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All HBS Web
(736)
- People (1)
- News (165)
- Research (466)
- Events (1)
- Multimedia (1)
- Faculty Publications (195)
- June 2001
- Case
Privatization of Anatolia Natonal Telekom, The: NALI Confidential Instructions
Anatolia National Telekom is a multiparty negotiation simulation patterned after the Turkish government's aborted attempt to privatize its state-owned telecommunications monopoly, Turk Telekom, in late 1997. Provides participants with an opportunity to identify and...
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Keywords:
Negotiation Process;
Emerging Markets;
Privatization;
State Ownership;
Telecommunications Industry;
Turkey
Watkins, Michael D., Banu Ozcan, Burkhard Schrage, and Paul Vaaler. "Privatization of Anatolia Natonal Telekom, The: NALI Confidential Instructions." Harvard Business School Case 801-436, June 2001.
- June 2001
- Case
Privatization of Anatolia National Telekom, The: CORA Confidential Instructions
Anatolia National Telekom is a multiparty negotiation simulation patterned after the Turkish government's aborted attempt to privatize its state-owned telecommunications monopoly, Turk Telekom, in late 1997. Provides participants with an opportunity to identify and...
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Keywords:
Negotiation Process;
Emerging Markets;
Privatization;
State Ownership;
Telecommunications Industry;
Turkey
Watkins, Michael D., Banu Ozcan, Burkhard Schrage, and Paul Vaaler. "Privatization of Anatolia National Telekom, The: CORA Confidential Instructions." Harvard Business School Case 801-434, June 2001.
- June 2001 (Revised March 2008)
- Exercise
Privatization of Anatolia National Telekom, The: General Instructions for All Simulation Participants
Anatolia National Telekom is a multiparty negotiation simulation patterned after the Turkish government's aborted attempt to privatize its state-owned telecommunications monopoly, Turk Telekom, in late 1997. Provides participants with an opportunity to identify and...
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"Privatization of Anatolia National Telekom, The: General Instructions for All Simulation Participants." Harvard Business School Exercise 801-431, June 2001. (Revised March 2008.)
- 11 Jun 2008
- Working Paper Summaries
Gender in Job Negotiations: A Two-Level Game
- July 9, 2014
- Article
A Great Negotiator's Essential Advice
The Program on Negotiation (PON), an active Harvard-MIT-Tufts consortium, honored View Details
Keywords:
Negotiation Process;
Negotiation Tactics;
Personal Development and Career;
Negotiation Style;
Singapore
Sebenius, James K. "A Great Negotiator's Essential Advice." Harvard Business Review (website) (July 9, 2014).
- October 2008 (Revised September 2011)
- Supplement
PepsiCo's Bid for Quaker Oats (B)
By: Carliss Y. Baldwin and Leonid Soudakov
Second in a series on PepsiCo's bid for Quaker Oats. Describes the negotiations between PepsiCo and Quaker including due-diligence process, first bid, and counteroffer. Quaker's counteroffer included a collar on equity consideration, and thus the case offers an...
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Keywords:
Mergers and Acquisitions;
Equity;
Bids and Bidding;
Negotiation Offer;
Negotiation Preparation;
Valuation;
Food and Beverage Industry
Baldwin, Carliss Y., and Leonid Soudakov. "PepsiCo's Bid for Quaker Oats (B)." Harvard Business School Supplement 209-078, October 2008. (Revised September 2011.)
- June 1991 (Revised February 1993)
- Case
Cumberland Worldwide Corp. (A)
A company in financial distress must design a successful exchange offer or face Chapter 11. Covers valuation and negotiation issues related to financial distress and the decision to file under Chapter 11 of the Bankruptcy Code.
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Moore, Ronald W. "Cumberland Worldwide Corp. (A)." Harvard Business School Case 291-081, June 1991. (Revised February 1993.)
- 26 Jul 2004
- Research & Ideas
A Better Way to Negotiate: Backward
be its strongest regional ally. Yet because Israel's formal membership might have kept numerous Arab states from joining the coalition, the U.S. government pointedly excluded the Israelis, starting negotiations elsewhere. Careful...
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Keywords:
by James K. Sebenius
- 02 Apr 2021
- Research & Ideas
Salary Negotiations: A Catch-22 for Women
executives. Members of the group negotiated in groups of two: 43 percent of the pairs included a woman and a man, 43 percent were only men, and 14 percent were only women. The research team randomly assigned some participants—both women...
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by Kristen Senz
- 17 Nov 2010
- News
The New Deal: Negotiauctions
- 18 Mar 2022
- News
Finding Exit to War in Ukraine
- May 1994 (Revised November 1995)
- Case
Shawmut National Corporation's Merger with Bank of Boston Corporation (A)
By: Benjamin C. Esty
Presents the merger negotiations between Bank of Boston (BOB) and Shawmut National Corp. (SNC), two of the country's largest bank holding companies and requires students to value BOB's current offer for SNC. Provides an overview of recent events and trends in the...
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Keywords:
Mergers and Acquisitions;
Banks and Banking;
Ethics;
Negotiation;
Valuation;
Management;
Banking Industry;
United States
Esty, Benjamin C. "Shawmut National Corporation's Merger with Bank of Boston Corporation (A)." Harvard Business School Case 294-119, May 1994. (Revised November 1995.)
- June 2017
- Article
A Systematic Approach to Discussing Active Surveillance with Patients with Low-risk Prostate Cancer
By: Behfar Ehdaie, Melissa Assel, Nicole Benfante, Deepak Malhotra and Andrew Vickers
A systematic approach to counseling—using appropriate framing techniques derived from principles studied by negotiation scholars—can be taught to physicians in a one-hour lecture. We found evidence that even this minimal intervention can decrease overtreatment of...
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Keywords:
Health Care and Treatment;
Health Disorders;
Service Delivery;
Negotiation;
Health Industry
Ehdaie, Behfar, Melissa Assel, Nicole Benfante, Deepak Malhotra, and Andrew Vickers. "A Systematic Approach to Discussing Active Surveillance with Patients with Low-risk Prostate Cancer." European Urology 71, no. 6 (June 2017): 866–871.
- November 2022
- Case
Jon Fortt: The Art of Debate and Effective Communication
By: Francesca Gino, Sarah Livick-Moses and Ruth Page
This stand-alone multimedia case explores the art of communication in the space of negotiation. It follows the career journey of business journalist, media influencer, and co-anchor of CNBC's "Squawk Alley," Jon Fortt. He offers reflections on the race crisis in the...
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- 19 Mar 2019
- First Look
New Research and Ideas, March 19, 2019
simple move: Fox offered more money than CBS. A closer analysis, however, suggests a far more complex reality with ten broader lessons for negotiators facing challenging situations. Download working paper:...
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Keywords:
Dina Gerdeman
- 22 May 2018
- First Look
New Research and Ideas, May 22, 2018
McGinn Abstract—Using a randomized control trial, we examine whether offering adolescent girls nonmaterial resources—specifically, negotiation skills—can improve educational outcomes in a low-income country....
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Dina Gerdeman
- 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.
- June 2019
- Teaching Note
Zebra Medical Vision
By: Shane Greenstein and Sarah Gulick
Teaching note is meant to accompany Zebra Medical Vision case, which offers a look at a company’s decisions as a small startup competing with other startups and major technology companies. It also demonstrates the challenges faced by a machine learning company working...
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- 23 Oct 2013
- Research & Ideas
Overcoming Nervous Nelly
that minor emotion induction, the anxious negotiators made lower initial offers and bartered less favorable prices than the neutral participants. Anxious buyers, for example, ended up with a $6.60 final...
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by Michael Blanding
- 29 Jul 2022
- Research & Ideas
Will Demand for Women Executives Finally Shrink the Gender Pay Gap?
gender is underrepresented, Healy says. “You can bring that power to the negotiating table in at least trying to make sure you're treated fairly,” he says. Healy partnered with Boris Groysberg, the Richard P. Chapman Professor of Business...
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Keywords:
by Kristen Senz