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- 03 Mar 2003
- Research & Ideas
The Ingredients of a Deal Disaster
truly meeting on the underlying social contract. It's almost always best to get the managers who must make the deal work involved in the negotiating process, where they can begin to forge a positive social contract. In some cases, investment bankers or other View Details
- 29 Oct 2013
- First Look
First Look: October 29
Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker...
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Sean Silverthorne
- 01 Dec 2013
- News
Your Own Medicine
and CEO and added a veteran executive team filled with his former industry colleagues—including former CFO Cabot Brown (MBA 1987)—all of them bringing not only two or three decades of experience in drug development, fundraising, and View Details
- 24 Mar 2009
- First Look
First Look: March 24, 2009
Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace Author:Guhan Subramanian Publication:W.W. Norton & Company, forthcoming Abstract No abstract is available at this time. American Democracy: The Perils of...
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Martha Lagace
- 01 Jun 2006
- News
Profiles from the Class of 2006
chronic diseases and disabilities are similarly provided with access to a world of possibilities. — GE Arnaud Karsenti Irrepressible entrepreneur, optimist, global dealmaker Karsenti On his 12th birthday, Arnaud Karsenti’s mother asked...
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- 10 Jun 2014
- First Look
First Look: June 10
Dealmaking By: Schroeder, Juliana, Jane Risen, Francesca Gino, and Michael I. Norton Abstract—Humans use subtle sources of information-like nonverbal behavior-to determine whether to act cooperatively or antagonistically when they...
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Sean Silverthorne
- 01 Feb 1998
- News
Women at the Top
dealmaking both inside and outside the corporate environment. Participants then took part in an interactive workshop on developing an effective professional network, led by HBS associate professor Herminia M. Ibarra. As part of the...
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Marguerite Rigoglioso and Susan Young
- 12 Jan 2010
- First Look
First Look: Jan. 12
systematically analyzing a third and fourth class of factors that often prove critical in cross-border dealmaking The decision-making and governance processes that are the targets of influence efforts. While negotiations take place with...
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Martha Lagace
- 02 Mar 2010
- First Look
First Look: March 2
Eva Lutz, and Kerry HermanHarvard Business School Case 809-056 In 2001, Allianz Capital Partners and Goldman Sachs acquired a majority stake in Messer Griesheim, a European industrial gas concern held by Hoechst. The dealmakers faced...
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Martha Lagace
- 29 Jun 2007
- First Look
First Look: June 29, 2007
push prices closer to the fundamentals. Bargaining in the Shadow of PeopleSoft's (Defective) Poison Pill Author:Guhan Subramanian Publication:Harvard Negotiation Law Review (winter 2007) Abstract This Commentary is part of a dealmaking...
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Martha Lagace
- Web
Print View - Course Catalog
your negotiating ability to the next level by matching wits with some of the world’s greatest dealmakers and diplomats as they work through their toughest deals. Examples: In business and finance: Steve Schwarzman on several early...
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