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- February 1997
- Case
Enron Development Corp.: The Dabhol Power Project in Maharashtra, India (C) (Abridged)
Discusses the resolution of the canceled power project in Maharashtra. The contract between the American gas giant and Indian state government is renegotiated.
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- February 1997
- Case
Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (A) (Abridged)
A large, lucrative power plant is negotiated for construction/operation by an American power company in India's evolving privatized power sector. The process of incorporating the project is captured in this case. The American company will own and operate the plant in...
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Keywords:
Factories, Labs, and Plants;
Transition;
Energy Generation;
Construction;
Cross-Cultural and Cross-Border Issues;
Emerging Markets;
Negotiation Process;
Production;
Privatization;
Energy Industry
Wells, Louis T., Jr. "Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (A) (Abridged)." Harvard Business School Case 797-085, February 1997.
- January 1997
- Case
Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)
Over several years, Societa Metallurgica Italiana SpA (SMI), a small Italian copper processing firm, successfully completed a number of challenging acquisitions. This case explores SMI's negotiation strategies and tactics, concentrating especially on its acquisition of...
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Keywords:
Mergers and Acquisitions;
Cross-Cultural and Cross-Border Issues;
Negotiation;
Strategy;
Manufacturing Industry;
France;
Italy
Sebenius, James K. "Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)." Harvard Business School Case 897-084, January 1997.
- 1997
- Chapter
Negotiating Rationally: The Power and Impact of the Negotiator's Frame
By: M. A. Neale and M. H. Bazerman
- May 1996 (Revised October 2001)
- Case
BAE Automated Systems (B): Implementing the Denver International Airport Baggage-Handling System
By: Lynda M. Applegate, H. James Nelson, Ramiro Montealegre and Carin-Isabel Knoop
Describes the negotiations between the City of Denver officials, airlines, consulting companies, and BAE for the construction of a backup baggage system to enable the Denver International Airport (DIA) to open. When DIA finally opens in February 1995, 16 months behind...
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Keywords:
Performance Effectiveness;
Management Practices and Processes;
Projects;
Negotiation;
Outcome or Result;
Problems and Challenges;
Air Transportation Industry;
Construction Industry;
Colorado
Applegate, Lynda M., H. James Nelson, Ramiro Montealegre, and Carin-Isabel Knoop. "BAE Automated Systems (B): Implementing the Denver International Airport Baggage-Handling System." Harvard Business School Case 396-312, May 1996. (Revised October 2001.)
- May 1996 (Revised July 1998)
- Case
Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (A)
A large, lucrative power plant is negotiated for construction/operation by an American power company in India's evolving privatized power sector. The process of incorporating the project is captured in this case. The American company will own and operate the plant in...
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Keywords:
Change Management;
Forecasting and Prediction;
Private Sector;
Cross-Cultural and Cross-Border Issues;
Emerging Markets;
Market Entry and Exit;
Agreements and Arrangements;
Private Ownership;
Projects;
Energy Industry;
India;
United States
Rangan, V. Kasturi, Krishna G. Palepu, Ahu Bhasin, Mihir A. Desai, and Sarayu Srinivasan. "Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (A)." Harvard Business School Case 596-099, May 1996. (Revised July 1998.)
- April 1996 (Revised May 2008)
- Exercise
Adam Baxter Company/Local 190: 1978 Negotiation, Baxter Management Confidential Information
By: Kathleen L. McGinn and Victoria Medvec
Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing...
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Keywords:
Inflation and Deflation;
Compensation and Benefits;
Wages;
Working Conditions;
Management;
Negotiation Process;
Labor and Management Relations
McGinn, Kathleen L., and Victoria Medvec. "Adam Baxter Company/Local 190: 1978 Negotiation, Baxter Management Confidential Information." Harvard Business School Exercise 396-318, April 1996. (Revised May 2008.)
- April 1996 (Revised May 2008)
- Exercise
Adam Baxter Company/Local 190: 1978 Negotiation, Local 190 Confidential Information
By: Kathleen L. McGinn and Victoria Medvec
Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing...
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Keywords:
Inflation and Deflation;
Compensation and Benefits;
Labor Unions;
Wages;
Working Conditions;
Negotiation Process;
Labor and Management Relations
McGinn, Kathleen L., and Victoria Medvec. "Adam Baxter Company/Local 190: 1978 Negotiation, Local 190 Confidential Information." Harvard Business School Exercise 396-319, April 1996. (Revised May 2008.)
- April 1996 (Revised May 2008)
- Exercise
Adam Baxter Company/Local 190: 1983 Negotiation, Baxter Management Confidential Information
By: Kathleen L. McGinn and Victoria Medvec
Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing...
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Keywords:
Inflation and Deflation;
Compensation and Benefits;
Wages;
Working Conditions;
Management;
Negotiation Process;
Labor and Management Relations
McGinn, Kathleen L., and Victoria Medvec. "Adam Baxter Company/Local 190: 1983 Negotiation, Baxter Management Confidential Information." Harvard Business School Exercise 396-322, April 1996. (Revised May 2008.)
- April 1996 (Revised May 2008)
- Exercise
Adam Baxter Company/Local 190: 1983 Negotiation, Local 190 Confidential Information
By: Kathleen L. McGinn and Victoria Medvec
Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing...
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Keywords:
Inflation and Deflation;
Compensation and Benefits;
Labor Unions;
Wages;
Working Conditions;
Negotiation Process;
Labor and Management Relations
McGinn, Kathleen L., and Victoria Medvec. "Adam Baxter Company/Local 190: 1983 Negotiation, Local 190 Confidential Information." Harvard Business School Exercise 396-321, April 1996. (Revised May 2008.)
- April 1996 (Revised May 2008)
- Exercise
Adam Baxter Company/Local 190: 1985 Negotiation Baxter Management Confidential Information
By: Kathleen L. McGinn and Victoria Medvec
ncludes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing...
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Keywords:
Inflation and Deflation;
Compensation and Benefits;
Wages;
Working Conditions;
Management;
Negotiation Process;
Labor and Management Relations
McGinn, Kathleen L., and Victoria Medvec. "Adam Baxter Company/Local 190: 1985 Negotiation Baxter Management Confidential Information." Harvard Business School Exercise 396-324, April 1996. (Revised May 2008.)
- April 1996 (Revised May 2008)
- Exercise
Adam Baxter Company/Local 190: 1985 Negotiation, Local 190 Confidential Information
By: Kathleen L. McGinn and Victoria Medvec
Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing...
View Details
Keywords:
Inflation and Deflation;
Compensation and Benefits;
Labor Unions;
Wages;
Working Conditions;
Negotiation Process;
Labor and Management Relations
McGinn, Kathleen L., and Victoria Medvec. "Adam Baxter Company/Local 190: 1985 Negotiation, Local 190 Confidential Information." Harvard Business School Exercise 396-325, April 1996. (Revised May 2008.)
- April 1996
- Case
Silver Lane Apartments
By: William J. Poorvu and John H. Vogel Jr.
Scott Johnson is a successful developer of single-family and multi-family housing who specializes in renovating and turning around poorly performing apartments in good locations. He plans to sell a 506-unit property for portfolio and estate planning purposes. This case...
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Poorvu, William J., and John H. Vogel Jr. "Silver Lane Apartments." Harvard Business School Case 396-330, April 1996.
- November 1995
- Case
Transformation of Pratt & Whitney North Haven (C)
By: H. Kent Bowen, Linda A. Hill, Andrew P. Burtis, Sylvie Ryckebusch and John Schiavone
As part of the Pratt & Whitney North Haven restructuring effort, Ed Northern and his business unit managers are encouraging workers to make decisions and take an active role in improving the manufacturing process at North Haven. Business Unit Manager Tom Hutton has...
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Keywords:
Restructuring;
Decisions;
Capital;
Human Resources;
Agreements and Arrangements;
Production;
Problems and Challenges
Bowen, H. Kent, Linda A. Hill, Andrew P. Burtis, Sylvie Ryckebusch, and John Schiavone. "Transformation of Pratt & Whitney North Haven (C)." Harvard Business School Case 696-068, November 1995.
- October 1995 (Revised November 1997)
- Case
Apex Investment Partners (A): April 1995
By: Josh Lerner
The partners of Apex Investment Partners are seeking to provide financing for Accessine Technologies, a small firm specializing in providing "One Person, One Number" telecommunication services. The negotiation of the terms-and-conditions of the deal, as well as its...
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Keywords:
Negotiation Process;
Negotiation Offer;
Negotiation Participants;
Problems and Challenges;
Financing and Loans;
Communication Technology;
Financial Services Industry;
Telecommunications Industry
Lerner, Josh. "Apex Investment Partners (A): April 1995." Harvard Business School Case 296-028, October 1995. (Revised November 1997.)
- 1995
- Chapter
Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations
By: K. L. McGinn, M. A. Neale and F. A. Mannix
Keywords:
Relationships;
Negotiation Participants;
Negotiation Process;
Negotiation Types;
Outcome or Result
McGinn, K. L., M. A. Neale, and F. A. Mannix. "Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations." In Research on Negotiation in Organizations, edited by R. J. Bies, R. Lewicki, and B. Sheppard. Greenwich, CT: JAI Press, 1995.
- April 1995 (Revised August 1995)
- Case
World Trade Organization, The: Toward Free Trade or World Bureaucracy?
By: George C. Lodge and Jack High
In January 1995, the General Agreement on Tariffs and Trade (GATT) evolved into the World Trade Organization (WTO), which faced the task of implementing the recently approved Uruguay Round of international trade agreements. This case describes the development of GATT,...
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Keywords:
Trade;
Agreements and Arrangements;
Negotiation Process;
Business and Government Relations
Lodge, George C., and Jack High. "World Trade Organization, The: Toward Free Trade or World Bureaucracy?" Harvard Business School Case 795-149, April 1995. (Revised August 1995.)
- 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.)
- Article
Non-verifiability, Costly Renegotiation, and Efficiency
By: Jerry R. Green and J. J. Laffont
We study the implications of the non verifiability of information for the allocation of resources and the bearing of risk in a two party relationship. We consider a two step approach. In step one the two parties define a non contingent contract which will be executed...
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Keywords:
Negotiation
Green, Jerry R., and J. J. Laffont. "Non-verifiability, Costly Renegotiation, and Efficiency." Annales d'économie et de statistique, no. 36 (October–December 1994): 81–95.
- November 1994
- Case
Navistar International
By: Stuart C. Gilson and Jeremy Cott
As a consequence of laying off half its workforce in a massive downsizing program, the company--a large manufacturer of medium and heavy trucks--struggles with a huge ($2.6 billion) liability for retiree medical costs. Although the company has promised its retirees...
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Keywords:
Negotiation Process;
Wages;
Labor Unions;
Legal Liability;
Insolvency and Bankruptcy;
Restructuring
Gilson, Stuart C., and Jeremy Cott. "Navistar International." Harvard Business School Case 295-030, November 1994.