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Show Results For
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All HBS Web
(695)
- People (1)
- News (124)
- Research (505)
- Multimedia (3)
- Faculty Publications (298)
- April 2006 (Revised April 2012)
- Background Note
The Company Sale Process
Lays out the steps, the timeline, and the process by which a company is sold. Focuses on the sale of companies with enterprise values greater than $100 million. These transactions are large enough to require the help of a financial adviser and attract both strategic...
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Fruhan, William E., Jr. "The Company Sale Process." Harvard Business School Background Note 206-108, April 2006. (Revised April 2012.)
- February 2000 (Revised September 2001)
- Case
edocs, Inc. (A)
By: Paul A. Gompers
Describes the development of edocs, an Internet company aimed at revolutionizing the on-line bill presentment market. Kevin Laracey must negotiate a venture capital investment with Jonathon Guerster, an associate at Charles River Ventures. Can be used as a role-playing...
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Keywords:
Venture Capital;
Investment;
Growth and Development;
Negotiation Deal;
Internet;
Information Technology Industry
Gompers, Paul A. "edocs, Inc. (A)." Harvard Business School Case 200-015, February 2000. (Revised September 2001.)
- Research Summary
Winning Coalitions
James K. Sebenius is examining the most effective ways to generate and sustain cooperation among a corporations many stakeholders. As the number of stakeholders grows, and management actions more often involve players outside the traditional chain of command and...
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- February 2016
- Case
Hon Hai's Investment in Sharp
By: Mihir A. Desai, Keith Chi-ho Wong and Zachary Markovich
In March 2012, Hon Hai Precision Industry Company, Ltd. (Hon Hai) announced its investment in the Sharp Corporation (Sharp). The deal was structured in two parts: the first had Hon Hai investing in Sharp, and the second involved Hon Hai founder, chairman, and CEO Terry...
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Keywords:
Hon Hai;
Sharp;
LCD-TFT;
East Asia;
Net Present Value;
Acquisitions;
Valuation;
Negotiation Deal;
Acquisition;
East Asia
Desai, Mihir A., Keith Chi-ho Wong, and Zachary Markovich. "Hon Hai's Investment in Sharp." Harvard Business School Case 216-035, February 2016.
- December 1994 (Revised September 1996)
- Case
Cementownia Odra (A)
The Polish government is privatizing Cementownia Odra, a cement firm. Tomasz Budziak, a team leader, is negotiating on behalf of the Polish Ministry of Privatization. Hans-Hugo Miebach, owner of a German cement company, has made an attractive offer; a deal hinges on...
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Wu, George, and Arnold Holle. "Cementownia Odra (A)." Harvard Business School Case 895-004, December 1994. (Revised September 1996.)
- September 2019
- Case
Celgene: Business Development and Distributed Research
By: Peter Barrett and Kareem Reda
This case looks at the deal-making process between Celgene, a large publicly traded pharmaceutical company, and Agios, an early-stage biotech company. The framework of a potential deal is explored and the potential road-blocks to Agios’ profitability are discussed. ...
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Keywords:
Negotiation Deal;
Alliances;
Collaborative Innovation and Invention;
Research;
Pharmaceutical Industry;
Biotechnology Industry
Barrett, Peter, and Kareem Reda. "Celgene: Business Development and Distributed Research." Harvard Business School Case 620-014, September 2019.
- January 2008
- Supplement
Joe Bachelder: Reflections
By: Brian Hall and James K. Sebenius
After Charles Suarez's failed compensation negotiations with Victor, Suarez's attorney, Joe Batchelder, joined class discussions of the case in a course taught by Professor Brian Hall. Professor James Sebenius also interviewed Joe Bachelder at length on this case and...
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- Winter 2021
- Editorial
Introduction
This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the...
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Wheeler, Michael A. "Introduction." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 5–12.
Fixing Discrimination in Online Marketplaces
In the late 1980s, law professors Ian Ayres and Peter Siegelman set out to learn whether blacks and women got the same deals as white men when buying a new car. They trained 38 people—some white and some black, some male and some female—to negotiate a purchase using a...
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- May 2011 (Revised July 2012)
- Exercise
Remicade/Simponi: Confidential Instructions for Merck
By: Guhan Subramanian and Rhea Ghosh
This two-party negotiation exercise features a real-life dispute between Merck and Johnson & Johnson regarding European distribution rights to two highly lucrative drugs.
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Keywords:
Price;
Rights;
Agreements and Arrangements;
Negotiation Deal;
Problems and Challenges;
Risk and Uncertainty;
Pharmaceutical Industry
Subramanian, Guhan, and Rhea Ghosh. "Remicade/Simponi: Confidential Instructions for Merck." Harvard Business School Exercise 911-044, May 2011. (Revised July 2012.)
- 2013
- Book
Sidetracked: Why Our Decisions Get Derailed and How We Can Stick to the Plan
By: Francesca Gino
You may not realize it but simple, irrelevant factors can have profound consequences on your decisions and behavior, often diverting you from your original plans and desires. Sidetracked will help you identify and avoid these influences so the decisions you make do...
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Keywords:
Decision Making;
Decision-making;
Judgment;
Decisions;
Strategy;
Behavior;
Ethics;
Attitudes
Gino, Francesca. Sidetracked: Why Our Decisions Get Derailed and How We Can Stick to the Plan. Boston, MA: Harvard Business Review Press, 2013.
- February 2006 (Revised September 2006)
- Case
Tad O'Malley: June 2005
By: G. Felda Hardymon, Josh Lerner and Ann Leamon
Tad O'Malley, a new associate at Empire Investment Group, a top-tier leveraged buyout firm, must evaluate three different deals and recommend which should receive additional resources for further investigation. He must consider the specifics of each company and each...
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Keywords:
Negotiation Deal;
Resource Allocation;
Private Equity;
Projects;
Management Analysis, Tools, and Techniques;
Performance Evaluation;
Leveraged Buyouts
Hardymon, G. Felda, Josh Lerner, and Ann Leamon. "Tad O'Malley: June 2005." Harvard Business School Case 806-078, February 2006. (Revised September 2006.)
- October 2016 (Revised March 2019)
- Case
Carrum Health: Scaling Bundled Payments
By: Robert S. Huckman and Sarah Mehta
Founded in 2014, Carrum Health helped self-insured employers located in three markets (San Diego, California; Seattle, Washington; and San Francisco, California) save money on their employees’ planned surgeries. It did so by contracting directly with top-quality...
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Keywords:
Health Financing;
Health Insurance;
Value-based Healthcare Reimbursements;
Bundled Payments;
Innovation;
Scale;
Health;
Health Care and Treatment;
Cost Management;
Growth and Development Strategy;
Decision Choices and Conditions;
Health Industry;
California;
San Francisco;
San Diego;
Seattle
Huckman, Robert S., and Sarah Mehta. "Carrum Health: Scaling Bundled Payments." Harvard Business School Case 617-017, October 2016. (Revised March 2019.)
- 10 Mar 2002
- Research & Ideas
Breakthrough Negotiation: Don’t Leave It On the Table
Kofi Annan in his description of dealing with Iraq: "You can do a lot with diplomacy, but with diplomacy backed up by force you can get a lot more done."3 Great negotiators make skilled use of...
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Keywords:
by Michael Watkins
- 2019
- Chapter
Appraisal after Dell
This essay presents new data on appraisal litigation and appraisal outs. I find that appraisal claims have not meaningfully declined in 2016 and that perceived appraisal risk, as measured by the incidence of appraisal outs, has increased since the Dell appraisal in May...
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Subramanian, Guhan. "Appraisal after Dell." Chap. 10 in The Corporate Contract in Changing Times: Is the Law Keeping Up? edited by Steven Davidoff Solomon and Randall Stuart Thomas, 222–243. University of Chicago Press, 2019.
- 2015
- Chapter
The Business Model: Nature and Benefits
By: Ramon Casadesus-Masanell and John Heilbron
This paper considers the nature of the business model and its strategic relevance to negotiations. We elaborate a substantive definition of the business model as decisions enforced by the authority of the firm; this definition enables the analysis of business models...
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Keywords:
Business Models;
Value Capture;
Value-Based Business Strategy;
Ambivalent Value;
Business Model;
Value;
Negotiation Deal
Casadesus-Masanell, Ramon, and John Heilbron. "The Business Model: Nature and Benefits." Chap. 1 in Business Models and Modelling. Vol. 33, edited by Charles Baden-Fuller and Vincent Mangematin. Advances in Strategic Management. Emerald Group Publishing, 2015.
- 2015
- Working Paper
The Business Model: Nature and Benefits
By: Ramon Casadesus-Masanell and John Heilbron
This paper considers the nature of the business model and its strategic relevance to negotiations. We elaborate a substantive definition of the business model as decisions enforced by the authority of the firm; this definition enables the analysis of business models...
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Keywords:
Business Models;
Value Capture;
Value-Based Business Strategy;
Ambivalent Value;
Business Model;
Negotiation Deal
Casadesus-Masanell, Ramon, and John Heilbron. "The Business Model: Nature and Benefits." Harvard Business School Working Paper, No. 15-089, May 2015. (Revised June 2015.)
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for Elcer Products Division President
By: James K. Sebenius and Guhan Subramanian
In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Elcer Divisional management role. Challenges include how...
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Keywords:
Mergers and Acquisitions;
Managerial Roles;
Negotiation Deal;
Negotiation Process;
Negotiation Tactics
Sebenius, James K., and Guhan Subramanian. "The Elcer Products Transaction: Confidential Information for Elcer Products Division President." Harvard Business School Exercise 908-036, December 2007. (Revised April 2008.)
- 10 Sep 2001
- Research & Ideas
The Negotiator’s Secret: More Than Merely Effective
You've just taken a seat at the negotiating table. No doubt you're under a little stress. In addition to the myriad complexities of the deal itself, even the best negotiators...
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Keywords:
by James K. Sebenius
- June 2001
- Case
Infinata: The Quest for Human Resource Venture Capital
By: Jay O. Light and Anthony Massaro
A potential start-up in the Web-based Customer Relationship Management (CRM) is considering a deal with a software developer.
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Keywords:
Negotiation;
Negotiation Deal;
Customer Relationship Management;
Internet and the Web;
Business Startups;
Information Technology Industry
Light, Jay O., and Anthony Massaro. "Infinata: The Quest for Human Resource Venture Capital." Harvard Business School Case 201-032, June 2001.