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- All HBS Web (301)
- Faculty Publications (176)
- December 2011
- Case
Green Mountain Coffee Roasters: Confidential Information for Negotiation with Keurig
Case provides confidential information for students assuming the role of Green Mountain Coffee Roasters (GMCR) senior executives in a negotiation to license technology from Keurig, a startup that has developed an innovative "portion pack" coffee brewing solution. The...
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Eisenmann, Thomas R., Shikhar Ghosh, and James K. Sebenius. "Green Mountain Coffee Roasters: Confidential Information for Negotiation with Keurig." Harvard Business School Case 812-103, December 2011.
- January 2000 (Revised November 2000)
- Exercise
WineMaster.com (A-1): Confidential Instructions for WineMaster
A two-person negotiation exercise involving the potential sale of a small e-commerce company to a large company. The parties need to negotiate four issues: the number of shares in the deal, the vesting period for the shares, whether the seller will get a seat on the...
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Subramanian, Guhan. "WineMaster.com (A-1): Confidential Instructions for WineMaster." Harvard Business School Exercise 800-249, January 2000. (Revised November 2000.)
- December 1999 (Revised June 2002)
- Exercise
Salt Harbor: Confidential Information for Brims
Two-party negotiation involving a bed and breakfast and an incoming coffee chain.
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Keywords:
Negotiation
Wheeler, Michael A. "Salt Harbor: Confidential Information for Brims." Harvard Business School Exercise 800-078, December 1999. (Revised June 2002.)
- March 1998
- Case
Bumper Acquisition (A1), A: Confidential Information for Thermo-Impact, Inc.
By: James K. Sebenius and David T. Kotchen
Located in Mundelein, IL, Thermo-Impact, Inc. is a rapidly growing, private firm that manufactures automotive bumpers. In 1995, a number of large automotive supply companies and a private equity investment firm offer to buy Thermo-Impact. The cases in this series focus...
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Keywords:
Private Equity;
Valuation;
Negotiation Participants;
Decision Making;
Negotiation Process;
Entrepreneurship;
Negotiation Offer;
Acquisition;
Manufacturing Industry;
Auto Industry;
Illinois
Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (A1), A: Confidential Information for Thermo-Impact, Inc." Harvard Business School Case 898-198, March 1998.
- March 2023
- Exercise
Teeing Up Success: Confidential Role Information for Tom Benson
By: Andrew Wasynczuk and Karim Sameh
Wasynczuk, Andrew, and Karim Sameh. "Teeing Up Success: Confidential Role Information for Tom Benson." Harvard Business School Exercise 923-046, March 2023.
- June 2001
- Case
Privatization of Anatolia National Telekom, The: TAD 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: TAD Confidential Instructions." Harvard Business School Case 801-437, June 2001.
- June 2001
- Case
Privatization of Anatolia National Telekom, The: BOW 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: BOW Confidential Instructions." Harvard Business School Case 801-433, June 2001.
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for Elcer Products Division President
By: James K. Sebenius and Guhan Subramanian
In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Elcer Divisional management role. Challenges include how...
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Keywords:
Mergers and Acquisitions;
Managerial Roles;
Negotiation Deal;
Negotiation Process;
Negotiation Tactics
Sebenius, James K., and Guhan Subramanian. "The Elcer Products Transaction: Confidential Information for Elcer Products Division President." Harvard Business School Exercise 908-036, December 2007. (Revised April 2008.)
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)
In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the US Industrial ElectroCeramics (US-IND) management...
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Keywords:
Negotiation
Sebenius, James K. "The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)." Harvard Business School Exercise 908-032, December 2007. (Revised April 2008.)
- April 2011 (Revised November 2012)
- Supplement
Reinsurance Negotiation: Confidential Information for Auburn Re
By: Robert C. Pozen and Henoch Senbetta
The Reinsurance Negotiation case is a fictional three-party negotiation between a primary insurer and two reinsurers. The case is appropriate for use in a wide variety of courses, including Financial Institutions, Negotiations, and courses related to the Insurance and...
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Pozen, Robert C., and Henoch Senbetta. "Reinsurance Negotiation: Confidential Information for Auburn Re." Harvard Business School Supplement 311-112, April 2011. (Revised November 2012.)
- March 2024
- Exercise
The Spreadsheet: Confidential Role for Ginny Dominguez
By: Zoë B. Cullen
Cullen, Zoë B. "The Spreadsheet: Confidential Role for Ginny Dominguez." Harvard Business School Exercise 824-173, March 2024.
- 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.)
- March 2024
- Exercise
The Spreadsheet: Confidential Role for Judy Lagrange
By: Zoë B. Cullen
Cullen, Zoë B. "The Spreadsheet: Confidential Role for Judy Lagrange." Harvard Business School Exercise 824-172, March 2024.
- July 1992
- Case
Riverside and DEC: Riverside Lumber Confidential Instructions
By: Howard Raiffa and Thomas T. Weeks
A two-party, integrative, negotiation exercise involving several pre-specified issues to be resolved. Each party is given a pre-specified scoring system in monetary units. Side payments, within limits are possible. Face-to-face negotiations take place with no...
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Keywords:
Natural Environment;
Government and Politics;
Pollutants;
Negotiation Types;
Negotiation Process;
Forestry Industry
Raiffa, Howard, and Thomas T. Weeks. "Riverside and DEC: Riverside Lumber Confidential Instructions." Harvard Business School Case 893-001, July 1992.
- December 1985 (Revised September 1987)
- Case
Salty Dog: Smith Brothers (A): Confidential Instructions
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Salty Dog: Smith Brothers (A): Confidential Instructions." Harvard Business School Case 186-154, December 1985. (Revised September 1987.)
- January 2006 (Revised October 2009)
- Case
Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J.
By: Ian Larkin, James K. Sebenius and Guhan Subramanian
In this three-party negotiation exercise, Jesse J, star center in the U.S.A. Women's Basketball League, with her agent, is negotiating a possible compensation package with the Boston Sharks involving a base salary, a possible share of team merchandising profits, and a...
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Keywords:
Compensation and Benefits;
Contracts;
Negotiation Process;
Negotiation Tactics;
Conflict and Resolution;
Sports;
Sports Industry;
United States
Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J." Harvard Business School Case 906-026, January 2006. (Revised October 2009.)
- May 2011 (Revised July 2012)
- Exercise
Remicade/Simponi: Confidential Instructions for Johnson & Johnson
By: Guhan Subramanian and Rhea Ghosh
This two-party negotiation exercise features a real-life dispute between Merck and Johnson & Johnson regarding European distribution rights to two highly lucrative drugs.
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Keywords:
Price;
Rights;
Agreements and Arrangements;
Negotiation Deal;
Problems and Challenges;
Risk and Uncertainty;
Europe
Subramanian, Guhan, and Rhea Ghosh. "Remicade/Simponi: Confidential Instructions for Johnson & Johnson." Harvard Business School Exercise 911-045, May 2011. (Revised July 2012.)
- April 2011 (Revised November 2012)
- Supplement
Reinsurance Negotiation: Confidential Information for Brack Re
By: Robert C. Pozen and Henoch Senbetta
The Reinsurance Negotiation case is a fictional three-party negotiation between a primary insurer and two reinsurers. The case is appropriate for use in a wide variety of courses, including Financial Institutions, Negotiations, and courses related to the Insurance and...
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Pozen, Robert C., and Henoch Senbetta. "Reinsurance Negotiation: Confidential Information for Brack Re." Harvard Business School Supplement 311-113, April 2011. (Revised November 2012.)
- August 2019
- Supplement
Legal Time - Confidential Information for the Prosecution (AUSA Prescott)
By: Christine L. Exley, Katherine B. Coffman and Joshua Schwartzstein
Legal Time is a two-party dynamic negotiation simulation. Students take the role of either the prosecution or the defense in a case that centers on a client who has been accused of spear-heading a conspiracy to commit wire fraud. This conflict-resolution scenario gives...
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Keywords:
Conflict Resolution;
Time Stress;
Negotiation;
Conflict and Resolution;
Fairness;
Learning
Exley, Christine L., Katherine B. Coffman, and Joshua Schwartzstein. "Legal Time - Confidential Information for the Prosecution (AUSA Prescott)." Harvard Business School Supplement 920-012, August 2019.
- 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...
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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: 1985 Negotiation, Local 190 Confidential Information." Harvard Business School Exercise 396-325, April 1996. (Revised May 2008.)