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Show Results For
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All HBS Web
(690)
- People (1)
- News (122)
- Research (503)
- Multimedia (3)
- Faculty Publications (296)
- March 1997 (Revised October 1999)
- Case
Stone Container in Honduras (A)
By: James K. Sebenius and Hannah Bowles
Chicago-based Stone Container Corp., a leading producer of cardboard containers and paper bags, proposes a large-scale pine forest management and utilization program in the La Mosquitia region of Honduras. A framework agreement with the government is strongly endorsed...
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Keywords:
Negotiation Preparation;
Negotiation Types;
Environmental Sustainability;
Conflict of Interests;
Globalized Firms and Management;
Developing Countries and Economies;
Government and Politics;
Manufacturing Industry;
Pulp and Paper Industry;
Honduras;
Chicago
Sebenius, James K., and Hannah Bowles. "Stone Container in Honduras (A)." Harvard Business School Case 897-172, March 1997. (Revised October 1999.)
Kevin P. Mohan
Kevin P. Mohan joined the Negotiation unit at Harvard Business School in 2012. He teaches Negotiation and Deals in the MBA program, in the Owners, Presidents, and Managers program, and in a number of other Executive Education programs at Harvard. He also... View Details
- April 2001 (Revised March 2002)
- Case
Seagate Technology Buyout
By: Gregor M. Andrade, Stuart C. Gilson and Todd C. Pulvino
In March 2000, a group of private investors and senior managers were negotiating a deal to acquire the disk drive operations of Seagate Technology. The motivating factor for the buyout was the apparently anomalous market value of Seagate's equity: Seagate's equity...
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Andrade, Gregor M., Stuart C. Gilson, and Todd C. Pulvino. "Seagate Technology Buyout." Harvard Business School Case 201-063, April 2001. (Revised March 2002.)
- 12 Jan 2010
- First Look
First Look: Jan. 12
kind of arrangements under negotiation such as the requirement that the majority of a joint venture be owned by a local partner? Are high-tech deals particularly sought after by the state? What recent View Details
Keywords:
Martha Lagace
- 07 May 2012
- Research & Ideas
The Art of Haggling
I think we're obliged to give our students a realistic picture of how the world can sometimes work." To be effective, he says, negotiators must be adept at both styles of negotiating. That doesn't need to mean going for the jugular,...
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Keywords:
by Katie Johnston
- January 1998 (Revised November 2003)
- Case
Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A)
By: James K. Sebenius and David T. Kotchen
Describes secretive negotiations that took place between the top executives of Morgan Stanley and S.G. Warburg in the fall of 1994, when the two firms were contemplating a merger that would create one of the world's most powerful investment banks. By December, in order...
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Keywords:
Negotiation;
Investment Banking;
Mergers and Acquisitions;
Consolidation;
Banking Industry;
Financial Services Industry
Sebenius, James K., and David T. Kotchen. "Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A)." Harvard Business School Case 898-140, January 1998. (Revised November 2003.)
- September 2010 (Revised April 2011)
- Case
Sherritt Goes to Cuba (A): Political Risk in Unchartered Territory
By: Aldo Musacchio and Jonathan Schlefer
Ian Delaney, CEO of Sherritt, a primarily a mining company, visited Cuba in the early 1990s to negotiate a deal to export nickel for their Canadian refineries. The case describes the difficulties of doing business in Cuba and the challenges Delaney overcame to turn...
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Keywords:
Business Conglomerates;
Joint Ventures;
Multinational Firms and Management;
Growth and Development Strategy;
Risk Management;
Emerging Markets;
Business and Government Relations;
Mining Industry;
Canada;
Cuba;
United States
Musacchio, Aldo, and Jonathan Schlefer. "Sherritt Goes to Cuba (A): Political Risk in Unchartered Territory." Harvard Business School Case 711-001, September 2010. (Revised April 2011.)
- 30 Sep 2002
- Research & Ideas
Your Crisis Response Plan: The Ten Effective Elements
Organizations inevitably face crises, but few are well prepared to deal with them. The following elements summarize the findings of research and experience about what it takes to respond effectively in crisis situations. The accompanying...
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Keywords:
by Michael Watkins
- Research Summary
3D Negotiaton
In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details
- 04 Sep 2012
- Working Paper Summaries
Level II Negotiations: Helping the Other Side Meet Its ‘Behind the Table’ Challenges
Keywords:
by James Sebenius
- December 2007
- Article
Private Power in Indonesia
By: Louis T. Wells
The Asian Currency Crisis led to the collapse of agreements Indonesia had negotiated for private electric power only a few years earlier. The ensuing struggle meant bad publicity and several hundred million dollars in costs for Indonesia. As Indonesia in 2007 was...
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Keywords:
Energy Generation;
Government Legislation;
Knowledge Management;
Knowledge Sharing;
Risk Management;
Agreements and Arrangements;
Business and Government Relations;
Indonesia
Wells, Louis T. "Private Power in Indonesia." Bulletin of Indonesian Economic Studies 43, no. 3 (December 2007): 341–364.
- August 1997 (Revised November 1998)
- Case
Cambridge Technology Partners - 1991 Start Up
By: Paul A. Gompers and Catherine M. Conneely
Jim Sims tries to close the deal to create Cambridge Technology Partners (CTP) in a spin-out from a troubled technology consulting firm. The deal looks tenuous.
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Keywords:
Business Startups;
Negotiation Deal;
Information Technology;
Organizations;
Information Technology Industry;
Consulting Industry;
Cambridge
Gompers, Paul A., and Catherine M. Conneely. "Cambridge Technology Partners - 1991 Start Up." Harvard Business School Case 298-044, August 1997. (Revised November 1998.)
- October 2009
- Case
A Big (Double) Deal: Anadarko's Acquisition of Kerr-McGee and Western Gas Resources
By: Clayton M. Christensen and Curtis Rising
On June 23, 2006, Anadarko Petroleum Corporation announced that it was simultaneously acquiring two public companies, Kerr-McGee and Western Gas Resources, in all-cash deals. The total price was about $24 billion, a figure close to Anadarko's market cap at the time....
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Keywords:
Acquisition;
Business Model;
Transformation;
Negotiation;
Organizational Culture;
Public Ownership;
Business and Shareholder Relations;
Alignment;
Valuation;
Energy Industry;
United States
Christensen, Clayton M., and Curtis Rising. "A Big (Double) Deal: Anadarko's Acquisition of Kerr-McGee and Western Gas Resources." Harvard Business School Case 610-020, October 2009.
- May 2021 (Revised August 2021)
- Case
Melissa Wood Health: How to Win in the Creator Economy
By: Eva Ascarza
In October 2020, Melissa Wood-Tepperberg, founder of the digital subscription wellness platform Melissa Wood Health (MWH) and creator of ‘The MWH Method,’ was evaluating the strategic directions of her company. What had started as a way to share workouts and wellness...
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Ascarza, Eva. "Melissa Wood Health: How to Win in the Creator Economy." Harvard Business School Case 521-086, May 2021. (Revised August 2021.)
- November 2021
- Case
Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)
By: James K. Sebenius and Alex Green
Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant...
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- 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.)
- November 2021
- Case
Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (A)
By: James K. Sebenius and Alex Green
Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant...
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- 22 May 2018
- First Look
New Research and Ideas, May 22, 2018
strong beliefs in the meaning of their work experience better performance. Publisher's link: https://pubwww.hbs.edu/faculty/Pages/item.aspx?num=54523 Negotiating a Better Future: How Interpersonal Skills Facilitate Inter-Generational...
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Keywords:
Dina Gerdeman
- August 2012 (Revised March 2013)
- Case
Preem (A)
By: Bo Becker, Annelena Lobb and Aldo Sesia
High yield bond fund Proventus Capital Partners (PCP) has invested in underwater bonds issued by Preem, a large oil refinery. As maturity approaches, in the midst of financial crisis, Preem appear unlikely to be able to refinance. Meanwhile, Prreem has a complicated...
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Keywords:
Insolvency and Bankruptcy;
Financial Liquidity;
Restructuring;
Courts and Trials;
Negotiation;
Bonds;
Mining Industry;
Energy Industry;
Europe
Becker, Bo, Annelena Lobb, and Aldo Sesia. "Preem (A)." Harvard Business School Case 213-008, August 2012. (Revised March 2013.)
- 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.