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Show Results For
-
All HBS Web
(692)
- People (1)
- News (122)
- Research (505)
- Multimedia (3)
- Faculty Publications (298)
- March 1999 (Revised April 1999)
- Case
AccuFlow, Inc.
By: Jay O. Light
A small hydraulic-valve manufacturer attempts a second buyout in order to take out its current equity partners. A three-way deal must be negotiated between management, the new mezzanine lender, and the departing equity owners.
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Keywords:
Negotiation Types;
Leveraged Buyouts;
Equity;
Manufacturing Industry;
Industrial Products Industry
Light, Jay O. "AccuFlow, Inc." Harvard Business School Case 299-079, March 1999. (Revised April 1999.)
- February 1999 (Revised March 2004)
- Case
QI-TECH: A Chinese Technology Company for Sale
QI-TECH, is a Chinese manufacturer of precision coordinate measurement machines. A foreign investor who holds 50% of QI-TECH must negotiate a sale with its Chinese partner and a potential buyer (a large Western measurement machine company). For this purpose the foreign...
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Keywords:
Machinery and Machining;
Negotiation;
Valuation;
Joint Ventures;
Financing and Loans;
Manufacturing Industry;
China
Kuemmerle, Walter, and Chad S Ellis. "QI-TECH: A Chinese Technology Company for Sale." Harvard Business School Case 899-079, February 1999. (Revised March 2004.)
- 18 Mar 2018
- Working Paper Summaries
Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors
- 19 Jul 2011
- News
A debt plan Republicans can support
- September 1983 (Revised December 1988)
- Case
Cleveland Twist Drill (A)
Deals with the problems of implementing strategy in a declining industry and the negotiation of strategy with external constituencies, particularly labor unions. Traces Jim Bartlett's first nine months as president and asks for a plan of action.
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Keywords:
Decision Choices and Conditions;
Management Style;
Negotiation Tactics;
Labor and Management Relations;
Corporate Strategy
Hamermesh, Richard G. "Cleveland Twist Drill (A)." Harvard Business School Case 384-083, September 1983. (Revised December 1988.)
- 01 Apr 2014
- First Look
First Look: April 1
simple to complex, the present paper builds on that work. It illustrates several classes of practical measures that negotiators can use to advance their own interests by focusing on the other side's Level II negotiations. Beyond tailoring...
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Keywords:
Sean Silverthorne
- June 1999 (Revised November 2006)
- Case
Basil "Buzz" Hargrove and de Havilland, Inc. (A)
By: Kathleen L. McGinn and Angela Keros
Buzz Hargrove, national president of the Canadian Auto Workers, needs to find a way to secure an agreement from a negotiated contract with de Havilland, Inc. Local union leaders feel the deal is not good enough, but Hargrove is convinced management will close the plant...
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Keywords:
Media;
Power and Influence;
Negotiation Deal;
Leadership;
Agreements and Arrangements;
Business Exit or Shutdown;
Labor Unions;
Negotiation Types;
Management Teams;
Manufacturing Industry;
Auto Industry;
Canada
McGinn, Kathleen L., and Angela Keros. Basil "Buzz" Hargrove and de Havilland, Inc. (A). Harvard Business School Case 899-138, June 1999. (Revised November 2006.)
James K. Sebenius
JAMES K. (“Jim”) SEBENIUS, is the Gordon Donaldson Professor of Business Administration at Harvard Business School, where he founded the Negotiation unit and teaches advanced... View Details
- November 2001 (Revised July 2002)
- Case
Discount and Hawkins Critical Moments: Full Transcript
By: Michael A. Wheeler and Gillian Morris
This case presents a transcript of two professional negotiators of the Discount and Hawkins real estate negotiations. It highlights the challenges of creating value for both sides in the deal and provides a glimpse of how one set of professionals structured an...
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Keywords:
Agreements and Arrangements;
Value Creation;
Problems and Challenges;
Negotiation Participants;
Real Estate Industry
Wheeler, Michael A., and Gillian Morris. "Discount and Hawkins Critical Moments: Full Transcript." Harvard Business School Case 902-124, November 2001. (Revised July 2002.)
- June 1995 (Revised February 1998)
- Case
Welsh Water (A): General Information
This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of...
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Robinson, Robert J. "Welsh Water (A): General Information." Harvard Business School Case 895-040, June 1995. (Revised February 1998.)
- June 1995 (Revised April 1996)
- Case
Welsh Water (F): Postscript
This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of...
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Robinson, Robert J. "Welsh Water (F): Postscript." Harvard Business School Case 895-045, June 1995. (Revised April 1996.)
- 19 Mar 2013
- First Look
First Look: March 19
on criminal recidivism of treating individuals with electronic monitoring relative to prison. The Fog of Negotiation: What Negotiators Can Learn from Military Doctrine Authors:Wheeler, Michael A. Publication:Negotiation Journal Abstract...
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Keywords:
Sean Silverthorne
- 18 Apr 2016
- Research & Ideas
The Cost of Leaning In
was possible for a worker to negotiate a better deal than what the computer suggested, it was also possible to negotiate a worse deal. Choice vs. Forced The researchers ran two...
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Keywords:
by Carmen Nobel
- Research Summary
The Game Has Changed
By: Max H. Bazerman
Many prior books on negotiation, including books co-authored by Max Bazerman, have addressed how to create and claim value in negotiation. These ideas have proliferated in business schools, where negotiation is often the most popular course. Class participants... View Details
- 2009
- Simulation
Finance Simulation: M&A in Wine Country: No. 3289.
By: Timothy A. Luehrman and W. Carl Kester
In this simulation, students play the role of CEO at one of three publicly-traded wine producers: Starshine, Bel Vino, or International Beverage. Each player evaluates merger and/or acquisition opportunities among the three companies and then determines reservation...
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- October 1990
- Case
Parenting Magazine
Describes a set of decisions confronting Robin Wolaner, who is negotiating with representatives of Time Inc. about investing in a project to launch a new magazine called Parenting. The negotiations have reached an impasse. Among the issues to be considered are the...
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Keywords:
Business or Company Management;
Decision Choices and Conditions;
Negotiation;
Negotiation Deal;
Valuation;
Venture Capital;
Financing and Loans;
Outcome or Result;
Risk and Uncertainty;
Projects;
Journals and Magazines;
Journalism and News Industry;
Publishing Industry
Sahlman, William A. "Parenting Magazine." Harvard Business School Case 291-015, October 1990.
- November 2013
- Teaching Note
A.J. Washington: Retaining an NFL Star
By: Andrew Wasynczuk and Karen Huang
A.J. Washington explores the early phase of a contract negotiation between a professional football team and its star quarterback. This case illustrates the challenges associated with negotiation for human capital. Specifically, it explores the tension between...
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- June 2013
- Teaching Plan
The K-Dow Petrochemicals Joint Venture
By: Guhan Subramanian and Charlotte Krontiris
This case follows a two-part deal involving Dow Chemicals: Dow's ill-fated joint venture with the Kuwait Petroleum Corporation, the failure of which nearly scuttled Dow's simultaneous acquisition of Rohm & Haas. Focusing on Dow CEO Andrew Liveris, this case examines...
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Keywords:
Dow Chemicals;
Kuwait;
Financial Crisis;
Negotiation Process;
Joint Ventures;
Corporate Disclosure;
Acquisition;
Chemical Industry;
Kuwait
Subramanian, Guhan, and Charlotte Krontiris. "The K-Dow Petrochemicals Joint Venture." Harvard Business School Teaching Plan 913-047, June 2013.
- February 2001 (Revised March 2002)
- Case
Korea First Bank (A)
In December 1999, Newbridge Capital, an equity investment fund based in San Francisco, successfully negotiated with the Korean government to acquire a controlling interest in Korea First Bank. It was the first time a foreign financial institution acquired a Korean...
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Keywords:
Negotiation Process;
Negotiation Participants;
Foreign Direct Investment;
Acquisition;
Cross-Cultural and Cross-Border Issues;
Banks and Banking;
Banking Industry;
San Francisco;
South Korea
Huang, Yasheng, and Kirsty O'Neil-Massaro. "Korea First Bank (A)." Harvard Business School Case 701-022, February 2001. (Revised March 2002.)