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All HBS Web
(1,556)
- News (295)
- Research (1,054)
- Events (4)
- Multimedia (6)
- Faculty Publications (616)
- 2012
- Working Paper
Level II Negotiations: Helping the Other Side Meet Its 'Behind the Table' Challenges
A long analytic tradition explores the challenge of productively synchronizing "internal" with "external" negotiations, especially focusing on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work is...
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Keywords:
Negotiation;
Conflict Management;
Agreements and Arrangements;
Government and Politics;
Mathematical Methods;
United States;
Germany
Sebenius, James K. "Level II Negotiations: Helping the Other Side Meet Its 'Behind the Table' Challenges." Harvard Business School Working Paper, No. 13-004, July 2012.
- 26 Apr 2010
- News
The Pay Problem
- June 2020
- Case
TransDigm: The Acquisition of Aerosonic Corp.
By: Benjamin C. Esty and Daniel W. Fisher
In April 2013, TransDigm, a company that manufactured a wide range of highly engineered aerospace parts for both military and commercial aircraft, announced an agreement to acquire Aerosonic Corporation for $39 million in cash (1.2 times Aerosonic’s sales of $31...
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Keywords:
Mergers and Acquisitions;
Growth Management;
Business Strategy;
Competitive Strategy;
Value Creation;
Valuation;
Negotiation;
Cash Flow;
Contracts;
Aerospace Industry;
Air Transportation Industry;
United States
Esty, Benjamin C., and Daniel W. Fisher. "TransDigm: The Acquisition of Aerosonic Corp." Harvard Business School Case 720-480, June 2020.
- March 1993 (Revised June 1998)
- Case
Commercial Fixtures, Inc.
Two equal partners arrange a sealed bid auction to decide which one buys out the other's interest in a lighting fixture company started by their fathers. After 25 years together, they had developed irreconcilable differences over how to manage the company. A rewritten...
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Roberts, Michael J. "Commercial Fixtures, Inc." Harvard Business School Case 393-115, March 1993. (Revised June 1998.)
- 22 Jun 2015
- News
Interview: professor Robert G. Eccles, Harvard Business School
Natalia Garbiras-Diaz
Natalia received her Ph.D. in Political Science in 2021 from the University of California, Berkeley, where she is currently a Research Associate at the Center on the Politics of Development. Prior to joining Harvard Business School, she was a Max Weber Fellow at...
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- Article
Wage-Employment Contracts
By: Jerry R. Green and Charles M. Kahn
This paper studies the efficient agreements about the dependence of workers' earnings on employment, when the employment level is controlled by firms. The firms' superior information about profitability conditions is responsible for this form of contract governance....
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Green, Jerry R., and Charles M. Kahn. "Wage-Employment Contracts." Quarterly Journal of Economics 98, Suppl., no. 2 (1983): 173–188.
- August 2015 (Revised January 2017)
- Background Note
Evolving Trends in Global Trade
By: Dante Roscini and Annelena Lobb
The note, while not intended to be historically comprehensive, explores the regulation of international trade from the period after World War II to developments in 2010, focusing on shifts in trade theory and policy as well as economic benefits and disadvantages...
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Keywords:
Trade Negotiations;
Development Economics;
Developing Countries and Economies;
Governance;
Negotiation;
Globalization;
Trade;
Policy;
History;
Europe;
Latin America;
North and Central America;
Asia;
Africa;
China
Roscini, Dante, and Annelena Lobb. "Evolving Trends in Global Trade." Harvard Business School Background Note 716-024, August 2015. (Revised January 2017.)
- April 2003 (Revised November 2003)
- Case
Creation of the European Union, The
Describes the emergence of the European Union (EU). Focuses on a critical stage in European integration--the period in the early 1990s when member states negotiated the terms of the Maastricht Treaty. This agreement set in motion the project that would eventually lead...
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Keywords:
International Relations;
Alliances;
System;
Negotiation Participants;
Government and Politics;
Agreements and Arrangements;
Money;
Cooperation;
European Union
Trumbull, J. Gunnar. "Creation of the European Union, The." Harvard Business School Case 703-032, April 2003. (Revised November 2003.)
- October 1996 (Revised January 1997)
- Case
MacTemps: Building Commitment in the Interim Workforce
MacTemps is a provider of temporary workers skilled in computer graphics and database management. Unlike many temporary agencies that treat temps as a commodity, MacTemps has attempted to build relationships with temps through offering benefits and training. This case...
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Keywords:
Selection and Staffing;
Organizational Design;
Personal Development and Career;
Information Technology Industry;
Employment Industry
Bradach, Jeffrey L., and Nicole Sackley. "MacTemps: Building Commitment in the Interim Workforce." Harvard Business School Case 497-005, October 1996. (Revised January 1997.)
- 12 PM – 1 PM EDT, 16 Sep 2014
- Career Events
Returning to Work After a Break
As a "relauncher" herself, Carol Cohen (MBA 1985) understands the challenges of returning to work after multi-year career breaks. She has also engaged with hundreds of hiring managers to understand their biases and the risk they associate with hiring people who are...
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- July 2000 (Revised October 2019)
- Exercise
Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)
By: Michael Wheeler
The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis...
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Keywords:
Agreements and Arrangements;
Negotiation Participants;
Negotiation Tactics;
Value Creation;
Computer Industry
Wheeler, Michael. "Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)." Harvard Business School Exercise 801-097, July 2000. (Revised October 2019.)
- 06 Mar 2015
- News
Halting hospital mergers not the same as boosting competition
- December 1998 (Revised October 1999)
- Case
Han Young Labor Dispute (A), The
Examines the evolution of a labor dispute at the Han Young maquiladora in Tijuana, Mexico. The dispute began over union representation at a 120-worker company, but soon escalated into a source of tension between the United States, Canada, and Mexico, and a test for the...
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Keywords:
Agreements and Arrangements;
International Relations;
Labor Unions;
Trade;
Labor and Management Relations;
Conflict and Resolution;
Business and Government Relations;
Canada;
United States;
Mexico
Kennedy, Robert E., and Brian Irwin. "Han Young Labor Dispute (A), The." Harvard Business School Case 799-084, December 1998. (Revised October 1999.)
- 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....
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Keywords:
Restructuring;
Currency Exchange Rate;
Management Practices and Processes;
Risk Management;
Agreements and Arrangements;
Situation or Environment
Kester, W. Carl, and Kendall Backstrand. "Tiffany & Co.--1993." Harvard Business School Case 295-047, December 1994. (Revised June 1995.)
- October 2016
- Case
The Quiet Ascension of LA Fitness
By: John R. Wells and Gabriel Ellsworth
In 2016, LA Fitness was the largest chain of non-franchised fitness clubs in North America, operating 676 clubs, serving 4.9 million members, and generating revenues of over $1.9 billion. Founded by Chinyol Yi, Louis Welch, and Paul Norris in 1984, the privately held...
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Keywords:
LA Fitness;
Health Clubs;
Fitness;
Gyms;
Chain;
Exercise;
Personal Training;
Retention;
Bally Total Fitness;
24 Hour Fitness;
Planet Fitness;
Buildings and Facilities;
Acquisition;
Business Growth and Maturation;
Business Model;
For-Profit Firms;
Customers;
Customer Focus and Relationships;
Customer Satisfaction;
Demographics;
Age;
Gender;
Income;
Residency;
Borrowing and Debt;
Capital;
Capital Structure;
Cash;
Cash Flow;
Cost;
Private Equity;
Financial Condition;
Financial Liquidity;
Financing and Loans;
Investment Return;
Price;
Profit;
Revenue;
Geographic Location;
Geographic Scope;
Multinational Firms and Management;
Business History;
Employees;
Recruitment;
Selection and Staffing;
Human Capital;
Contracts;
Business or Company Management;
Goals and Objectives;
Growth and Development Strategy;
Market Entry and Exit;
Operations;
Service Operations;
Leasing;
Private Ownership;
Problems and Challenges;
Sales;
Salesforce Management;
Situation or Environment;
Opportunities;
Sports;
Strategy;
Business Strategy;
Competition;
Competitive Strategy;
Competitive Advantage;
Corporate Strategy;
Expansion;
Segmentation;
Information Technology;
Mobile Technology;
Technology Platform;
Health Industry;
United States;
California;
Los Angeles
Wells, John R., and Gabriel Ellsworth. "The Quiet Ascension of LA Fitness." Harvard Business School Case 717-424, October 2016.
- 07 Sep 2011
- First Look
First Look: Sept. 7
activity on a massive scale-devising strategies that provide employment for the billions now outside the system, inventing business models that make better use of scarce resources, and creating institutional View Details
Keywords:
Sean Silverthorne
- 12 Nov 2010
- News
The Lab Rat: How to Take a Position of Power
- March 2001 (Revised March 2016)
- Case
Charlene Barshefsky (A)
By: James K. Sebenius and Rebecca Hulse
Describes the challenges former U.S. Trade Representative Charlene Barshefsky faced while negotiating a trade agreement with China to improve its domestic intellectual property rights enforcement. After briefly describing Barshefsky's past experience with trade...
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Keywords:
Trade;
International Relations;
Copyright;
Negotiation Style;
Negotiation Tactics;
Alliances;
Business and Government Relations;
China;
United States
Sebenius, James K., and Rebecca Hulse. "Charlene Barshefsky (A)." Harvard Business School Case 801-421, March 2001. (Revised March 2016.)
- 09 Apr 2015
- News