conditions;
Governing and Advisory Boards;
Laws and Statutes;
Negotiation Tactics;
Valuation;
Aerospace Industry;
Auto Industry;
Ohio
Baldwin, Carliss Y., and James Quinn. "Northrop versus TRW." Harvard Business School Case 903-115, March 2003. (Revised January 2008.)
- Web
Live from Klarman Hall - Alumni
Lessons for Strategy, Leadership, and Deal-Making: Re-examining Chamberlain’s Negotiations with Hitler Speaker: Deepak Malhotra, Eli Goldston Professor of Business AdministrationChamberlain’s negotiations...
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- April 2009 (Revised August 2009)
- Case
Petrobras in Ecuador (A)
By: Aldo Musacchio, Lena G. Goldberg and Ricardo Reisen de Pinho
On October 18, 2007, Ecuador's President Rafael Correa announced his intention to migrate Petrobras' existing participation contracts to exploit oil reserves in Ecuador's Blocks 18 and 31 to servicing agreements under which Petrobras would be paid a production fee and...
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Keywords:
Metals and Minerals;
Globalized Firms and Management;
Corporate Governance;
Government Administration;
Taxation;
Contracts;
Negotiation Process;
Negotiation Tactics;
Public Ownership;
Business and Government Relations;
Business and Shareholder Relations;
Brazil;
Ecuador
Musacchio, Aldo, Lena G. Goldberg, and Ricardo Reisen de Pinho. "Petrobras in Ecuador (A)." Harvard Business School Case 309-107, April 2009. (Revised August 2009.)
- Web
Your Personalized Experience - MBA
outstanding coaches. Career & Professional Development will work with you at every stage of your HBS journey, no matter where your experience here might take you. First Year Tactical Internship Search Support Career Visioning Meet with a...
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- 29 Apr 2008
- First Look
First Look: April 29, 2008
communicating mutual expectations, and tactics for negotiating priorities. Thought provoking and practical, Managing Your Boss enables you to lay the groundwork for one of the most crucial working...
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Keywords:
Martha Lagace
- 13 May 2013
- Research & Ideas
How to Spot a Liar
Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths, which was published in the journal Discourse Processes. Asked why the topic of deception is important to business research, negotiation expert...
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Keywords:
by Carmen Nobel
- 30 May 2005
- Research & Ideas
Six Steps for Making Your Threat Credible
potentially useless enterprise, and surrendering authority are the types of behaviors that smart negotiators usually try to avoid. It is critical to understand, however, that these tactics don't work because...
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Keywords:
by Deepak Malhotra
- 05 Dec 2016
- Research & Ideas
How The 2016 Presidential Candidates Misled Us With Truthful Statements
Medicare to negotiate lower prices with drug companies and allow Americans to buy drugs at more affordable prices. The facts: Some of the information in the claim was true. The prices of brand-name drugs have more than doubled during that...
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Keywords:
by Dina Gerdeman
- 06 Mar 2006
- Research & Ideas
Four Strategies for Making Concessions
Most people understand that negotiation is a matter of give-and-take: You have to be willing to make concessions to get concessions in return. But the process of making concessions is easier said than done. Consider how events unfolded in...
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Keywords:
by Deepak Malhotra
- Web
Topics - HBS Working Knowledge
Negotiation Deal (1) Negotiation Offer (1) Negotiation Participants (1) Negotiation Preparation (3) Negotiation...
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- 26 Sep 2023
- Cold Call Podcast
The PGA Tour and LIV Golf Merger: Competition vs. Cooperation
- Web
2023 Reunion Presentations - Alumni
systematically probed the strategies and tactics of this distinguished group, Professor Sebenius, who chairs the Great Negotiator program and coauthored the recently published book Kissinger the Negotiator:...
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- 1986
- Book
The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain
By: David A Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain. NY: Free Press, 1986. (Also published in Czech, French, Italian, and Spanish editions.)
- 11 May 2016
- Research & Ideas
Fix This! Why is it so Painful to Buy a New Car?
and its customers. Stories from the trenches Schlesinger recalled accompanying a relative who wanted to buy a car. After a lengthy sharp-elbows negotiation with the salesperson, the hopeful buyers marched out of the showroom when the...
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- 04 Nov 2014
- First Look
First Look: November 4
Benjamin Abstract—I examine Google's pattern and practice of tying to leverage its dominance into new sectors. In particular, I show how Google used these tactics to enter numerous markets, to compel usage of its services, and often to...
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Keywords:
Sean Silverthorne
- Web
Resources - Christensen Center for Teaching & Learning
School (A resource center for negotiation and alternative dispute resolution) INSEAD Kellogg Case Collection Northwestern University Ivey Publishing Richard Ivey School of Business Stanford Entrepreneurship Case Studies Stanford Graduate...
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- Web
Power and Influence for Positive Impact | HBS Online
Highlights Analyzing the Fundamentals of Power Tactical Choices A Developmental Path to Power ShowHide Details Concepts Analyzing the Fundamentals of Power Shifting the Balance of Power Coming to Terms with Power Limits of Personal &...
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- 01 Jun 2002
- News
Up to the Challenge: Ipsita Dasgupta - Global Perspective, Local Results
provide microfinance to entrepreneurs. “People in developing countries grasp technology very quickly, but the big battle is literacy,” she remarks. Creating Web sites that use images and numbers instead of text is one tactic for crossing...
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- 30 Nov 2018
- Blog Post
8 Reasons the Section Experience is the Best Part About HBS
house), I watch our class discussion like a tennis match. Back and forth – students share their views on what choices the case protagonist can make and negotiate one view or another. I find my moment — someone says something particularly...
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- March–April 2024
- Article
Case Study: Navigating Labor Unrest
By: Jorge Tamayo
Paulo Ferreira, the president of Luna Brazil, has an ambitious plan to turn around the dismal performance of the plant he oversees in Campinas. The wrinkle is, he needs the buy-in of the powerful local union, which is still smarting from a 10-year-old labor conflict...
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Keywords:
Strategy And Execution;
Layoffs;
Manufacturing;
Labor and Management Relations;
Labor Unions;
Negotiation Tactics;
Conflict and Resolution;
Performance Improvement;
Corporate Strategy;
Manufacturing Industry;
Brazil
Tamayo, Jorge. "Case Study: Navigating Labor Unrest." Harvard Business Review 102, no. 2 (March–April 2024): 144–149.