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- Faculty Publications (222)
- 2013
- Book
The Art of Negotiation: How to Improvise Agreement in a Chaotic World
By: Michael Wheeler
A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the "win-win" method exemplified in Getting to Yes by Roger...
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Keywords:
Negotiation
Wheeler, Michael. The Art of Negotiation: How to Improvise Agreement in a Chaotic World. New York: Simon & Schuster, 2013.
- 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.
- May 2013
- Article
How to Negotiate with VCs
By: Deepak Malhotra
VC-entrepreneur partnership agreements often contain flaws that become highly damaging as the parties come up against issues of power, trust, and much more. Yet many of the flaws are systematic and predictable—and hence preventable. The author, a longtime consultant to...
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Malhotra, Deepak. "How to Negotiate with VCs." Harvard Business Review 91, no. 5 (May 2013): 84–90.
- December 2012 (Revised January 2015)
- Technical Note
Early Career LBOs Using the Search Fund Model
By: Howard Stevenson, Michael Roberts and Jim Sharpe
The funded search model is one alternative for individuals who, at some point in their career, want to run their own companies. This note looks at the funded search, as a means to entrepreneurship through acquisition and describes the path to buy and run a business...
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Keywords:
Search Funds;
Search;
Entrepreneurial Finance;
Investor Behavior;
Career Planning;
Entrepreneurial Management;
Fundraising;
Negotiation;
Entrepreneurship;
Capital Structure;
Borrowing and Debt;
Personal Development and Career;
Private Ownership;
Acquisition;
Finance;
Leveraged Buyouts
Stevenson, Howard, Michael Roberts, and Jim Sharpe. "Early Career LBOs Using the Search Fund Model." Harvard Business School Technical Note 813-119, December 2012. (Revised January 2015.)
- Winter 2012
- Article
Is a Nuclear Deal with Iran Possible?: An Analytical Framework for the Iran Nuclear Negotiations
By: James K. Sebenius and Michael K. Singh
Varied diplomatic approaches by multiple negotiators over several years have failed to conclude a nuclear deal with Iran. Mutual hostility, misperception, and flawed diplomacy may be responsible. Yet, more fundamentally, no mutually acceptable deal may exist. To assess...
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Keywords:
Nuclear Proliferation;
Zone Of Possible Agreement;
International Relations;
Negotiation;
Iran;
United States
Sebenius, James K., and Michael K. Singh. "Is a Nuclear Deal with Iran Possible? An Analytical Framework for the Iran Nuclear Negotiations." International Security 37, no. 3 (Winter 2012): 52–91.
- October 2012 (Revised February 2013)
- Case
Innova Capital: The Transition
By: Josh Lerner and Ann Leamon
The partners at Innova Capital, a leading mid-market private equity investor in Poland, must negotiate a transition of power between the two ex-patriate founders and three talented young Polish partners. If they fail to find an accomodation, the entire firm will...
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Keywords:
Firm Structure;
Career Management;
Emerging Market;
Succession;
Entrepreneurship;
Private Equity;
Venture Capital;
Negotiation;
Investment;
Restructuring;
Transition
Lerner, Josh, and Ann Leamon. "Innova Capital: The Transition." Harvard Business School Case 813-064, October 2012. (Revised February 2013.)
- Forthcoming
- Chapter
Intermediation and Diffusion of Responsibility in Negotiation: A Case of Bounded Ethicality
By: Neeru Paharia, Lucas Clayton Coffman and Max Bazerman
This article compares direct deception with deception via an intermediary in the bargaining context. It describes a growing experimental literature that suggests how perceived ethics surrounding transactions with multiple partners can encourage misbehavior. It is noted...
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Paharia, Neeru, Lucas Clayton Coffman, and Max Bazerman. "Intermediation and Diffusion of Responsibility in Negotiation: A Case of Bounded Ethicality." In The Oxford Handbook of Economic Conflict Resolution, edited by Gary E. Bolton and Rachel T.A. Croson, 37–46. New York: Oxford University Press, 2012.
- June 2012 (Revised October 2018)
- Case
Home Nursing of North Carolina
By: Richard S. Ruback and Royce Yudkoff
Ari Medoff's (HBS '11) goal was to control his own professional destiny by owning his own company. His search identified a suitable acquisition in Home Nursing of North Carolina, and he had negotiated a purchase price of $3.5 million, or 4.2x trailing EBITDA. Medoff...
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Keywords:
Search Funds;
Small Companies;
Acquisitions;
Negotiation;
Medical Services;
Negotiation Process;
Valuation;
Investment;
Acquisition;
Health Industry
Ruback, Richard S., and Royce Yudkoff. "Home Nursing of North Carolina." Harvard Business School Case 212-120, June 2012. (Revised October 2018.)
- May 2012 (Revised October 2012)
- Case
H-Soft Mumbai
By: Ramana Nanda
Siddharth Kapoor, the Founder and CEO of H-Soft Mumbai reflected on his meeting as he walked out of VC Ventures' offices in Mumbai. After a few months of intensely pitching his startup to several different investors, he finally had a term sheet in hand. Despite this...
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Keywords:
Entrepreneurial Finance;
Venture Capital Term Sheet;
India;
Business Startups;
Investment;
Venture Capital;
Contracts;
Partners and Partnerships;
Entrepreneurship;
Negotiation Offer;
Decision Making
Nanda, Ramana. "H-Soft Mumbai." Harvard Business School Case 812-168, May 2012. (Revised October 2012.)
- February 2012 (Revised August 2014)
- Supplement
Poles Apart on PZU (B)
By: Francesca Gino, Vincent Dessain, Karol Misztal and Michael Khayyat
In September 2008, the Polish State Treasury and the Dutch insurer Eureko were wondering if they were ready for reaching an amicable solution on PZU. If so, for how much and under what conditions should they settle so that they, as well as PZU, are satisfied? If not,...
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Gino, Francesca, Vincent Dessain, Karol Misztal, and Michael Khayyat. "Poles Apart on PZU (B)." Harvard Business School Supplement 912-014, February 2012. (Revised August 2014.)
- February 2012 (Revised August 2014)
- Supplement
Poles Apart on PZU (C)
By: Francesca Gino, Vincent Dessain, Karol Misztal and Michael Khayyat
After a decade-long dispute with the Polish State Treasury, in October 2009 the Dutch insurer Eureko agreed to exit PZU in exchange for compensation. Who was the biggest beneficiary of the settlement: Eureko, the Treasury, or PZU itself?
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Gino, Francesca, Vincent Dessain, Karol Misztal, and Michael Khayyat. "Poles Apart on PZU (C)." Harvard Business School Supplement 912-015, February 2012. (Revised August 2014.)
- 2012
- Chapter
The Relational Roles of Brands
By: Jill Avery
In contemporary culture, brands play important relational roles, linking consumers to others and serving as relational partners. This chapter provides an understanding of the relational roles of brands to illuminate why and how consumers connect with brands and how...
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Keywords:
Brands;
Brand Management;
Brand Equity;
Brand Building;
Customer Relationship Management;
CRM;
Customers;
Customer Focus and Relationships;
Brands and Branding;
Marketing;
Marketing Strategy;
Consumer Products Industry
Avery, Jill. "The Relational Roles of Brands." Chap. 9 in Marketing Management: A Cultural Perspective, edited by Lisa Penaloza, Nil Toulouse, and Luca M. Visconti, 147–163. Routledge, 2012.
- February 2012
- Article
Walking the Talk in Multiparty Bargaining: An Experimental Investigation
By: Kathleen L. McGinn, Katherine L. Milkman and Markus Noth
We study the framing effects of communication on payoffs in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference revealing, it may effectively frame bargaining around a logic of...
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Keywords:
Competition;
Negotiation Process;
Fairness;
Negotiation Types;
Interpersonal Communication;
Game Theory;
Cooperation
McGinn, Kathleen L., Katherine L. Milkman, and Markus Noth. "Walking the Talk in Multiparty Bargaining: An Experimental Investigation." Journal of Economic Psychology 33, no. 1 (February 2012).
- April 2011
- Article
What Can We Learn from 'Great Negotiations'?
What can one legitimately learn-analytically and/or prescriptively-from detailed historical case studies of "great negotiations," chosen more for their salience than their analytic characteristics or comparability? Taking a number of such cases compiled by Stanton...
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Keywords:
Learning;
International Relations;
History;
Agreements and Arrangements;
Negotiation Process;
Conflict and Resolution
Sebenius, James K. "What Can We Learn from 'Great Negotiations'?" Negotiation Journal 27, no. 2 (April 2011).
- February 2011 (Revised May 2011)
- Case
Marlin & Associates and the Sale of Riverview Technologies
By: Richard S. Ruback and Royce Yudkoff
Riverview Technologies was a Stockholm, Sweden-based company that had developed software hedge funds. After spending more than a year in an organized sale process, the winning bidder had become increasingly difficult to work with and the closing had been substantially...
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Keywords:
Mergers and Acquisitions;
Entrepreneurship;
Negotiation Deal;
Negotiation Offer;
Negotiation Process;
Business and Shareholder Relations;
Financial Services Industry
Ruback, Richard S., and Royce Yudkoff. "Marlin & Associates and the Sale of Riverview Technologies." Harvard Business School Case 211-083, February 2011. (Revised May 2011.)
- February 2011 (Revised January 2013)
- Case
Fairstar Heavy Transport (A)
By: Guhan Subramanian and Rhea Ghosh
In 2009, the small heavy marine transport company Fairstar entered into bidding on one of the largest contracts in the history of the industry. The case chronicles the company's year-long tendering process, leading up to a final make-or-break meeting.
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Keywords:
Negotiation Process;
Decision Making;
Contracts;
Transportation Industry;
Shipping Industry
Subramanian, Guhan, and Rhea Ghosh. "Fairstar Heavy Transport (A)." Harvard Business School Case 911-036, February 2011. (Revised January 2013.)
- February 2011
- Article
Bounded Ethicality in Negotiations
By: Max Bazerman
Routine and persistent acts of dishonesty prevail in everyday life, yet most people resist shining a critical moral light on their own behavior, thereby maintaining and oftentimes inflating images of themselves as moral individuals. We overview the psychology that...
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Keywords:
Behavior;
Values and Beliefs;
Strategy;
Goals and Objectives;
Reputation;
Negotiation;
Moral Sensibility
Bazerman, Max. "Bounded Ethicality in Negotiations." Negotiation and Conflict Management Research 4, no. 1 (February 2011): 811.
- Article
Shadow of the Contract: How Contract Structure Shapes Inter-Firm Dispute Resolution
By: Fabrice Lumineau and Deepak Malhotra
This paper investigates how contract structure influences inter-firm dispute resolution processes and outcomes by examining a unique dataset consisting of over 150,000 pages of documents relating to 102 business disputes. We find that the level of contractual detail...
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Keywords:
Governance Controls;
Contracts;
Rights;
Negotiation;
Conflict and Resolution;
Power and Influence
Lumineau, Fabrice, and Deepak Malhotra. "Shadow of the Contract: How Contract Structure Shapes Inter-Firm Dispute Resolution." Strategic Management Journal 32, no. 5 (May 2011): 532–555.
- December 2010 (Revised January 2013)
- Case
Triple Point Technology
By: Richard S. Ruback and Royce Yudkoff
The founding CEO of Triple Point Technology, Peter Armstrong, was considering the sale of the company. The company specialized in providing its clients with software used for transaction processing and risk management in various commodity markets. Triple Point...
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Keywords:
Business Exit or Shutdown;
Private Equity;
Financial Management;
Negotiation Offer;
Sales;
Valuation
Ruback, Richard S., and Royce Yudkoff. "Triple Point Technology." Harvard Business School Case 211-057, December 2010. (Revised January 2013.)