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- Faculty Publications (64)
- May 2001 (Revised April 2005)
- Exercise
Betonn Corporation: Confidential Negotiation Information
A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a...
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Keywords:
Negotiation Types;
Joint Ventures;
Conflict Management;
Information Technology;
Information Technology Industry
Sebenius, James K. "Betonn Corporation: Confidential Negotiation Information." Harvard Business School Exercise 801-419, May 2001. (Revised April 2005.)
- January 2000 (Revised October 2014)
- Exercise
Windham Negotiation: Confidential Information for Davis Stables
By: Michael Wheeler
Six-party negotiation of land use and development.
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Wheeler, Michael. "Windham Negotiation: Confidential Information for Davis Stables." Harvard Business School Exercise 800-091, January 2000. (Revised October 2014.)
- January 2000 (Revised October 2014)
- Exercise
Windham Negotiation: Confidential Information for the Abbott Executor
By: Michael Wheeler
Six-party negotiation of land use and development.
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Wheeler, Michael. "Windham Negotiation: Confidential Information for the Abbott Executor." Harvard Business School Exercise 800-086, January 2000. (Revised October 2014.)
- January 2000 (Revised October 2014)
- Exercise
Windham Negotiation: Confidential Information for the Cooperative Savings Bank
By: Michael Wheeler
Six-party negotiation of land use and development.
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Wheeler, Michael. "Windham Negotiation: Confidential Information for the Cooperative Savings Bank." Harvard Business School Exercise 800-090, January 2000. (Revised October 2014.)
- January 2000 (Revised October 2014)
- Exercise
Windham Negotiations: Confidential Information for the Barkley Representative
By: Michael Wheeler
Six-party negotiation of land use and development.
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Wheeler, Michael. "Windham Negotiations: Confidential Information for the Barkley Representative." Harvard Business School Exercise 800-088, January 2000. (Revised October 2014.)
- December 1999 (Revised June 2002)
- Exercise
Salt Harbor: Confidential Information for Easterly
Two-party negotiation involving a bed and breakfast and an incoming coffee chain.
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Wheeler, Michael A. "Salt Harbor: Confidential Information for Easterly." Harvard Business School Exercise 800-077, December 1999. (Revised June 2002.)
- 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.)
- July 1998 (Revised April 2002)
- Case
Tobacco Negotiations
By: Michael A. Wheeler and Georgia Levenson
Chronicles the negotiation of the proposed national settlement between the states and the five major U.S. tobacco companies.
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Keywords:
Negotiation Types;
Negotiation Process;
Business and Government Relations;
Consumer Products Industry;
United States
Wheeler, Michael A., and Georgia Levenson. "Tobacco Negotiations." Harvard Business School Case 899-049, July 1998. (Revised April 2002.)
- October 1997 (Revised September 2000)
- Case
Disney (A): From Disneyland to Disney World—Learning the Art of Land Assembly
By: Michael A. Wheeler and Georgia Levenson
Walt Disney is contemplating sites for a new theme park, building on the success of Disneyland in Anaheim. The focus is on Disney's strategy for land negotiation and acquisition, which is informed by his experience with the Anaheim park.
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Keywords:
Negotiation Types;
Negotiation Tactics;
Acquisition;
Tourism Industry;
Entertainment and Recreation Industry;
California
Wheeler, Michael A., and Georgia Levenson. "Disney (A): From Disneyland to Disney World—Learning the Art of Land Assembly." Harvard Business School Case 898-018, October 1997. (Revised September 2000.)
- October 1997 (Revised September 2000)
- Case
Disney (B): The Third Battle of Bull Run
By: Michael A. Wheeler and Georgia Levenson
The saga of Disney's efforts to build a theme park in Manassas, Va. in the early 1990s is told. Disney's strategy against the various opponents of the project is presented.
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Wheeler, Michael A., and Georgia Levenson. "Disney (B): The Third Battle of Bull Run." Harvard Business School Case 898-019, October 1997. (Revised September 2000.)
- October 1997 (Revised June 2001)
- Case
Disney (C): The Mouse in Times Square
By: Michael A. Wheeler, Thomas Dretler and Georgia Levenson
Disney's first foray into an urban environment, is the restoration and development of the landmark New Amsterdam Theater in New York's Times Square. Disney must negotiate with the city, state, and various nonprofit organizations focused on the redevelopment of Times...
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Keywords:
Negotiation Types;
Urban Development;
Tourism Industry;
Entertainment and Recreation Industry
Wheeler, Michael A., Thomas Dretler, and Georgia Levenson. "Disney (C): The Mouse in Times Square." Harvard Business School Case 898-020, October 1997. (Revised June 2001.)
- 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.)
- March 1997
- Case
Stone Container in Honduras (B)
By: Hannah Bowles and James K. Sebenius
Supplements the (A) case.
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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
Bowles, Hannah, and James K. Sebenius. "Stone Container in Honduras (B)." Harvard Business School Case 897-173, March 1997.
- March 1997
- Case
Stone Container in Honduras (C)
By: James K. Sebenius and Hannah Bowles
Supplements the (A) case.
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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 (C)." Harvard Business School Case 897-174, March 1997.
- February 1997 (Revised May 1998)
- Case
3M: Negotiating Air Pollution Credits (A)
By: Michael A. Wheeler and Thomas Dretler
A proposed trade of air pollution emission credits between 3M (now Imation) and Procter and Gamble is described. Though such trading is encouraged under federal environmental laws, 3M had adopted a company-wide policy against such deals. Procter and Gamble needs the...
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Keywords:
Conflict of Interests;
Negotiation Types;
Pollutants;
Negotiation Participants;
Laws and Statutes;
Policy;
Government and Politics;
United States
Wheeler, Michael A., and Thomas Dretler. "3M: Negotiating Air Pollution Credits (A)." Harvard Business School Case 897-134, February 1997. (Revised May 1998.)
- February 1997 (Revised September 2000)
- Case
3M: Negotiating Air Pollution Credits (B)
By: Michael A. Wheeler and Thomas Dretler
Supplements the (A) case.
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Keywords:
Conflict of Interests;
Negotiation Types;
Pollutants;
Negotiation Participants;
Laws and Statutes;
Policy;
Government and Politics;
United States
Wheeler, Michael A., and Thomas Dretler. "3M: Negotiating Air Pollution Credits (B)." Harvard Business School Case 897-135, February 1997. (Revised September 2000.)
- October 1996 (Revised January 1997)
- Case
Mt. Auburn Hospital
By: F. Warren McFarlan and Jaan Elias
In December of 1993, two of Boston's largest and best known hospitals, Massachusetts General and Brigham and Women's, announced that they were setting aside their historic rivalry to form an alliance and build a regional health network. The announcement set off a wave...
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Keywords:
Health Care and Treatment;
Negotiation Offer;
Alliances;
Networks;
Social Enterprise;
Horizontal Integration;
Health Industry;
Boston
McFarlan, F. Warren, and Jaan Elias. "Mt. Auburn Hospital." Harvard Business School Case 397-083, October 1996. (Revised January 1997.)
- April 1996 (Revised March 1998)
- Exercise
Starlite Corporation: General Information
By: Kathleen L. McGinn and Julia Morgan
A multiparty, intraorganizational negotiation exercise involving five vice presidents of human resources at $17.5 billion photography products company. In the midst of reengineering, the five VPs have been told to negotiate the possible alignment of resources in ways...
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Keywords:
Negotiation Types
McGinn, Kathleen L., and Julia Morgan. "Starlite Corporation: General Information." Harvard Business School Exercise 396-351, April 1996. (Revised March 1998.)
- April 1996
- Case
Sunshine Villas
By: William J. Poorvu and John H. Vogel Jr.
Ms. Courtney Lowe is president and sole owner of CL Development. She is looking to sell Sunshine Villas to pay off her bank and make a profit. This case is part of a negotiation game simulation that includes Jason Bosworth, Silver Lane Apartments, and Major Insurance...
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Poorvu, William J., and John H. Vogel Jr. "Sunshine Villas." Harvard Business School Case 396-329, April 1996.
- 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.