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Main Catalogs   Accounting Business Communication Business Law Economics Finance Insurance and Real Estate Management Information Systems Management and Organization Marketing Operations and Decision Sciences      Special Catalogs     Case Studies Text Chapters Mapped to Specific Cases How to Build a Book: Select Content Review & Arrange Personalize Request a Copy Keyword    Title, Author, Case #, Etc. ALEKS Homework Manager Discover Econ   Learning Solutions Group     Harvard Business School Cases — Negotiation  • To include an item in your complimentary custom book, click the item’s Add link. If there is a View link next to an item, you can view the pages by clicking on the link.  • To review the list of items you have selected so far, click on Step 2 in the progress bar above. You have successfully added all of the items to your order. Either click here to review your order or continue to add content from another title.    L.L. Bean, Inc.: Item Forecasting and Inventory Management   Add   View  5 pp.  Case Author(s): Schleifer, Arthur , Jr. Publication Date: 10/27/1992 Revision Date: 09/07/1993 Product Type: Case (Field) Publisher: Harvard Business School HBS Number: 893003 Geographic Setting: Maine Gross Revenue: $600 million revenues Event Year Start: 1991 Event Year End: 1991 Subjects: Inventory management; Order processing; Forecasting; Managing uncertainty; Risk management; Direct marketing Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (895057), 11p, by Arthur Schleifer Product Description: L.L. Bean must make stocking decisions on thousands of items sold through its catalogs. In many cases, orders must be placed with vendors twelve or more weeks before a catalog lands on a customer's doorstep, and commitments cannot be changed thereafter. As a result, L.L. Bean suffers annual losses of over $20 million due to stockouts or liquidations of excess inventory. Provides a context in which buying decisions that balance costs of overstocking and understocking when demand is uncertain are made and implemented on a routine basis.    Michael Brown: Negotiating Slots at Foxwoods (A)   Add   View  20 pp.  Case Author(s): Sebenius, James K. Publication Date: 02/21/1999 Revision Date: 11/09/2009 Product Type: Case (Field) Publisher: Harvard Business School HBS Number: 899234 Geographic Setting: Connecticut Number of Employees: 3,500 Gross Revenue: $1 billion revenues Event Year Start: 1989 Event Year End: 1992 Subjects: Negotiations; Business government relations; Government Academic Discipline: Negotiations Product Description: The issues of the impending negotiation between the CEO of Foxwoods and the governor of Connecticut over lifting the ban on slot machines at Foxwoods are presented. Reviews the gaming business in the United States, the special history of Indian gaming, the Pequot Tribe, the battle over casino gambling in Connecticut, and the early success of Foxwoods. A fiscal crisis sets the stage for a possible deal.    Name Your Price: Compensation Negotiation at Whole Health Management (B)   Add   View  3 pp.  Case Author(s): Hall, Brian J.; Malhotra, Deepak ; Bennett, Nicole Publication Date: 06/30/2008 Revision Date: 01/08/2010 Product Type: Supplement (Field) Publisher: Harvard Business School HBS Number: 908065 Geographic Setting: Ohio; Ireland Number of Employees: 550 Event Year Start: 2006 Subjects: Negotiations; Human resources management; Career advancement; Compensation; Incentives; Interviews; Recruitment Academic Discipline: Negotiations Supplementary Materials: Supplement, (908066), 3p, by Brian J. Hall, Deepak Malhotra, Nicole Bennett; Case Teaching Note, (910038), 20p, by Deepak Malhotra Product Description: Supplements the (A) case.    Name Your Price: Compensation Negotiation at Whole Health Management (A)   Add   View  10 pp.  Case Author(s): Hall, Brian J.; Malhotra, Deepak ; Bennett, Nicole Publication Date: 06/30/2008 Revision Date: 01/08/2010 Product Type: Case (Field) Publisher: Harvard Business School HBS Number: 908064 Geographic Setting: Ohio Number of Employees: 550 Event Year Start: 2006 Subjects: Negotiations; Human resources management; Career advancement; Compensation; Incentives; Interviews Academic Discipline: Negotiations Supplementary Materials: Supplement, (908065), 3p, by Brian J. Hall, Deepak Malhotra, Nicole Bennett; Supplement, (908066), 3p, by Brian J. Hall, Deepak Malhotra, Nicole Bennett; Case Teaching Note, (910038), 20p, by Deepak Malhotra Product Description: MBA student Monroe Davies is asked by a potential employer to determine his own compensation package. This case follows Jim Hummer, President and CEO of Whole Health Management and Davies through a unique recruitment process that raises questions of compensation and employee incentives, negotiation strategy, and human resources management.    Personal Rapid Transport at Vectus, Ltd.   Add   View  16 pp.  Case Author(s): Edelman, Benjamin Publication Date: 11/20/2009 Revision Date: 12/10/2009 Product Type: Case (Field) Publisher: Harvard Business School HBS Number: 910010 Geographic Setting: Sweden; ; ; ; ; ; ; ; ; ; ; Korea Number of Employees: 12 Gross Revenue: $0 Event Year Start: 2009 Subjects: Entrepreneurs; Corporate strategy; Platforms Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (910024), 8p, by Benjamin Edelman Product Description: Personal Rapid Transport (PRT) vehicles - often called “driverless taxis” - sought to combine the best characteristics of cars, taxis, and trains, while adding features unavailable in any existing transportation system. Like cars and taxis, PRT vehicles carried small groups - often just a single passenger - with no need to wait for a shared vehicle to arrive or for others to board. Yet PRT followed train systems in using an exclusive right of way that avoided delays from other traffic. Where would such systems be most useful? Could system designers successfully compete with well-established networks of trains, buses, cars, and roads?    Winning the Influence Game: Corporate Diplomacy and Business Strategy   Add   View  17 pp.  Case Author(s): Watkins, Michael D. Publication Date: 04/22/2003 Revision Date: 12/01/2003 Product Type: Note HBS Number: 903096 Subjects: Anchoring effect; Distributive negotiations; Public relations Academic Discipline: Negotiations Product Description: Provides a framework for influencing key outside players — businesses, governments, and NGOs — in support of business strategy.    Citigroup-Wachovia-Wells Fargo   Add   View  18 pp.  Case Author(s): Subramanian, Guhan ; Sharma, Nithyasri Publication Date: 10/02/2009 Revision Date: 02/02/2010 Product Type: Case (Library) Publisher: Harvard Business School HBS Number: 910006 Event Year Start: 2008 Subjects: Mergers & acquisitions; Financial crisis Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (910014), 20p, by Guhan Subramanian, Nithyasri Sharma    Discount and Hawkins Exercise: Confidential Instructions for Tenant   Add   View  4 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 12/08/1997 Revision Date: 07/03/2002 Product Type: Exercise Publisher: Harvard Business School HBS Number: 898131 Subjects: Negotiations; Simulations; Leasing Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (801056), 16p, by Michael A. Wheeler Product Description: This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the “use, assignment, and subletting” clause. Debriefing the results in class should illustrate the possibility of generating joint gains through interest-based negotiation — and the obstacles to such a process. Technical knowledge of real estate issues is not assumed.    Alphexo Corp.: Confidential Negotiation Information   Add   View  7 pp.  Case Author(s): Sebenius, James K. Publication Date: 05/01/2001 Revision Date: 04/07/2005 Product Type: Exercise Publisher: Harvard Business School HBS Number: 801418 Subjects: Negotiations; Simulations; Networking; Strategic alliances; Joint ventures; Information & technology Academic Discipline: Negotiations Product Description: 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 resolution.    Colonial Homes   Add   View  8 pp.  Case Author(s): Bell, David E.; Hashem, Najib Publication Date: 07/13/1989 Revision Date: 05/10/2004 Product Type: Case (Field) Publisher: Harvard Business School HBS Number: 190008 Geographic Setting: Ontario Gross Revenue: $5 million sales Event Year Start: 1989 Event Year End: 1989 Subjects: Risk management; Hedging Academic Discipline: Negotiations Product Description: Colonial Homes supplies a complete raw materials package to build entire homes. The price of the package is guaranteed at the signing of the sales contract, while delivery (and payment) are not effected for up to six months. In an effort to reduce its exposure to fluctuating lumber prices, Colonial sources the package (mostly lumber) through the only lumber yard that also offers a six-month price guarantee. The lumber yard recently raised its prices, prompting Colonial to look elsewhere (with no or lesser fixed price guarantees).    Bank of America-Merrill Lynch   Add   View  17 pp.  Case Author(s): Subramanian, Guhan; Sharma, Nithyasri Publication Date: 03/02/2010 Revision Date: 06/07/2010 Product Type: Case (Library) Publisher: Harvard Business School HBS Number: 910026 Geographic Setting: New York Event Year Start: 2008 Subjects: Negotiations; Finance; Mergers & acquisitions; Government Academic Discipline: Negotiations Product Description: In September 2008, as Lehman Brothers struggled to survive, John Thain, CEO of Merrill Lynch, realized that his bank was also on the brink of failure. Throughout the weekend of September 13-14, 2008, Thain successfully negotiated a deal with Ken Lewis, CEO of Bank of America, for BofA to acquire Merrill. However, throughout the fourth quarter of 2008, Merrill's financial condition deteriorated at an alarming rate, with expected 4Q08 losses ballooning from $5.3 billion in November to over $12 billion by mid-December. Shareholders of both companies approved the deal on December 5th, 2008, but soon after, Lewis telephoned fed officials and declared he would invoke the MAC clause to exit the deal unless fed officials provided government financial assistance. Fed officials instructed Lewis to “stand down” and not to invoke the MAC clause. As he convened his Board on December 22nd, 2008, Lewis had to make a decision. Should he close the deal “for the good of the country?” Or should he declare a MAC and exit the deal, potentially invoking the wrath of the U.S. government. Was there another way?    Northrop vs. TRW   Add   View  10 pp.  Case Author(s): Baldwin, Carliss Y.; Quinn, James Publication Date: 03/17/2003 Revision Date: 01/10/2008 Product Type: Case (Library) Publisher: Harvard Business School HBS Number: 903115 Geographic Setting: Ohio Number of Employees: 94,000 Gross Revenue: $16.4 billion revenues Event Year Start: 2002 Event Year End: 2002 Subjects: Negotiations; Decision analysis; Stock offerings; Financing; Mergers & acquisitions; Valuation; Legal aspects of business Academic Discipline: Negotiations Product Description: TRW, a leading supplier of advanced technology products for the auto, defense, and aerospace markets, receives an unexpected stock-for-stock offer from defense company Northrop Grumman Corp. The $11.4 billion aggregate offer, which represents a 22% premium over the average trading price for the previous 12 months, comes just two days after TRW's CEO has, without notice, resigned. TRW's board is faced with a difficult decision on which they vote in a few days: Should they “just say no,” rejecting the offer out of hand? Should they negotiate a friendly deal with Northrop? Or should they put TRW in so-called “Revlon mode” and auction the company to the highest bidder? This case, grounded in the specifics of Ohio's strict antitaker laws, explores defensive tactics, hostile tender offers, the duties of the board, and fixed-price exchange. It is for use in an advanced course on mergers and acquisitions.    C.K. Coolidge, Inc. (Abridged)   Add   View  10 pp.  Case Author(s): Hammond, John S. Publication Date: 07/24/2006 Revision Date: 07/12/2007 Product Type: Case (Field) Publisher: Harvard Business School HBS Number: 607006 Geographic Setting: United States Gross Revenue: $30 million sales Event Year Start: 1993 Event Year End: 1993 Subjects: Negotiations; Intellectual capital; Patents; Breakeven analysis; Decision analysis; Decision theory; Litigation; Competition Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (895074), 4p, by David E. Bell Product Description: Coolidge (CKC), a chemical manufacturer, is being sued for patent infringement. The plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. An analyst at CKC has done a breakeven decision analysis from CKC's perspective, balancing going to court with settling out of court, but no analysis has been done for the plaintiffs.    Welsh Water (A): General Information   Add   View  5 pp.  Case Author(s): Robinson, Robert J. Publication Date: 06/29/1995 Revision Date: 02/11/1998 Product Type: Case (Field) Publisher: Harvard Business School HBS Number: 895040 Geographic Setting: United Kingdom; Wales Number of Employees: 7,000 Gross Revenue: $500 million revenues Event Year Start: 1989 Event Year End: 1993 Subjects: Negotiations; Labor relations; Simulations; Privatization Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (895046), 13p, by Robert J. Robinson Product Description: This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of interlocking guarantees. This case describes the general scenario.    Negotiating for Fertilizer   Add   View  17 pp.  Case Author(s): Brett, Jeanne; Nelson, Katherine; Tilzer, Nicole Publication Date: 11/01/2009 Product Type: Case Publisher: Kellogg School of Management, Northwestern Univ. HBS Number: KEL434 Geographic Setting: Kenya Subjects: Organizational behavior; Negotiations; BATNA; Nonprofit organizations Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (KEL435), 6p, by Jeanne Brett Product Description: One Acre Fund (OAF) was founded by Andrew Youn in 2005 for the purpose of helping to solve the chronic hunger problem in Africa. The idea is to provide the resources (seed, fertilizer, and education) necessary for African farm families to feed themselves when their land holdings are one acre or less. The business model of OAF is that of a cooperative: OAF buys resources like seeds and fertilizer in bulk at reduced prices and distributes them to small farmers who otherwise could not afford them. This case concerns the negotiation that OAF's manager of external relations and research, Moises Postigo, conducted to buy fertilizer in the last quarter of 2007. The case provides an opportunity for students to analyze a real-world deal-making negotiation in a developing economy. A number of aspects of the context of the negotiation and the negotiation process itself make for good class discussion. Postigo did a good job preparing for the negotiation, making the case one that emphasizes proper use of negotiation planning and sensitive understanding of the negotiation environment. Some of the elements that make for good discussion include the following: OAF was a new organization, unknown to the five major providers of fertilizer in Kenya. The negotiations were entirely conducted by cell phone. Negotiations went through stages of request for a bid, discussion with multiple bidders, selection of a provider, and negotiation. There were multiple issues, inclu    Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems   Add   View  7 pp.  Case Author(s): Sebenius, James K. Publication Date: 01/08/1997 Product Type: Exercise Publisher: Harvard Business School HBS Number: 897057 Subjects: Negotiations; Simulations; Power & influence Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (899244), 23p, by James K. Sebenius Product Description: This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of David Carlson as he attempts to negotiate a new uniform corporate information system with three peers. This simulation is intended to be done in conjunction with the MPG video, Negotiating Corporate Change, and provides a strong experiential complement to the video.    Welsh Water (F): Postscript   Add   View  5 pp.  Case Author(s): Robinson, Robert J. Publication Date: 06/29/1995 Revision Date: 04/10/1996 Product Type: Case (Field) Publisher: Harvard Business School HBS Number: 895045 Geographic Setting: United Kingdom; Wales Number of Employees: 7,000 Gross Revenue: $500 million revenues Event Year Start: 1989 Event Year End: 1993 Subjects: Negotiations; Labor relations; Simulations; Privatization Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (895046), 13p, by Robert J. Robinson Product Description: This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of interlocking guarantees. This case describes what actually happened in this case.    The Proposed Affiliation of Arbor Vitae and Helping Hand   Add   View  7 pp.  Case Author(s): Donnelly, Anne Cohn; Shaw, Kathy Publication Date: 12/01/2009 Product Type: Case Publisher: Kellogg School of Management, Northwestern Univ. HBS Number: KEL456 Geographic Setting: United States Subjects: Organizational behavior; Mergers & acquisitions; Nonprofit organizations Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (KEL457), 3p, by Anne Cohn Donnelly, Kathy Shaw Product Description: This case examines the merger of two nonprofit organizations from the point of view of the board of directors and senior staff leaders.    Deworming Kenya: Translating Research into Action (B)   Add   View  2 pp.  Case Author(s): Ashraf, Nava; Shah, Neil Buddy; Gordon, Rachel Publication Date: 03/19/2010 Product Type: Supplement (Field) Publisher: Harvard Business School HBS Number: 910027 Geographic Setting: Kenya Event Year Start: 2009 Subjects: Power & influence; Nongovernmental organizations; Leading teams Academic Discipline: Negotiations Product Description: Karen Levy and her colleague, Margaret Ndanyi, learn the results of their nation-wide effort to rid Kenyan school children of parasitic worm infection.    Deworming Kenya: Translating Research into Action (A)   Add   View  29 pp.  Case Author(s): Ashraf, Nava; Shah, Neil Buddy; Gordon, Rachel Publication Date: 03/19/2010 Revision Date: 04/05/2010 Product Type: Case (Field) Publisher: Harvard Business School HBS Number: 910001 Geographic Setting: Kenya Event Year Start: 2009 Subjects: Power & influence; Nongovernmental organizations; Leading teams Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (910002), 8p, by Nava Ashraf, Neil Buddy Shah, Rachel Gordon; Supplement, (910027), 2p, by Nava Ashraf, Neil Buddy Shah, Rachel Gordon Product Description: Karen Levy and her colleague, Margaret Ndanyi, have spent the last six months planning and preparing for a national Kenyan program to target school children most at risk for parasitic worm infection. One week after its launch, the program seemed to be going well but Ndanyi and Levy knew that it still needed to be administered in almost 40 districts at thousands of schools. They wondered: Would they meet their goal of deworming over three million school children before the end of the fiscal year on June 30, 2009? Would they be able to do it for less than $0.50 per child?    C.K. Claridge, Inc.   Add   View  12 pp.  Case Author(s): Sebenius, James K. Publication Date: 05/03/2010 Product Type: Case (Field) Publisher: Harvard Business School HBS Number: 910045 Geographic Setting: United States Gross Revenue: <$100mm Event Year Start: 2009 Subjects: Negotiations; Decision analysis; Litigation Academic Discipline: Negotiations Product Description: Sued for patent infringement, chemical manufacturer C.K. Claridge tries to design a settlement strategy taking into account a decision analysis of litigating v. negotiating. The plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. (This case is a revised, alternative version of “C.K. Coolidge, Inc. (Abridged),” HBS No. 607-006.)    Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (B)   Add   View  7 pp.  Case Author(s): Sebenius, James K.; Knebel, Ellen Publication Date: 04/20/2010 Product Type: Supplement (Field) Publisher: Harvard Business School HBS Number: 910044 Geographic Setting: United States; Kentucky Number of Employees: 1,000 Gross Revenue: $125mm Event Year Start: 2005 Subjects: Negotiations; Conflict management; Suppliers Academic Discipline: Negotiations Product Description: This case describes the multi-prong negotiating approach that Bill Nichol, Kentucky Derby Hosiery Co. CEO, took to deal with an ultimatum from his largest customer, as well as the outcome of this process. It concludes with a number of Nichol's observations about supplier-retailer negotiations.    Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A)   Add   View  6 pp.  Case Author(s): Sebenius, James K.; Knebel, Ellen Publication Date: 04/20/2010 Product Type: Case (Field) Publisher: Harvard Business School HBS Number: 910043 Geographic Setting: United States; Kentucky Number of Employees: $125mm Gross Revenue: 1,000 Event Year Start: 2005 Subjects: Negotiations; Conflict management; Suppliers Academic Discipline: Negotiations Supplementary Materials: Supplement, (910044), 7p, by James K. Sebenius, Ellen Knebel Product Description: CEO Bill Nichol must somehow negotiate a surprise ultimatum from Walmart, his largest customer, about his largest and most profitable product line: “We're dropping it.” Among its hosiery products, the Kentucky Derby Hosiery Co. produces and sells a branded line of infant socks to Walmart under an expensive license from another manufacturer, subject to unconditional, multi-year sales minimums and significant forward financial obligations. Taking out long-term bank loans, his firm has purchased modern, high-speed machinery to manufacture this line. Yet his Walmart contracts run only one year at a time. Without the Walmart volume and profit on these branded infant socks, Kentucky Derby Hosiery Co. faces financial distress. In a generally bleak North American textile environment, Nichol ponders the most promising negotiating strategy and tactics to rescue this product line.    Pacific Sentinel: Role for Chris Coleman   Add   View  9 pp.  Case Author(s): Witter, Dina; McGinn, Kathleen L. Publication Date: 06/04/2003 Revision Date: 09/04/2004 Product Type: Exercise Publisher: Harvard Business School HBS Number: 903133 Subjects: Negotiations; Decision making; Tradeoff analysis; Investments; Agreements; Conflicts of interest; Advertising media Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (908027), 17p, by Kathleen L. McGinn, Dina Pradel Product Description: A new publishing company has just purchased the Pacific Sentinel, a fictional West Coast newspaper. The new publisher is willing to invest $1 million in the future success of the paper and has asked the executive editor and advertising manager to develop a joint plan for how the money should be spent.    Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)   Add   View  12 pp.  Case Author(s): Sebenius, James K. Publication Date: 01/14/1997 Product Type: Case (Field) Publisher: Harvard Business School HBS Number: 897084 Geographic Setting: Italy Number of Employees: 8,702 Gross Revenue: $3.092 billion revenues Event Year Start: 1965 Event Year End: 1995 Subjects: Negotiations; Restructuring; Acquisitions; Mergers; International business Academic Discipline: Negotiations Product Description: 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 Trefimetaux from the French giant Pechiney. Concludes as SMI is contemplating the acquisition of a much larger rival, Kabelmetal AG.    Discount and Hawkins Exercise: Confidential Instructions for Landlord   Add   View  4 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 12/09/1997 Revision Date: 07/03/2002 Product Type: Exercise Publisher: Harvard Business School HBS Number: 898130 Subjects: Negotiations; Simulations; Leasing Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (801056), 16p, by Michael A. Wheeler Product Description: This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the “use, assignment, and subletting” clause. Debriefing the results in class should illustrate the possibility of generating joint gains through interest-based negotiation — and the obstacles to such a process. Technical knowledge of real estate issues is not assumed.    Betonn Corp.: Confidential Negotiation Information   Add   View  7 pp.  Case Author(s): Sebenius, James K. Publication Date: 05/01/2001 Revision Date: 04/07/2005 Product Type: Exercise Publisher: Harvard Business School HBS Number: 801419 Subjects: Negotiations; Simulations; Networking; Strategic alliances; Joint ventures; Information & technology Academic Discipline: Negotiations Product Description: 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 resolution.    Why Dick and Jane don’t ask: Getting past initiation barriers in negotiations   Add   View  10 pp.  Case Author(s): Volkema, Roger J. Publication Date: 11/15/2009 Product Type: Case Publisher: Business Horizons/Indiana Univ. HBS Number: BH361 Subjects: Organizational behavior; Negotiations; Career advancement; Attitudes Academic Discipline: Negotiations Product Description: Negotiation is an essential skill for personal well-being and professional success, a skill that begins with identifying and acting on one's wants and needs. Many individuals, however, lack the confidence, motivation, or training to simply ask for what they want in certain situations; for example, when negotiating with an important client. Still others are reluctant to initiate requests in general. This article discusses the personal characteristics and situational factors that influence an individual's likelihood of engaging another party in a negotiation, making a request, and optimizing that request. Herein, specific suggestions are offered for managing this critical phase of the negotiation process via three steps: mental preparation prior to the engagement; positioning prior to, and at the point of, the engagement; and verbal craftsmanship during the delivery of one's request.    Doyle’s Dealmaking Dilemma (B): Final Negotiations   Add   View  2 pp.  Case Author(s): Sebenius, James K. Publication Date: 10/12/2000 Revision Date: 09/04/2002 Product Type: Supplement (Field) Publisher: Harvard Business School HBS Number: 801230 Subjects: Negotiations; Career advancement; Compensation; Employment interviews Academic Discipline: Negotiations Product Description: Supplements the (A) case.    Name Your Price: Compensation Negotiation at Whole Health Management (C)   Add   View  3 pp.  Case Author(s): Hall, Brian J.; Malhotra, Deepak ; Bennett, Nicole Publication Date: 06/30/2008 Revision Date: 01/08/2010 Product Type: Supplement (Field) Publisher: Harvard Business School HBS Number: 908066 Geographic Setting: Ohio; Ireland Number of Employees: 550 Event Year Start: 2006 Subjects: Negotiations; Human resources management; Career advancement; Compensation; Incentives; Interviews Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (910038), 20p, by Deepak Malhotra Product Description: Supplements the (A) and (B) cases.    3M: Negotiating Air Pollution Credits (A)   Add   View  6 pp.  Case Wheeler, Michael A.; Dretler, Thomas D. Describes a proposed trade of air pollution emission credits between 3M (now Imation) and Procter and Gamble. Though such trading is encouraged under federal environmental laws, 3M had adopted a company-wide policy against such deals. Procter and Gamble needs the credits and is an important 3M customer. Local citizens and public officials are sharply divided on the proposed deal. Teaching Purpose: 1) To illustrate the kinds of negotiation stimulated by market-based regulatory regimes and 2) To expose the complex public and internal negotiations that ensue. May be used with: (9-897-136) 3M: Negotiating Air Pollution Credits (C). HBS Number: 9-897-134 Type: Case (Field) Publication Date: 2/12/1997 Revision Date: 5/28/1998 Geographic Setting: California Industry Setting: tape/film manufacturing Company Size: Fortune 500 Event Year Start: 1990 Event Year End: 1991 Subjects: Environmental protection; Facilities; Interest groups; Negotiations; Political risk; Public policy Supplementary Materials: Supplement (Field), (9-897-135), 2p, by Michael A. Wheeler, Thomas D. Dretler    3M: Negotiating Air Pollution Credits (B)   Add   View  2 pp.  Case Author(s): Wheeler, Michael A.; Dretler, Thomas D. Publication Date: 02/12/1997 Revision Date: 09/21/2000 Product Type: Supplement (Field) Product Description: Supplements the (A) case. Must be used with: (9-897-134) 3M: Negotiating Air Pollution Credits (A). HBS Number: 9-897-135 Subjects: Environmental protection; Facilities; Interest groups; Negotiations; Political risk; Public policy Academic Discipline: Negotiations    3M: Negotiating Air Pollution Credits (C)   Add   View  8 pp.  Case Wheeler, Michael A.; Dretler, Thomas D. Provides an epilogue to the (A) and (B) cases. Describes the final steps in implementing the agreement 3M made with Procter and Gamble and with local public officials and interest groups. Teaching Purpose: Invites analysis of the substantive and procedural criteria for effectiveness in negotiating complex disputes. May be used with: (9-897-134) 3M: Negotiating Air Pollution Credits (A). HBS Number: 9-897-136 Type: Case (Field) Publication Date: 2/12/1997 Revision Date: 10/27/1999 Geographic Setting: California Industry Setting: tape/film manufacturing Subjects: Environmental protection; Facilities; Interest groups; Negotiations; Political risk; Public policy    AD Choices   Add   View  8 pp.  Case Author(s): Wheeler, Michael A.; Sebenius, James K.; Aaron, Marjorie C Publication Date: 03/04/2008 Revision Date: 03/11/2009 Product Type: Note Publisher: Harvard Business School HBS Number: 908040 Subjects: Negotiations; Alternative dispute resolution; Arbitration; Business law Academic Discipline: Negotiations Supplementary Materials: Video Supplement, (910702), 36p, by Michael A. Wheeler,James K. Sebenius Product Description: Six different business disputes, all in the shadow of pending litigation, are described. Students are asked to recommend the appropriate method of dispute resolution (mediation, arbitration, mini-trial, etc.) for each one, depending on the circumstances, especially to assess likely barriers to unassisted negotiation.    Ad Classification at Right Media, Teaching Note   Add     19 pp.  Teaching Note Author(s): Edelman, Benjamin Publication Date: 02/04/2009 Revision Date: 06/26/2009 Product Type: Teaching Note HBS Number: 909037 Academic Discipline: Negotiations Product Description: Teaching Note for [909-032]. Must be used with: (909032) Ad Classification at Right Media.    Adam Baxter Co./Local 190: 1978 Negotiation, Baxter Management Confidential Information   Add   View  8 pp.  Case Author(s): Medvec, Victoria; McGinn, Kathleen L. Publication Date: 04/15/1996 Revision Date: 05/13/2008 Product Type: Exercise HBS Number: 396318 Industry Setting: Food industry Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams Academic Discipline: Negotiations Supplementary Materials: Supplement (Exercise), (396326), 5p, by Victoria Medvec, Kathleen L. McGinn; Teaching Note, (898192), 24p, by Katherine Lawrence, Priscilla Offenhauer, Kathleen L. McGinn Product Description: 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 inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa. May be used with: (396319) Adam Baxter Co./Local 190: 1978 Negotiation, Local 190 Confidential Information; (396321) Adam Baxter Co./Local 190: 1983 Negotiation, Local 190 Confidential Information; (396322) Adam Baxter Co./Local 190: 1983 Negotiation, Baxter Management Confidential Information; (396324) Adam Baxter Co./Local 190: 1985 Negotiation, Baxter Management Confidential Information; (396325) Adam Baxter Co./Local 190: 1985 Negotiation, Local 190 Confidential Information.    Adam Baxter Co./Local 190: 1978 Negotiation, Baxter Management Confidential Info   Add   View  8 pp.  Case Author(s): Medvec, Victoria; McGinn, Kathleen Publication Date: 04/15/1996 Revision Date: 02/18/1998 Product Type: Exercise Product Description: 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 in its cooperative relationship between ABC management and its union, Local 190. With the skyrocketing inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa. Teaching Purpose: To develop an understanding of the complexities of management/labor relations; to develop negotiation skills in ongoing team negotiations across time. May be used with: (9-396-319) Adam Baxter Co./Local 190: 1978 Negotiation, Local 190 Confidential Information; (9-396-321) Adam Baxter Co./Local 190: 1983 Negotiation, Local 190 Confidential Information; (9-396-322) Adam Baxter Co./Local 190: 1983 Negotiation, Baxter Management Confidential Information; (9-396-324) Adam Baxter Co./Local 190: 1985 Negotiation, Baxter Management Confidential Information; (9-396-325) Adam Baxter Co./Local 190: 1985 Negotiation, Local 190 Confidential Information. HBS Number: 9-396-318 Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams Academic Discipline: Negotiations Supplementary Materials: Supplement (Exercise), (9-396-326), 5p, by Victoria Medvec, Kathleen McGinn; Teaching Note, (5-898-192), 24p, by Katherine Lawrence, Priscilla Offenhauer, Kathleen McGinn   Add     24 pp.  Teaching Note For use with 9-396-318 HBS Number: 5-898-192 Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams    Adam Baxter Co./Local 190: 1978 Negotiation, Local 190 Confidential Information   Add   View  8 pp.  Case Author(s): Medvec, Victoria; McGinn, Kathleen Publication Date: 04/15/1996 Revision Date: 02/18/1998 Product Type: Exercise Product Description: 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 in its cooperative relationship between ABC management and its union, Local 190. With the skyrocketing inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa. Teaching Purpose: To develop an understanding of the complexities of management/labor relations; to develop negotiation skills in ongoing team negotiations across time. May be used with: (9-396-318) Adam Baxter Co./Local 190: 1978 Negotiation, Baxter Management Confidential Information; (9-396-321) Adam Baxter Co./Local 190: 1983 Negotiation, Local 190 Confidential Information; (9-396-322) Adam Baxter Co./Local 190: 1983 Negotiation, Baxter Management Confidential Information; (9-396-324) Adam Baxter Co./Local 190: 1985 Negotiation, Baxter Management Confidential Information; (9-396-325) Adam Baxter Co./Local 190: 1985 Negotiation, Local 190 Confidential Information. HBS Number: 9-396-319 Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams Academic Discipline: Negotiations Supplementary Materials: Supplement (Exercise), (9-396-326), 5p, by Victoria Medvec, Kathleen McGinn; Teaching Note, (5-898-192), 24p, by Katherine Lawrence, Priscilla Offenhauer, Kathleen McGinn   Add     24 pp.  Teaching Note For use with 9-396-319 HBS Number: 5-898-192 Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams    Adam Baxter Co./Local 190: 1978 Negotiation, Local 190 Confidential Information   Add   View  8 pp.  Case Author(s): Medvec, Victoria; McGinn, Kathleen L. Publication Date: 04/15/1996 Revision Date: 05/13/2008 Product Type: Exercise HBS Number: 396319 Industry Setting: Food industry Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams Academic Discipline: Negotiations Supplementary Materials: Supplement (Exercise), (396326), 5p, by Victoria Medvec, Kathleen L. McGinn; Teaching Note, (898192), 24p, by Katherine Lawrence, Priscilla Offenhauer, Kathleen L. McGinn Product Description: 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 inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa. . May be used with: (396318) Adam Baxter Co./Local 190: 1978 Negotiation, Baxter Management Confidential Information; (396321) Adam Baxter Co./Local 190: 1983 Negotiation, Local 190 Confidential Information; (396322) Adam Baxter Co./Local 190: 1983 Negotiation, Baxter Management Confidential Information; (396324) Adam Baxter Co./Local 190: 1985 Negotiation, Baxter Management Confidential Information; (396325) Adam Baxter Co./Local 190: 1985 Negotiation, Local 190 Confidential Information.    Adam Baxter Co./Local 190: 1983 Negotiation, Baxter Management Confidential Information   Add   View  5 pp.  Case Author(s): Medvec, Victoria; McGinn, Kathleen L. Publication Date: 04/15/1996 Revision Date: 05/14/2008 Product Type: Exercise HBS Number: 396322 Industry Setting: Food industry Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams Academic Discipline: Negotiations Supplementary Materials: Supplement (Exercise), (396326), 5p, by Victoria Medvec, Kathleen L. McGinn; Teaching Note, (898192), 24p, by Katherine Lawrence, Priscilla Offenhauer, Kathleen L. McGinn Product Description: 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 inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa. May be used with: (396318) Adam Baxter Co./Local 190: 1978 Negotiation, Baxter Management Confidential Information; (396319) Adam Baxter Co./Local 190: 1978 Negotiation, Local 190 Confidential Information; (396321) Adam Baxter Co./Local 190: 1983 Negotiation, Local 190 Confidential Information; (396324) Adam Baxter Co./Local 190: 1985 Negotiation, Baxter Management Confidential Information; (396325) Adam Baxter Co./Local 190: 1985 Negotiation, Local 190 Confidential Information.    Adam Baxter Co./Local 190: 1983 Negotiation, Baxter Management Confidential Info   Add   View  5 pp.  Case Author(s): Medvec, Victoria; McGinn, Kathleen Publication Date: 04/15/1996 Revision Date: 02/18/1998 Product Type: Exercise Product Description: 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 in its cooperative relationship between ABC management and its union, Local 190. With the skyrocketing inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa. Teaching Purpose: To develop an understanding of the complexities of management/labor relations; to develop negotiation skills in ongoing team negotiations across time. May be used with: (9-396-318) Adam Baxter Co./Local 190: 1978 Negotiation, Baxter Management Confidential Information; (9-396-319) Adam Baxter Co./Local 190: 1978 Negotiation, Local 190 Confidential Information; (9-396-321) Adam Baxter Co./Local 190: 1983 Negotiation, Local 190 Confidential Information; (9-396-324) Adam Baxter Co./Local 190: 1985 Negotiation, Baxter Management Confidential Information; (9-396-325) Adam Baxter Co./Local 190: 1985 Negotiation, Local 190 Confidential Information. HBS Number: 9-396-322 Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams Academic Discipline: Negotiations Supplementary Materials: Supplement (Exercise), (9-396-326), 5p, by Victoria Medvec, Kathleen McGinn; Teaching Note, (5-898-192), 24p, by Katherine Lawrence, Priscilla Offenhauer, Kathleen McGinn   Add     24 pp.  Teaching Note For use with 9-396-322 HBS Number: 5-898-192 Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams    Adam Baxter Co./Local 190: 1983 Negotiation, Local 190 Confidential Information   Add   View  5 pp.  Case Author(s): Medvec, Victoria; McGinn, Kathleen Publication Date: 04/15/1996 Revision Date: 02/18/1998 Product Type: Exercise Product Description: 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 in its cooperative relationship between ABC management and its union, Local 190. With the skyrocketing inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa. Teaching Purpose: To develop an understanding of the complexities of management/labor relations; to develop negotiation skills in ongoing team negotiations across time. May be used with: (9-396-318) Adam Baxter Co./Local 190: 1978 Negotiation, Baxter Management Confidential Information; (9-396-319) Adam Baxter Co./Local 190: 1978 Negotiation, Local 190 Confidential Information; (9-396-322) Adam Baxter Co./Local 190: 1983 Negotiation, Baxter Management Confidential Information; (9-396-324) Adam Baxter Co./Local 190: 1985 Negotiation, Baxter Management Confidential Information; (9-396-325) Adam Baxter Co./Local 190: 1985 Negotiation, Local 190 Confidential Information. HBS Number: 9-396-321 Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams Academic Discipline: Negotiations Supplementary Materials: Supplement (Exercise), (9-396-326), 5p, by Victoria Medvec, Kathleen McGinn; Teaching Note, (5-898-192), 24p, by Katherine Lawrence, Priscilla Offenhauer, Kathleen McGinn   Add     24 pp.  Teaching Note For use with 9-396-321 HBS Number: 5-898-192 Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams    Adam Baxter Co./Local 190: 1983 Negotiation, Local 190 Confidential Information   Add   View  5 pp.  Case Author(s): Medvec, Victoria; McGinn, Kathleen L. Publication Date: 04/15/1996 Revision Date: 05/14/2008 Product Type: Exercise HBS Number: 396321 Industry Setting: Food industry Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams Academic Discipline: Negotiations Supplementary Materials: Supplement (Exercise), (396326), 5p, by Victoria Medvec, Kathleen L. McGinn; Teaching Note, (898192), 24p, by Katherine Lawrence, Priscilla Offenhauer, Kathleen L. McGinn Product Description: 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 inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa. May be used with: (396318) Adam Baxter Co./Local 190: 1978 Negotiation, Baxter Management Confidential Information; (396319) Adam Baxter Co./Local 190: 1978 Negotiation, Local 190 Confidential Information; (396322) Adam Baxter Co./Local 190: 1983 Negotiation, Baxter Management Confidential Information; (396324) Adam Baxter Co./Local 190: 1985 Negotiation, Baxter Management Confidential Information; (396325) Adam Baxter Co./Local 190: 1985 Negotiation, Local 190 Confidential Information.    Adam Baxter Co./Local 190: 1985 Negotiation, Baxter Management Confidential Info   Add   View  6 pp.  Case Author(s): Medvec, Victoria; McGinn, Kathleen Publication Date: 04/15/1996 Revision Date: 02/18/1998 Product Type: Exercise Product Description: 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 in its cooperative relationship between ABC management and its union, Local 190. With the skyrocketing inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa. Teaching Purpose: To develop an understanding of the complexities of management/labor relations; to develop negotiation skills in ongoing team negotiations across time. May be used with: (9-396-318) Adam Baxter Co./Local 190: 1978 Negotiation, Baxter Management Confidential Information; (9-396-319) Adam Baxter Co./Local 190: 1978 Negotiation, Local 190 Confidential Information; (9-396-321) Adam Baxter Co./Local 190: 1983 Negotiation, Local 190 Confidential Information; (9-396-322) Adam Baxter Co./Local 190: 1983 Negotiation, Baxter Management Confidential Information; (9-396-325) Adam Baxter Co./Local 190: 1985 Negotiation, Local 190 Confidential Information. HBS Number: 9-396-324 >Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams Academic Discipline: Negotiations Supplementary Materials: Supplement (Exercise), (9-396-326), 5p, by Victoria Medvec, Kathleen McGinn; Teaching Note, (5-898-192), 24p, by Katherine Lawrence, Priscilla Offenhauer, Kathleen McGinn   Add     24 pp.  Teaching Note For use with 9-396-324 HBS Number: 5-898-192 Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams    Adam Baxter Co./Local 190: 1985 Negotiation, Baxter Management Confidential Information   Add   View  6 pp.  Case Author(s): Medvec, Victoria; McGinn, Kathleen L. Publication Date: 04/15/1996 Revision Date: 05/14/2008 Product Type: Exercise HBS Number: 396324 Industry Setting: Food industry Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams Academic Discipline: Negotiations Supplementary Materials: Supplement (Exercise), (396326), 5p, by Victoria Medvec, Kathleen L. McGinn; Teaching Note, (898192), 24p, by Katherine Lawrence, Priscilla Offenhauer, Kathleen L. McGinn Product Description: 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 inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa. May be used with: (396318) Adam Baxter Co./Local 190: 1978 Negotiation, Baxter Management Confidential Information; (396319) Adam Baxter Co./Local 190: 1978 Negotiation, Local 190 Confidential Information; (396321) Adam Baxter Co./Local 190: 1983 Negotiation, Local 190 Confidential Information; (396322) Adam Baxter Co./Local 190: 1983 Negotiation, Baxter Management Confidential Information; (396325) Adam Baxter Co./Local 190: 1985 Negotiation, Local 190 Confidential Information.    Adam Baxter Co./Local 190: 1985 Negotiation, Local 190 Confidential Information   Add   View  5 pp.  Case Author(s): Medvec, Victoria; McGinn, Kathleen Publication Date: 04/15/1996 Revision Date: 02/18/1998 Product Type: Exercise Product Description: 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 in its cooperative relationship between ABC management and its union, Local 190. With the skyrocketing inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa. Teaching Purpose: To develop an understanding of the complexities of management/labor relations; to develop negotiation skills in ongoing team negotiations across time. May be used with: (9-396-318) Adam Baxter Co./Local 190: 1978 Negotiation, Baxter Management Confidential Information; (9-396-319) Adam Baxter Co./Local 190: 1978 Negotiation, Local 190 Confidential Information; (9-396-321) Adam Baxter Co./Local 190: 1983 Negotiation, Local 190 Confidential Information; (9-396-322) Adam Baxter Co./Local 190: 1983 Negotiation, Baxter Management Confidential Information; (9-396-324) Adam Baxter Co./Local 190: 1985 Negotiation, Baxter Management Confidential Information. HBS Number: 9-396-325 Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams Academic Discipline: Negotiations Supplementary Materials: Supplement (Exercise), (9-396-326), 5p, by Victoria Medvec, Kathleen McGinn; Teaching Note, (5-898-192), 24p, by Katherine Lawrence, Priscilla Offenhauer, Kathleen McGinn   Add     24 pp.  Teaching Note For use with 9-396-325 HBS Number: 5-898-192 Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams    Adam Baxter Co./Local 190: 1985 Negotiation, Local 190 Confidential Information   Add   View  6 pp.  Case Author(s): Medvec, Victoria; McGinn, Kathleen L. Publication Date: 04/15/1996 Revision Date: 05/13/2008 Product Type: Exercise HBS Number: 396325 Industry Setting: Food industry Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams Academic Discipline: Negotiations Supplementary Materials: Supplement (Exercise), (396326), 5p, by Victoria Medvec, Kathleen L. McGinn; Teaching Note, (898192), 24p, by Katherine Lawrence, Priscilla Offenhauer, Kathleen L. McGinn Product Description: 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 inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa. May be used with: (396318) Adam Baxter Co./Local 190: 1978 Negotiation, Baxter Management Confidential Information; (396319) Adam Baxter Co./Local 190: 1978 Negotiation, Local 190 Confidential Information; (396321) Adam Baxter Co./Local 190: 1983 Negotiation, Local 190 Confidential Information; (396322) Adam Baxter Co./Local 190: 1983 Negotiation, Baxter Management Confidential Information; (396324) Adam Baxter Co./Local 190: 1985 Negotiation, Baxter Management Confidential Information.    Adam Baxter Co./Local 190: Debrief and Endnotes   Add   View  5 pp.  Case Author(s): Medvec, Victoria; McGinn, Kathleen Publication Date: 04/15/1996 Revision Date: 02/18/1998 Product Type: Supplement (Exercise) Product Description: Supplements the Adam Baxter series. Must be used with: (9-396-324) Adam Baxter Co./Local 190: 1985 Negotiation, Baxter Management Confidential Information; (9-396-325) Adam Baxter Co./Local 190: 1985 Negotiation, Local 190 Confidential Information; (9-396-322) Adam Baxter Co./Local 190: 1983 Negotiation, Baxter Management Confidential Information; (9-396-321) Adam Baxter Co./Local 190: 1983 Negotiation, Local 190 Confidential Information; (9-396-319) Adam Baxter Co./Local 190: 1978 Negotiation, Local 190 Confidential Information; (9-396-318) Adam Baxter Co./Local 190: 1978 Negotiation, Baxter Management Confidential Information. HBS Number: 9-396-326 Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-898-192), 24p, by Katherine Lawrence, Priscilla Offenhauer, Kathleen McGinn   Add     24 pp.  Teaching Note For use with 9-396-326 HBS Number: 5-898-192 Subjects: Food; Human resources management; Labor relations; Negotiations; Strikes; Teams    AdNet (A)   Add   View  10 pp.  Case Author(s): Nanda, Ashish; Haddad, Kimberly A. Publication Date: 07/20/2001 Revision Date: 11/05/2001 Product Type: Case (Gen Exp) Product Description: Confronted by a business proposal that is remarkably similar to a project recently financed by a sister-office, venture capitalist Monique LeMieux ponders what she should do. Teaching Purpose: Enables students to deliberate on venture capitalists' ethical responsibility to their clients and mechanisms for enforcing the standards. May be used with: (9-902-028) Ethics in Venture Capital. HBS Number: 9-902-024 Geographic Setting: GlobalIndustry Setting: venture capital Event Year Start: 1999Event Year End: 1999 Subjects: Business policy; Conflicts of interest; Electronic commerce; Entrepreneurship; Ethics; Professional services; Venture capital Academic Discipline: Negotiations Supplementary Materials: Supplement (Gen Exp), (9-902-025), 2p, by Ashish Nanda, Kimberly A. Haddad; Supplement (Gen Exp), (9-902-026), 2p, by Ashish Nanda, Kimberly A. Haddad; Supplement (Gen Exp), (9-902-027), 2p, by Ashish Nanda, Kimberly A. Haddad; Supplement (Gen Exp), (9-905-007), 2p, by Ashish Nanda   Add     19 pp.  Teaching Note Author(s): Nanda, Ashish; Prusiner, Lauren Publication Date: 10/08/2004 Product Type: Teaching Note Product Description: Teaching Note to (9-902-024), (9-902-025), (9-902-026), (9-902-027), and (9-905-007). Must be used with: (9-902-024) AdNet (A); (9-902-025) AdNet (B); (9-902-026) AdNet (C); (9-902-027) AdNet (D); (9-905-007) AdNet (E). HBS Number: 5-905-036 Subjects: Business policy; Conflicts of interest; Electronic commerce; Entrepreneurship; Ethics; Professional services; Venture capital Academic Discipline: Negotiations    AdNet (B)   Add   View  2 pp.  Case Author(s): Nanda, Ashish; Haddad, Kimberly A. Publication Date: 07/30/2001 Revision Date: 08/19/2004 Product Type: Supplement (Gen Exp) Product Description: Supplements the (A) case. Must be used with: (9-902-024) AdNet (A). HBS Number: 9-902-025 Subjects: Business policy; Conflicts of interest; Electronic commerce; Entrepreneurship; Ethics; Professional services; Venture capital Academic Discipline: Negotiations    AdNet (C)   Add   View  1 pp.  Case Author(s): Nanda, Ashish; Haddad, Kimberly A. Publication Date: 07/30/2001 Revision Date: 08/19/2004 Product Type: Supplement (Gen Exp) Product Description: Supplements the (A) case. Must be used with: (9-902-024) AdNet (A). HBS Number: 9-902-026 Subjects: Business policy; Conflicts of interest; Electronic commerce; Entrepreneurship; Ethics; Professional services; Venture capital Academic Discipline: Negotiations    AdNet (D)   Add   View  1 pp.  Case Author(s): Nanda, Ashish; Haddad, Kimberly A. Publication Date: 07/30/2001 Revision Date: 08/19/2004 Product Type: Supplement (Gen Exp) Product Description: Supplements the (A) case. Must be used with: (9-902-024) AdNet (A). HBS Number: 9-902-027 Subjects: Business policy; Conflicts of interest; Electronic commerce; Entrepreneurship; Ethics; Professional services; Venture capital Academic Discipline: Negotiations    AdNet (E)   Add   View  2 pp.  Case Author(s): Nanda, Ashish Publication Date: 08/19/2004 Product Type: Supplement (Gen Exp) Product Description: Supplements the (A) case. Must be used with: (9-902-024) AdNet (A). HBS Number: 9-905-007 Subjects: Business policy; Conflicts of interest; Electronic commerce; Entrepreneurship; Ethics; Professional services; Venture capital Academic Discipline: Negotiations    ADR Choices   Add   View  8 pp.  Case Author(s): Wheeler, Michael; Sebenius, James Publication Date: 03/04/2008 Revision Date: 03/11/2009 Product Type: Note HBS Number: 9-908-040 Subjects: Alternative dispute resolution; Arbitration; Negotiations Academic Discipline: Negotiations Product Description: Six different business disputes, all in the shadow of pending litigation, are described. Students are asked to recommend the appropriate method of dispute resolution (mediation, arbitration, mini-trial, etc.) for each one, depending on the circumstances, especially to assess likely barriers to unassisted negotiation.    AIT Group Plc   Add   View  29 pp.  Case Author(s): Hardymon, G. Felda; Lerner, Josh; Leamon, Ann Publication Date: 02/10/2003 Revision Date: 01/24/2006 Product Type: Case (Field) Product Description: A U.S. venture capital firm has just learned that the deal structure for purchasing an illiquid U.K. software firm is unacceptable to institutional investors. Discusses whether the group still wants to go through with the deal. The key to that is whether the due diligence has uncovered all the issues that would affect the price that the investors will pay for the company and the amount they need to provide to get it back on its feet. HBS Number: 9-803-104 Geographic Setting: United Kingdom Industry Setting: Software industry; Venture capital firms Number of Employees: 500 Gross Revenues: 33 million British pounds Event Year Start: 2002 Event Year End: 2002 Subjects: Due diligence; Negotiations Academic Discipline: Finance Supplementary Materials: Teaching Note, (5-805-037), 17p, by G. Felda Hardymon, Josh Lerner, Ann Leamon   Add     17 pp.  Teaching Note Author(s): Hardymon, G. Felda; Lerner, Josh; Leamon, Ann Publication Date: 08/25/2004 Product Type: Teaching Note Product Description: Teaching Note to (9-803-104). Must be used with: (9-803-104) AIT Group Plc. HBS Number: 5-805-037 Subjects: Negotiations; Software; United Kingdom; Venture capital Academic Discipline: Finance    Alaska Airlines and Flight 261 (A)   Add   View  16 pp.  Case Author(s): Watkins, Michael D.; Slack, Kim Publication Date: 11/09/2000 Revision Date: 03/26/2001 Product Type: Case (Library) Product Description: Weeks after the crash of Alaska Airlines Flight 261, 64 mechanics claim that they have been "pressured, threatened, and intimidated" into taking shortcuts. After briefly describing Alaska Airlines' history and CEO John Kelly, the case details how the airline responded to the crash and the resulting investigations. Also describes labor relations between management and its largest unions. At the end of the case CEO Kelly prepares for a news conference to respond to the mechanics allegations. Teaching purpose: To address crisis management, corporate diplomacy, labor relations, public relations, and transportation safety. HBS Number: 9-801-113 Geographic Setting: Seattle, WA Industry Setting: airline Number of Employees: 14,000 Gross Revenues: $2 billion revenues Event Year Start: 2000 Event Year End: 2000 Subjects: Airlines; Customer service; Labor relations; Management of crises Academic Discipline: Negotiations Supplementary Materials: Supplement (Library), (9-801-154), 3p, by Michael D. Watkins, Kim Slack; Supplement (Library), (9-801-171), 6p, by Michael D. Watkins, Kim Slack    Alaska Airlines and Flight 261 (B)   Add   View  3 pp.  Case Author(s): Watkins, Michael D.; Slack, Kim Publication Date: 11/09/2000 Product Type: Supplement (Library) Product Description: Supplements the (A) case. Must be used with: (9-801-113) Alaska Airlines and Flight 261 (A). HBS Number: 9-801-154 Subjects: Airlines; Center for Case Development; Customer service; Labor relations; Management of crises Academic Discipline: Negotiations    Alaska Airlines and Flight 261 (C)   Add   View  6 pp.  Case Author(s): Watkins, Michael D.; Slack, Kim Publication Date: 11/09/2000 Product Type: Supplement (Library) Product Description: Supplements the (A) case. Must be used with: (9-801-113) Alaska Airlines and Flight 261 (A). HBS Number: 9-801-171 Subjects: Airlines; Center for Case Development; Customer service; Labor relations; Management of crises Academic Discipline: Negotiations    Albany International/Geshmay Group Merger   Add   View  22 pp.  Case Author(s): Bourgeois, L. J.; Moscoso, Ana; Cording, Margaret Publication Date: 08/28/2001 Revision Date: 05/25/2007 Product Type: Case (Field) HBS Number: UV0968 Geographic Setting: France Gross Revenues: $500 to $999 million Event Year Start: 1999 Event Year End: 1999 Subjects: Acquisitions; Corporate strategy; Mergers & Acquisitions Academic Discipline: Negotiations Product Description: Albany International, a New-York-based paper machine clothing (PMC) manufacturer, has acquired Geschmay Group, a Germany-based competitor with operations in France, Italy, Germany, and South Carolina. Its paper manufacturer customers have been consolidating quickly, forcing the PMC companies to do the same. Not only are the corporate and national cultures of the two firms different, but Geschmay itself is multicultural and poorly integrated. Albany management is faced with realizing value in a company for which it overpaid and deciding which plant to close in France, where the merger resulted in redundant facilities; meanwhile, French law and French culture makes it nearly impossible to move people between plants.    Alcoma: The Strategic Use of Frozen Concentrated Orange Juice Futures   Add   View  40 pp.  Case Goldberg, Ray A.; Herndon, Phil; Morris, Kate Increases in orange tree production led to an orange juice surplus. How does one manage price risk in the orange juice industry under these conditions? HBS Number: 9-595-029 Type: Case (Field) Publication Date: 10/3/1994 Revision Date: 11/18/1994 Geographic Setting: Global Industry Setting: orange juice Gross Revenues: $50 million revenues Event Year Start: 1994 Event Year End: 1994 Subjects: Agribusiness; Commodity markets; Hedging; Risk management    Alphexo Corp.: Confidential Negotiation Information   Add   View  7 pp.  Case Author(s): Sebenius, James K. Publication Date: 05/01/2001 Revision Date: 04/07/2005 Product Type: Exercise Product Description: 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 resolution. Teaching Purpose: An experiential negotiation exercise illustrating tradeoffs, potential joint gains, and managing the tension between creating and claiming value. May be used with: (9-801-419) Betonn Corp.: Confidential Negotiation Information. HBS Number: 9-801-418 Subjects: Information technology; Joint ventures; Negotiations; Networking; Simulation; Strategic alliances Academic Discipline: Negotiations    American Airlines, Inc.: Revenue Management   Add   View  13 pp.  Case Author(s): Dhebar, Anirudh; Brandenburger, Adam Publication Date: 07/31/1989 Revision Date: 06/16/1993 Product Type: Case (Field) Product Description: Begins with a description of the elements of post-deregulation competition in the commercial airline industry. This should facilitate a discussion of the use of quantitative methods to support a broad range of tactical and strategic airline decisions. The principal thrust of the case is on revenue management. First, there is a description of the principal pricing concepts, followed by two examples of pricing decisions facing American. Next, there is a discussion of the basic yield management concepts and comments on the challenges in their implementation. Finally, there is a brief write-up on the structure and future of the revenue management organization. HBS Number: 9-190-029 Geographic Setting: Dallas, TX; Fort Worth, TX Industry Setting: Airline industry Company Size: large Gross Revenues: $8.55 billion sales Event Year Start: 1988 Event Year End: 1988 Subjects: Quantitative analysis; Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-190-192), 15p, by Anirudh Dhebar, Adam Brandenburger   Add     15 pp.  Teaching Note For use with 9-190-029 HBS Number: 5-190-192 Subjects: Airlines; Quantitative analysis    American Cyanamid (A) & (B) (Combined)   Add   View  30 pp.  Case Wruck, Karen H.; Roper, Sherry Pelkey American Home Products' (AHP) $9 billion hostile takeover of American Cyanamid (Cyanamid) was the largest M&A transaction in 1994, and made AHP the fourth largest pharmaceutical firm in the U.S. At the time of AHP's offer, Cyanamid had HBS Number: 9-898-120 Type: Case (Field) Publication Date: 12/3/1997 Geographic Setting: New Jersey Industry Setting: pharmaceuticals Company Size: Fortune 500 Number of Employees: 26,600 Gross Revenues: $4.2 billion revenues Event Year Start: 1994 Event Year End: 1994 Subjects: Acquisitions; Board of directors; Corporate governance; Mergers; Outside directors; Pharmaceuticals; Valuation Supplementary Materials: Teaching Note, (5-897-161), 10p, by Karen H. Wruck, Sherry Pelkey Roper   Add     10 pp.  Teaching Note For use with 9-898-120 HBS Number: 5-897-161 Subjects: Acquisitions; Board of directors; Corporate governance; Mergers; Outside directors; Pharmaceuticals; Valuation    American Cyanamid (A): Boardroom Response to a Hostile Takeover Offer   Add   View  19 pp.  Case Wruck, Karen H.; Roper, Sherry Pelkey American Home Products' (AHP) $9 billion hostile takeover of American Cyanamid (Cyanamid) was the largest M&A transaction in 1994, and made AHP the fourth largest pharmaceutical firm in the U.S. At the time of AHP's offer, Cyanamid had HBS Number: 9-897-048 Type: Case (Field) Publication Date: 10/2/1996 Revision Date: 12/3/1997 Geographic Setting: New Jersey Industry Setting: pharmaceuticals Company Size: Fortune 500 Number of Employees: 26,600 Gross Revenues: $4.2 billion revenues Event Year Start: 1994 Event Year End: 1994 Subjects: Acquisitions; Board of directors; Corporate governance; Mergers; Outside directors; Pharmaceuticals; Valuation Supplementary Materials: Supplement (Field), (9-897-064), 3p, by Karen H. Wruck, Sherry Pelkey Roper; Supplement (Field), (9-897-178), 10p, by Karen H. Wruck; Teaching Note, (5-897-161), 10p, by Karen H. Wruck, Sherry Pelkey Roper   Add     10 pp.  Teaching Note For use with 9-897-048 HBS Number: 5-897-161 Subjects: Acquisitions; Board of directors; Corporate governance; Mergers; Outside directors; Pharmaceuticals; Valuation    American Cyanamid (B): Management’s Response to the (A) Case   Add   View  10 pp.  Case Author(s): Wruck, Karen H. Publication Date: 03/20/1997 Revision Date: 12/03/1997 Product Type: Supplement (Field) Product Description: Supplements the (A) case. Must be used with: (9-897-048) American Cyanamid (A): Boardroom Response to a Hostile Takeover Offer. HBS Number: 9-897-178 Subjects: Acquisitions; Board of directors; Corporate governance; Mergers; Outside directors; Pharmaceuticals; Valuation Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-897-161), 10p, by Karen H. Wruck, Sherry Pelkey Roper   Add     10 pp.  Teaching Note For use with 9-897-178 HBS Number: 5-897-161 Subjects: Acquisitions; Board of directors; Corporate governance; Mergers; Outside directors; Pharmaceuticals; Valuation    American Cyanamid: Epilogue (C)   Add   View  3 pp.  Case Author(s): Wruck, Karen H.; Roper, Sherry Pelkey Publication Date: 10/01/1996 Revision Date: 12/03/1997 Product Type: Supplement (Field) Product Description: Supplements the (A) case. Must be used with: (9-897-048) American Cyanamid (A): Boardroom Response to a Hostile Takeover Offer. HBS Number: 9-897-064 Subjects: Acquisitions; Board of directors; Corporate governance; Mergers; Outside directors; Pharmaceuticals; Valuation Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-897-161), 10p, by Karen H. Wruck, Sherry Pelkey Roper   Add     10 pp.  Teaching Note For use with 9-897-064 HBS Number: 5-897-161 Subjects: Acquisitions; Board of directors; Corporate governance; Mergers; Outside directors; Pharmaceuticals; Valuation    Analyst Conflicts (A): Resolved?   Add   View  27 pp.  Case Author(s): Nanda, Ashish Publication Date: 09/05/2003 Revision Date: 02/02/2005 Product Type: Case (Library) Product Description: Tracks the events leading to the April 2003 industry settlement on equity research in financial services companies. Teaching Purpose: Can be used as a platform to discuss conflicts of interest facing research analysts and the means by which to alleviate these conflicts. HBS Number: 9-904-021 Geographic Setting: New YorkIndustry Setting: securities industry Event Year Start: 2001Event Year End: 2003 Subjects: Conflicts of interest; Financial services; Investment banking; Legal aspects of business; Negotiations; Professional services; Regulation; SEC; Securities; Securities trading Academic Discipline: Negotiations Supplementary Materials: Supplement (Library), (9-904-022), 7p, by Ashish Nanda    Analyst Conflicts (B): Aftermath of the Settlement   Add   View  7 pp.  Case Author(s): Nanda, Ashish Publication Date: 10/30/2003 Revision Date: 02/02/2005 Product Type: Supplement (Library) Product Description: Supplements the (A) case. Must be used with: (9-904-021) Analyst Conflicts (A): Resolved?. HBS Number: 9-904-022 >Subjects: Conflicts of interest; Financial services; Investment banking; Legal aspects of business; Negotiations; Professional services; Regulation; SEC; Securities; Securities trading Academic Discipline: Negotiations    Anchoring and First Offers in Negotiation   Add   View  3 pp.  Case Author(s): Wu, George Publication Date: 04/26/1995 Revision Date: 06/22/1995 Product Type: Note Product Description: Describes how first or opening offers can be used effectively in negotiation. Examines how opening offers serve as an anchor, changing one side's perception of the other side's bottom line and hence the set of possible outcomes. HBS Number: 9-895-070 Subjects: Decision making; Negotiations Academic Discipline: Negotiations    Anthony Neoh   Add   View  13 pp.  Case Author(s): Subramanian, Guhan; Kalka, Michelle; Sun, Publication Date: 03/06/2002 Product Type: Case (Field) Product Description: Provides a brief history of the development of the Chinese securities market and details Anthony Neoh's involvement with it. Particularly concentrates on exploring issues specific to emerging markets. Teaching Purpose: To become familiar with arguably the world's most important emerging market; to witness an example of the law being approached not as a landmine, but being used affirmatively to hasten economic development; to explore corporate governance and regulatory issues in an emerging market. HBS Number: 9-902-204 Geographic Setting: ChinaIndustry Setting: securities markets Event Year Start: 1949Event Year End: 2001 Subjects: Bonds; China; Corporate governance; Emerging markets; Securities markets; Stock exchanges; Stockholders Academic Discipline: Negotiations    Arepa   Add   View  24 pp.  Case Author(s): Light, Jay O.; Green, Dan J. Publication Date: 08/02/2000 Revision Date: 02/28/2002 Product Type: Case (Field) Product Description: Illustrates the importance of structuring negotiations with large companies and investors that are critical to a start-up's success. Depicts a firm with great technology that needs deals with giant companies in order to survive, and shows that the company's management may have to be flexible with the business model they select in order to accommodate the positions of its strategic partners and investors. Arepa must decide which business model to adopt, and how to sequence and structure negotiations with distribution partners, content providers, and investors. All of the decisions interrelate. Teaching Purpose: To teach about the importance of sequencing and structuring negotiations in an entrepreneurial setting. HBS Number: 9-201-008 Geographic Setting: Cambridge, MAIndustry Setting: (broadband) application service providerCompany Size: start-up Event Year Start: 1999Event Year End: 1999 Subjects: Breakeven analysis; Business models; Economic infrastructure; Entrepreneurial finance; Internet; Negotiations; Networks Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-202-043), 14p, by Jay O. Light, Robert D. Austin, Dan J. Green   Add     14 pp.  Teaching Note For use with 9-201-008 HBS Number: 5-202-043 Subjects: Breakeven analysis; Business models; Economic infrastructure; Entrepreneurial finance; Internet; Negotiations; Networks    Assessing Your Organization’s Crisis Response Plans   Add   View  3 pp.  Case Author(s): Watkins, Michael D. Publication Date: 09/19/2001 Product Type: Note Product Description: Organizations inevitably face crises, but few are well prepared to deal with them. This note summarizes the findings of research and experience about what it takes to respond effectively in crisis situations. Provides principles to guide crisis response planning, organization, and learning. Includes a table to use as a tool for evaluating the adequacy of an organization's plans. HBS Number: 9-902-064 Subjects: Contingency planning; Management of crises; Organizational learning Academic Discipline: Negotiations    Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis   Add   View  2 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 11/08/2000 Product Type: Exercise Product Description: This two-party exercise illustrates bidding strategy in the context of settling a large insurance claim. Specifically, the claimant (Biovent) and the insurer (Atlantis) are asked to submit confidential offers to a dispute resolution Web site that will determine whether there is room for agreement. This exercise is thus a vehicle for: 1) examining what sorts of bidding rules are likely to promote settlement and 2) exploring more broadly the emerging market for Internet-based dispute resolution services. May be used with: (9-801-263) Atlantis-Biovent Negotiation: Confidential Instructions for Biovent. HBS Number: 9-801-262 Subjects: Alternative dispute resolution; Electronic commerce; Insurance; Internet; Negotiations Academic Discipline: Negotiations    Atlantis-Biovent Negotiation: Confidential Instructions for Biovent   Add   View  2 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 11/08/2000 Product Type: Exercise Product Description: This two-party exercise illustrates bidding strategy in the context of settling a large insurance claim. Specifically, the claimant (Biovent) and the insurer (Atlantis) are asked to submit confidential offers to a dispute resolution website that will determine whether there is room for agreement. This exercise is thus a vehicle for: 1) examining what sorts of bidding rules are likely to promote settlement and 2) exploring more broadly the emerging market for Internet-based dispute resolution services. May be used with: (9-801-262) Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis. HBS Number: 9-801-263 Subjects: Alternative dispute resolution; Electronic commerce; Insurance; Internet; Negotiations Academic Discipline: Negotiations    Auction for Burger King (A)   Add   View  20 pp.  Case Author(s): Baldwin, Carliss Y.; Quinn, James W. Publication Date: 11/16/2005 Revision Date: 08/24/2006 Product Type: Case (Field) HBS Number: 9-906-012 Geographic Setting: United States Industry Setting: Restaurant industry Number of Employees: 200,000 Gross Revenues: $1.1 billion revenues Event Year Start: 2002 Event Year End: 2002 Subjects: Acquisitions; Auctions; Bids; Decision making; Divestiture; Leveraged buyouts; Valuation Academic Discipline: Negotiations Supplementary Materials: Supplement (Field), (9-906-013), 7p, by Carliss Y. Baldwin, James W. Quinn Product Description: Paul Walsh, CEO of Diageo, must evaluate bids received in an auction of the Burger King restaurant unit. Describes how Diageo came to own Burger King, the attempts to turn the unit around, the strategic reasons for its sale, the auction process, and various bidders' tactics to gain advantage in the auction. Four bids with quite complex terms arrive by the auction deadline. Walsh is facing the task of ranking the bids and determining what enhancements to the inferior bids would make them equivalent to the first-ranked bid.    Auction for Burger King (B)   Add   View  7 pp.  Case Author(s): Baldwin, Carliss Y.; Quinn, James W. Publication Date: 11/16/2005 Product Type: Supplement (Field) HBS Number: 9-906-013 Subjects: Acquisitions; Auctions; Bids; Decision making; Divestiture; Leveraged buyouts; Valuation Academic Discipline: Negotiations Product Description: An abstract is not available for this product. Must be used with: (9-906-012) The Auction for Burger King (A).    Auction Vignettes   Added   View  7 pp.  Case Author(s): Subramanian, Guhan; Kalka, Michelle Publication Date: 10/26/2001 Revision Date: 01/07/2002 Product Type: Case (Library) Product Description: Consists of a series of short vignettes illustrating several auctions: the auctions for Hillary Clinton's biography and the talents of baseball star Alex Rodriguez; e-Bay on-line auctions; the Turkish government's auction for a 51% stake in its state-run gas station chain; and the 1999 merger and takeover involving Warner-Lambert, American Home Products, and Pfizer. Teaching Purpose: Intended to introduce students to the various sorts of auctions and to strategies that the buyer and the seller can use. HBS Number: 9-902-070 Event Year Start: 1998Event Year End: 2000 Subjects: Auctions; Mergers & acquisitions Academic Discipline: Negotiations Supplementary Materials: Supplement (Gen Exp), (9-902-167), 11p, by Guhan Subramanian    Auction Vignettes, Answers & Discussion   Add   View  11 pp.  Case Author(s): Subramanian, Guhan Publication Date: 01/07/2002 Product Type: Supplement (Gen Exp) Product Description: Supplements the case. Must be used with: (9-902-070) Auction Vignettes. HBS Number: 9-902-167 Subjects: Auctions; Mergers & acquisitions Academic Discipline: Negotiations    Automated Intelligence Corp.   Add   View  12 pp.  Case Sebenius, James K.; Kotchen, David T. Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, prefe HBS Number: 9-898-045 Type: Case (Field) Publication Date: 9/2/1997 Revision Date: 5/5/1999 Geographic Setting: United States Industry Setting: artificial intelligence R&D Number of Employees: 400 Gross Revenues: $12.3 million revenues Event Year Start: 1997 Event Year End: 1997 Subjects: Artificial intelligence; Electronics; Mergers; Negotiations; Valuation    Bang Networks: The First Customer (A)   Add   View  16 pp.  Case Author(s): Light, Jay O.; Caravella, Mary Neuner Publication Date: 06/21/2001 Product Type: Case (Field) Product Description: In November 2000, six month-old start-up Bang Networks is preparing a proposal for its first paid subscription contract. The recent MBA founders of the new San Francisco-based company believe they have a unique new solution for effective delivery of real-time Web content. This case discusses how to negotiate with the large media company that has been an early beta customer and whom Bang could really use as a referenceable customer as it approaches its formal launch. Teaching Purpose: To illustrate the complexity and power imbalance involved in getting a new venture's first customer deal to aid students in developing negotiating strategies for these situations. To sharpen students' skills in assessing their value proposition as compared to the other party's alternatives and deciding on content, timing, and sequencing of negotiations to develop and capture maximum value in a new venture setting. HBS Number: 9-201-111 Geographic Setting: San Francisco, CAIndustry Setting: high techCompany Size: start-upNumber of Employees: 20 Event Year Start: 2000Event Year End: 2000 Subjects: Internet; Negotiations; Pricing strategy Academic Discipline: Negotiations Supplementary Materials: Supplement (Field), (9-202-066), 2p, by Jay O. Light, Mary Neuner Caravella    Bang Networks: The First Customer (B)   Add   View  2 pp.  Case Author(s): Light, Jay O.; Caravella, Mary Neuner Publication Date: 11/16/2001 Product Type: Supplement (Field) Product Description: Supplements the (A) case. Must be used with: (9-201-111) Bang Networks: The First Customer (A). HBS Number: 9-202-066 Subjects: Internet; Negotiations; Pricing strategy Academic Discipline: Negotiations    Beauregard Textile Co.   Added   View  4 pp.  Case Author(s): Aguilar, Francis J. Publication Date: 10/19/1990 Product Type: Case (Gen Exp) Product Description: The sales manager and controller have to decide on a price for a textile that lost significant market share as a result of a recent price increase. Information on manufacturing costs and on the pricing behavior of Beauregard and its only competitor are available for analysis. The case provides an opportunity to practice contribution analysis, considering fixed and variable costs as reported in a typical cost report. Also tests the students' ability to recognize the need to consider the situation from the competitor's point of view. Finally, it poses a prisoner's dilemma for the two firms where each would prefer a set of prices unfavorable to the other so that prices are likely either to be unstable or to be stable at a suboptimal level for both parties. The class can close with students attempting to devise a pricing strategy that would reach the optimal level. HBS Number: 9-191-058 Geographic Setting: United States Industry Setting: textile Company Size: mid-size Gross Revenues: $82 million sales Event Year Start: 1990 Event Year End: 1990 Subjects: Competitive decision making; Cost analysis; Demand analysis; Game theory; Pricing strategy Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-191-115), 5p, by Francis J. Aguilar   Add     5 pp.  Teaching Note For use with 9-191-058 HBS Number: 5-191-115 Subjects: Competitive decision making; Cost analysis; Demand analysis; Game theory; Pricing strategy    Ben Fiorentino: Selling the Family Business   Add   View  2 pp.  Case Author(s): Watkins, Michael D. Publication Date: 12/03/2001 Revision Date: 03/19/2003 Product Type: Case (Gen Exp) Product Description: Describes the challenges facing Ben Fiorentino, the second-generation head of a family-run equipment business, as he decides whether and how to sell the business. The business is facing a classic set of problems that confront family-owned firms: The third generation has a large number of members, only some of whom are interested in running the business. Also, Ben foresees tough times in the future, due to increasing competition. He has to decide how to respond to an overture to sell the business, especially how to marshal support within the family and in the professional management ranks. Teaching Purpose: Exploration of issues in representation (agency) and team management in complex negotiations. HBS Number: 9-902-052 Industry Setting: equipment Subjects: Agreements; Family owned businesses; Industrial goods; Legal aspects of business; Negotiations Academic Discipline: Negotiations    Betonn Corp.: Confidential Negotiation Information   Add   View  7 pp.  Case Author(s): Sebenius, James K. Publication Date: 05/01/2001 Revision Date: 04/07/2005 Product Type: Exercise Product Description: 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 resolution. Teaching Purpose: An experiential negotiation exercise illustrating tradeoffs, potential joint gains, and managing the tension between creating and claiming value. May be used with: (9-801-418) Alphexo Corp.: Confidential Negotiation Information. HBS Number: 9-801-419 Subjects: Information technology; Joint ventures; Negotiations; Networking; Simulation; Strategic alliances Academic Discipline: Negotiations

BHP: Negotiating Iron Ore Prices With China   Add   View  21 pp.  Case Author(s): Ramon-Berjano, Carola; Tao, Zhigang; Png, Ivan Publication Date: 12/12/2006 Product Type: Case (Field) Publisher: University of Hong Kong HBS Number: HKU628 Geographic Setting: China Industry Setting: Mining, metal & mineral industries; Steel industry Subjects: Minerals; Mining; Negotiations; Supply chains Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (HKU629), 5p, by Carola Ramon-Berjano, Zhigang Tao, Ivan Png Product Description: As the largest iron ore consumer and steel producer, China accounted for 35% of world iron ore imports and over 25% of world steel production. Two-thirds of the iron ore market was dominated by only three companies — Australian-owned BHP Billiton Ore (BHPBIO or BHP), Rio Tinto Hamersley Iron Unit (RTHI), and Brazilian-owned Companhia Vale do Rio Doce SA (CVRD). In February 2005, following a deal between CVRD and Nippon Steel, the price of iron ore increased by 71.5%. This deal, together with the advantage of lower-cost freight advantages for Australian iron ore, led BHP to ask for an extra charge from Chinese companies. Chinese steel producers strongly opposed this demand and in April 2005 the proposed price increase was dropped for the sake of future trade relations with China. However, BHP was still keen on implementing it in the future.    BHP: Negotiating Iron Ore Prices With China, Teaching Note   Add     5 pp.  Teaching Note Author(s): Ramon-Berjano, Carola; Tao, Zhigang; Png, Ivan Publication Date: 12/12/2006 Product Type: Teaching Note Publisher: University of Hong Kong HBS Number: HKU629 Academic Discipline: Negotiations Product Description: An abstract is not available for this product. Must be used with: (HKU628) BHP: Negotiating Iron Ore Prices With China.    Bidding Exercises   Add   View  2 pp.  Case Author(s): Bell, David E. Publication Date: 01/28/1991 Revision Date: 10/17/1994 Product Type: Exercise HBS Number: 9-191-133 Subjects: Bids; Decision analysis; Decision trees Academic Discipline: Negotiations Product Description: Illustrates different issues in the analysis of a bidding situation, including the celebrated problem of the winner's curse.    Bidding on Martha’s Vineyard (B)   Add   View  5 pp.  Case Author(s): Sebenius, James Publication Date: 01/24/2008 Revision Date: 03/05/2008 Product Type: Supplement (Field) HBS Number: 9-908-045 Subjects: Auctions; Bids; Negotiations Academic Discipline: Negotiations Product Description: An abstract is not available for this product. Must be used with: (9-908-044) Bidding on Martha's Vineyard (A).    BioSafe International, Inc.   Add   View  5 pp.  Case Meyer, Richard F. The BioSafe board wishes to exchange some of the founder's stock for at-the-money options. The problem is how to obtain a justifiable rate of exchange. Teaching Purpose: 1) Problems with option pricing and 2) CEO incentive compensation and risk aversion. HBS Number: 9-898-050 Type: Case (Field) Publication Date: 1/16/1998 Geographic Setting: New England Industry Setting: environmental services Number of Employees: 35 Gross Revenues: $2 million revenues Event Year Start: 1995 Event Year End: 1995 Subjects: Equity financing; Executive compensation; Long term financing; Risk management    Book Deal: Confidential Instructions for the AGENT   Add   View  2 pp.  Case Author(s): Malhotra, Deepak; Bazerman, Max Publication Date: 03/11/2008 Product Type: Exercise HBS Number: 908051 Subjects: Conflict resolution; Negotiations; Trust Academic Discipline: Negotiations Product Description: A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a 1-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author.    Bougainville Copper Ltd. (B)   Add   View  22 pp.  Case Author(s): Hammond, John S., III; Allan, Gerald B. Publication Date: 02/06/1974 Revision Date: 08/30/1985 Product Type: Case (Library) Product Description: Provides details of the mining agreement between Bougainville Copper and the government of Papua New Guinea; some historical, cultural, social, political, and economic information on Papua New Guinea; and historical and financial information on Bougainville Copper. Designed for use in negotiation planning and bargaining studies from either the government's or the company's point of view. May be used with: (9-175-071) Bougainville Copper Ltd. (C); (9-175-072) Bougainville Copper Ltd. (D); (9-175-204) Bougainville Copper Ltd. (E). HBS Number: 9-174-104 Geographic Setting: Papua New Guinea Industry Setting: copper Company Size: large Gross Revenues: $300 million sales Event Year Start: 1973 Event Year End: 1973 Subjects: Business government relations; Competitive decision making; Developing countries; International business; Legislation; Managerial economics; Mining; Negotiations Academic Discipline: Negotiations    Bougainville Copper Ltd. (C)   Add   View  9 pp.  Case Author(s): Hammond, John S., III; Allan, Gerald B. Publication Date: 11/01/1974 Revision Date: 06/01/1976 Product Type: Case (Library) Product Description: Covers events between November 1973 and February 1974. May be used with: (9-174-104) Bougainville Copper Ltd. (B); (9-175-072) Bougainville Copper Ltd. (D); (9-175-204) Bougainville Copper Ltd. (E). HBS Number: 9-175-071 Geographic Setting: Papua New Guinea Industry Setting: copper mining Company Size: mid-size Gross Revenues: $300 million sales Event Year Start: 1974 Event Year End: 1974 Subjects: Business government relations; Competitive decision making; Developing countries; International business; Legislation; Managerial economics; Mining; Negotiations Academic Discipline: Negotiations    Bougainville Copper Ltd. (Condensed)   Add   View  25 pp.  Case Author(s): Lax, David A. Publication Date: 01/10/1986 Revision Date: 08/06/1986 Product Type: Case (Library) Product Description: Describes a mine operated by Bougainville Copper Ltd. in Papua New Guinea and the pressures negotiating the mineral contract between PNG and Bougainville Copper. Condensed from Bougainville Copper Ltd. (B), (C), and (D) by J.S. Hammond and G.B. Allan. HBS Number: 9-186-164 Geographic Setting: Papua New Guinea Industry Setting: copper mines Event Year Start: 1973 Event Year End: 1974 Subjects: Business government relations; Competitive decision making; Developing countries; International business; Legislation; Managerial economics; Mining; Negotiations Academic Discipline: Negotiations    Bougainville Copper Ltd. (D)   Add   View  3 pp.  Case Author(s): Hammond, John S., III; Allan, Gerald B. Publication Date: 03/01/1975 Revision Date: 06/01/1976 Product Type: Case (Library) Product Description: Covers events between February 1974 and September 1974. May be used with: (9-174-104) Bougainville Copper Ltd. (B); (9-175-071) Bougainville Copper Ltd. (C); (9-175-204) Bougainville Copper Ltd. (E). HBS Number: 9-175-072 Geographic Setting: Papua New Guinea Industry Setting: copper mining Company Size: mid-size Gross Revenues: $300 million sales Event Year Start: 1974 Event Year End: 1974 Subjects: Business government relations; Competitive decision making; Developing countries; International business; Legislation; Managerial economics; Mining; Negotiations Academic Discipline: Negotiations    Bougainville Copper Ltd. (E)   Add   View  7 pp.  Case Author(s): Hammond, John S., III; Allan, Gerald B. Publication Date: 03/01/1975 Revision Date: 06/01/1976 Product Type: Case (Library) Product Description: Covers events between September and December 1974. May be used with: (9-174-104) Bougainville Copper Ltd. (B); (9-175-071) Bougainville Copper Ltd. (C); (9-175-072) Bougainville Copper Ltd. (D). HBS Number: 9-175-204 Geographic Setting: Papua New Guinea Industry Setting: copper mining Company Size: mid-size Gross Revenues: $300 million sales Event Year Start: 1974 Event Year End: 1974 Subjects: Business government relations; Competitive decision making; Developing countries; International business; Managerial economics; Mining; Negotiations Academic Discipline: Negotiations    BSE in Canada   Add   View  14 pp.  Case Author(s): Goldberg, Ray A.; Allison, Kevin Publication Date: 10/22/2003 Revision Date: 01/22/2004 Product Type: Case (Field) Product Description: One cow was determined to have Bovine Spongiform Encephalopathy in Canada, which closed its beef exports to the United States and 39 other countries. What future action should be taken and how will country of origin specification and traceability take place in the future? Teaching Purpose: To examine the impact of disease on the food chain and how private and public managers have to work together to control it. HBS Number: 9-904-413 Geographic Setting: Canada, United States, global Industry Setting: beef industry Gross Revenues: $7 billion revenues Event Year Start: 2003 Event Year End: 2003 Subjects: Agribusiness; Agriculture; Exports; Food supply Academic Discipline: Negotiations    Bumper Acquisition (A1): Confidential Information for Thermo-Impact, Inc.   Add   View  31 pp.  Case Author(s): Sebenius, James K.; Kotchen, David T. Publication Date: 03/04/1998 Product Type: Case (Field) Product Description: 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 on the offer made by the private equity investment firm, New York-based Medallion Capital, and subsequent negotiations between a Medallion principal and Thermo-Impact's owners. This case provides background information on Thermo-Impact and Medallion, as well as a description of Thermo-Impact's emergence as an attractive acquisition target. Concludes with the terms of a buyout offer sent by Medallion to the owners of Thermo-Impact. The offer serves as a starting point for students to negotiate the possible transaction, with some students representing Thermo-Impact and others representing Medallion. Contains confidential information for Thermo-Impact negotiators. Can be taught over a span of two or three class periods. May be used with: (8-898-200) A Bumper Acquisition (B); (9-898-201) A Bumper Acquisition (C). HBS Number: 9-898-198 Geographic Setting: United States Industry Setting: Automotive supplies; Securities & investing Number of Employees: 295 Gross Revenues: $66 million revenues Event Year Start: 1995 Event Year End: 1996 Subjects: Acquisitions; Entrepreneurship; Negotiations; Valuation; Venture capital Academic Discipline: Negotiations    Bumper Acquisition (C)   Add   View  17 pp.  Case Author(s): Sebenius, James K.; Kotchen, David T. Publication Date: 03/04/1998 Revision Date: 08/13/2000 Product Type: Case (Field) Product Description: Carries the negotiation between Thermo-Impact and Medallion Capital through October 1996. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. Students view developments from the perspective of Thermo-Impact's owners and must make decisions about how to proceed in the negotiation with Medallion. Can be taught over a span of two or three class periods. May be used with: (9-898-198) A Bumper Acquisition (A1): Confidential Information for Thermo-Impact, Inc.; (8-898-200) A Bumper Acquisition (B). HBS Number: 9-898-201 Geographic Setting: United States Industry Setting: Automotive supplies; Securities & investing Number of Employees: 295 Gross Revenues: $66 million revenues Event Year Start: 1995 Event Year End: 1996 Subjects: Acquisitions; Entrepreneurship; Negotiations; Valuation; Venture capital Academic Discipline: Negotiations    Bundling   Add   View  3 pp.  Case Brandenburger, Adam; Krishna, Vijay Companies sometimes offer their products or services in bundles. Recent developments in the software business point to some of the reasons why. One is the opportunity to leverage market power, as Microsoft has arguably done by bundling HBS Number: 9-191-177 Type: Case (Gen Exp) Publication Date: 3/19/1991 Revision Date: 4/10/1995 Geographic Setting: Unspecified Subjects: Game theory; Marketing strategy; Pricing; Pricing strategy Supplementary Materials: Teaching Note, (5-191-178), 7p, by Vijay Krishna, Adam Brandenburger; Teaching Note, (5-795-168), 14p, by Adam Brandenburger   Add     14 pp.  Teaching Note For use with 9-191-177 HBS Number: 5-795-168 Subjects: Game theory; Marketing strategy; Pricing; Pricing strategy   Add     6 pp.  Teaching Note Author(s): Krishna, Vijay; Brandenburger, Adam Publication Date: 05/29/1991 Product Type: Teaching Note Product Description: Teaching Note for (9-191-177) and (9-191-190). Must be used with: (9-191-177) Bundling. HBS Number: 5-191-178 Subjects: Game theory; Marketing strategy; Pricing; Pricing strategy Academic Discipline: Negotiations    C.K. Coolidge, Inc. (A)   Add   View  12 pp.  Case Author(s): Hammond, John S., III; Wallace, Donald L. Publication Date: 11/17/1993 Revision Date: 06/26/1996 Product Type: Case (Field) Product Description: Coolidge (CKC), a chemical manufacturer, is being sued for patent infringement. Plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. An analyst at CKC has done break-even decision analysis from CKC's perspective, balancing going to court with settling out of court, but no analysis has been done for the plaintiffs. Teaching Purpose: To introduce the key concepts of negotiation analysis. Shows the importance of good prenegotiation analysis and of understanding the other side. HBS Number: 9-894-017 Geographic Setting: Midwest Industry Setting: chemicals/pharmaceuticals Company Size: small Gross Revenues: $30 million sales Event Year Start: 1993 Event Year End: 1993 Subjects: Breakeven analysis; Competition; Decision analysis; Decision theory; Legal aspects of business; Negotiations; Patents; Pharmaceuticals Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-895-074), 4p, by David E. Bell   Add     4 pp.  Teaching Note For use with 9-894-017 HBS Number: 5-895-074 Subjects: Breakeven analysis; Competition; Decision analysis; Decision theory; Legal aspects of business; Negotiations; Patents; Pharmaceuticals    C.K. Coolidge, Inc. (Abridged)   Add   View  10 pp.  Case Author(s): Hammond, John S., III Publication Date: 07/24/2006 Revision Date: 07/12/2007 Product Type: Case (Field) HBS Number: 9-607-006 Geographic Setting: Midwestern United States Industry Setting: Chemical industry; Pharmaceutical industry Company Size: small Gross Revenues: $30 million sales Event Year Start: 1993 Event Year End: 1993 Subjects: Breakeven analysis; Competition; Decision analysis; Decision theory; Infringement; Litigation; Negotiations; Patents Academic Discipline: Negotiations Product Description: Coolidge (CKC), a chemical manufacturer, is being sued for patent infringement. The plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. An analyst at CKC has done a breakeven decision analysis from CKC's perspective, balancing going to court with settling out of court, but no analysis has been done for the plaintiffs.    Cadence vs. Avant!   Add   View  12 pp.  Case Author(s): Glynn, John W.; Chen, Peter; Mukherjee, Pr Publication Date: 01/01/1999 Product Type: Case (Field) Publisher: Stanford University HBS Number: E61 Geographic Setting: Silicon Valley, CA Industry Setting: electronic design automation Gross Revenues: $9 billion revenues Event Year Start: 1996 Event Year End: 1996 Subjects: Intellectual property; Litigation; Semiconductors; Silicon Valley Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (E61T), 9p, by John W. Glynn, Peter Chen, Pratap Mukherjee Product Description: Chronicles the origins and evolution of a landmark intellectual property dispute between Cadence Design Systems and Avant! Corp. Cadence was the leading developer of electronic data automation software used in the computer-aided design of sophisticated integrated circuits. Background on the industry and company is given. In 1991, four Cadence employees left to form a competitive firm, called ArcSys (later changed to Avant!). In 1994, Gerald Hsu, a senior Cadence executive, resigned and joined Avant! as its new CEO. This move started a series of legal disputes between the companies revolving around trade secret protection. Shortly after Hsu's departure, Avant! continued to hire many Cadence employees, including a number of critical programmers. In addition, there was evidence that some of these people stole some of Cadence's most valuable source code. Cadence began legal actions, including criminal charges, against Avant! and some of its employees for violation of trade secret laws. Chronicles the highlights of the legal battle, the marketplace battle between the firms, and the public relations struggle. Concludes by asking what the two CEOs should do in their respective positions. The central issues are: what is intellectual property, how to protect intellectual property, and how to respond ef   Add     9 pp.  Teaching Note For use with E61 HBS Number: E61T Subjects: Intellectual property; Litigation; Semiconductors; Silicon Valley    Cadence vs. Avant! (B): What Happened   Add   View  11 pp.  Case Author(s): Glynn, John W.; Earle, Jamie Publication Date: 06/02/2003 Product Type: Supplement (Field) Publisher: Stanford University Product Description: Supplements the (A) case. Must be used with: (E61A) Cadence vs. Avant! (A). HBS Number: E61B Subjects: Intellectual property; Litigation; Semiconductors; Silicon Valley; Trade secrets Academic Discipline: Negotiations    Cambridge Software Corp.   Add   View  4 pp.  Case Dhebar, Anirudh Cambridge Software Corp. must decide whether or not to offer multiple versions of a new software product. The firm has identified five market segments for the software and is deciding which, if any, of three product versions (a high end "industrial" version, a mid-range "commercial" version, and a low-end "student" version) to offer. The decision depends on the size of the different market segments, the customers' willingness-to-pay, and the costs of developing and producing each of the three versions. HBS Number: 9-191-072 Type: Case (Gen Exp) Publication Date: 10/9/1990 Revision Date: 6/17/1993 Geographic Setting: Massachusetts Industry Setting: microcomputer software Company Size: small Gross Revenues: $50 million sales Event Year Start: 1989 Event Year End: 1989 Subjects: Market segmentation; Product development; Software Supplementary Materials: Teaching Note, (5-191-125), 23p, by Anirudh Dhebar   Add     21 pp.  Teaching Note For use with 9-191-072 HBS Number: 5-191-125 Subjects: Market segmentation; Product development; Software    Cambridge Software Corp.   Add   View  4 pp.  Case Author(s): Dhebar, Anirudh Publication Date: 10/09/1990 Revision Date: 08/27/2009 Product Type: Case (Gen Exp) HBS Number: 191072 Geographic Setting: Massachusetts Industry Setting: Software industry Company Size: small Gross Revenues: $50 million sales Event Year Start: 1989 Event Year End: 1989 Subjects: Market segmentation; Pricing; Product development; Product management; Software Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (191125), 21p, by Anirudh Dhebar Product Description: Cambridge Software Corp. must decide whether or not to offer multiple versions of a new software product. The firm has identified five market segments for the software and is deciding which, if any, of three product versions (a high end “industrial” version, a mid-range “commercial” version, and a low-end “student” version) to offer. The decision depends on the size of the different market segments, the customers' willingness-to-pay, and the costs of developing and producing each of the three versions.    Canonical Decision Problems   Add   View  14 pp.  Case Author(s): Wu, George; Liebler, Hans Publication Date: 04/08/1996 Revision Date: 10/25/1999 Product Type: Exercise Product Description: Involves seven canonical decision problems, basic problems in management that arise in surprising frequency. Although these exercises are simplified versions of these problems, they have been written to preserve the ``essence'' of the decision situations. The problems include product development sequencing, options for flexibility, market research, litigation, inventory decisions under uncertainty, bidding decisions, and choosing among theories. Teaching Purpose: Can be used as supplementary exercises for a module on decision analysis or as stand alone material for a class on canonical decision problems. The instructor may wish to emphasize decision structuring, with students setting up the problem but not necessarily analyzing it. HBS Number: 9-396-308 Subjects: Decision analysis; Decision making; Decision trees; Negotiations Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-396-313), 21p, by George Wu, Hans Liebler   Add     21 pp.  Teaching Note For use with 9-396-308 HBS Number: 5-396-313 Subjects: Decision analysis; Decision making; Decision trees; Negotiations    Canonical Decision Problems   Add   View  14 pp.  Case Author(s): Wu, George; Liebler, Hans Publication Date: 04/08/1996 Revision Date: 03/25/2008 Product Type: Exercise HBS Number: 396308 Subjects: Decision analysis; Decision making; Decision trees; Negotiations Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (396313), 21p, by George Wu, Hans Liebler Product Description: Involves seven canonical decision problems — basic problems in management that arise with surprising frequency. Although these exercises are simplified versions of these problems, they have been written to preserve the “essence” of the decision situations. The problems include product development sequencing, options for flexibility, market research, litigation, inventory decisions under uncertainty, bidding decisions, and choosing among theories.    Cap Gemini Ernst & Young: A Global Merger (A)   Add   View  21 pp.  Case Author(s): Nanda, Ashish; Rohrer, Lisa; Moingeon, Bertrand; Soenen, Guillaume Publication Date: 12/18/2002 Revision Date: 02/11/2005 Product Type: Case (Field) Product Description: French IT consulting giant Cap Gemini is poised to purchase the consulting arm of Ernst & Young, a U.S.-based Big 5 accounting firm. In doing so, many differences need to be resolved, including negotiating with Ernst & Young entities all over the world as well as converting Ernst & Young partners into employees of publicly held Cap Gemini. Amidst all of the decisions, the market for IT consulting services is changing rapidly, further complicating the merger negotiations and implementation. Teaching Purpose: To study the range of issues that must be considered and resolved in negotiating a professional services firm merger, the valuation and motivational challenges associated with merging a private entity into a public entity, and the challenges of negotiating a cross-border merger. May be used with: (9-903-057) Cap Gemini Ernst & Young: A Global Merger (B); (9-903-111) Note on Valuation-Compensation Tradeoff in Professional Service Firm Acquisitions. HBS Number: 9-903-056 Geographic Setting: Europe, United StatesIndustry Setting: IT consultingNumber of Employees: 40,000Gross Revenues: $4.3 billion revenues Event Year Start: 1999Event Year End: 1999 Subjects: Consulting; Corporate strategy; Globalization; Information technology; Mergers; Negotiations; Professional services Academic Discipline: Negotiations    Cap Gemini Ernst & Young: A Global Merger (B)   Add   View  9 pp.  Case Author(s): Nanda, Ashish; Rohrer, Lisa; Moingeon, Bertrand; Soenen, Guillaume Publication Date: 12/18/2002 Revision Date: 02/11/2005 Product Type: Case (Field) Product Description: The negotiations for the merger between Cap Gemini and Ernst & Young conclude, resolving issues of how to bring together Ernst & Young consulting partnerships from all over the world into the publicly held Cap Gemini. Reactions to the merger were optimistic within Cap Gemini and Ernst & Young, however analysts voiced concerns about a cultural clash between the two firms and the viability of the new firm's strategy. Teaching Purpose: To study the range of issues that must be considered and resolved in negotiating a professional services firm merger, the valuation and motivational challenges associated with merging a private entity into a public entity, and the challenges of negotiating a cross-border merger. May be used with: (9-903-056) Cap Gemini Ernst & Young: A Global Merger (A); (9-903-111) Note on Valuation-Compensation Tradeoff in Professional Service Firm Acquisitions. HBS Number: 9-903-057 Geographic Setting: Europe, United StatesIndustry Setting: IT consultingNumber of Employees: 40,000Gross Revenues: $4.3 billion revenues Event Year Start: 1999Event Year End: 2000 Subjects: Consulting; Corporate strategy; Globalization; Information technology; Mergers; Negotiations; Professional services Academic Discipline: Negotiations    Case Brief: Stone Container in Honduras and Costa Rica   Add   View  5 pp.  Case Sebenius, James K.; Riley, Hannah Summarizes contents of two full-length cases. The cases provide examples of two different approaches to managing complex multi-party negotiations with stakeholders. A rewritten version of an earlier case. May be used with: (9-394-001) Block 16: Conoco's "Green" Oil Strategy (A). HBS Number: 9-800-137 Type: Case (Library) Publication Date: 10/22/1999 Geographic Setting: Central America Industry Setting: forest products Gross Revenues: $5.5 billion revenues Event Year Start: 1990 Event Year End: 1995 Subjects: Developing countries; Environmental protection; Forest products; Negotiations; Paper industry    Cash Flow and the Time Value of Money   Add   View  15 pp.  Case Author(s): Frey, Sherman C., Jr. Publication Date: 08/01/1976 Revision Date: 10/01/1976 Product Type: Note Product Description: With the use of charts and examples, gives a detailed description of cash flows, the time value of money, and discounted cash flow analysis. HBS Number: 9-177-012 Subjects: Cash flow; Money; Present value Academic Discipline: Negotiations    Catawba Industrial Co.   Add   View  4 pp.  Case Author(s): Aguilar, Francis J. Publication Date: 09/04/1990 Revision Date: 06/28/1994 Product Type: Case (Gen Exp) Product Description: A department general manager has to decide whether or not to add a lightweight compressor to the line, what price to charge, and what volume to produce. The analysis requires maximizing contribution in a situation where one factor is constrained. As such, it takes into account opportunity costs and shadow prices as well as fixed and variable costs, demand curve analysis, and sunk costs. Also invites discussion about the proper measurement, offering departmental profits and return on sales as candidates. HBS Number: 9-191-053 Geographic Setting: United States Industry Setting: industrial machinery Company Size: mid-size Gross Revenues: $200 million sales Event Year Start: 1990 Event Year End: 1990 Subjects: Capacity analysis; Cost analysis; Demand analysis; Machinery; Pricing; Quantitative analysis Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-894-058), 7p, by Francis J. Aguilar   Add     6 pp.  Teaching Note For use with 9-191-053 HBS Number: 5-894-058 Subjects: Capacity analysis; Cost analysis; Demand analysis; Machinery; Pricing; Quantitative analysis    Cementownia Odra (A)   Add   View  8 pp.  Case Author(s): Wu, George; Holle, Arnold Publication Date: 12/14/1994 Revision Date: 09/10/1996 Product Type: Case (Field) HBS Number: 9-895-004 Geographic Setting: Opole, Poland Industry Setting: cement production Number of Employees: 500 Gross Revenues: $15 million revenues Event Year Start: 1992 Event Year End: 1993 Subjects: Building materials industry; Contracts; Eastern Europe; Negotiations; Privatization Academic Discipline: Negotiations Supplementary Materials: Supplement (Field), (9-895-005), 7p, by George Wu, Arnold Holle; Supplement (Field), (9-895-006), 7p, by George Wu, Arnold Holle; Supplement (Field), (9-895-007), 7p, by George Wu, Arnold Holle; Teaching Note, (5-895-008), 35p, by George Wu Product Description: The Polish government is privatizing Cementownia Odra, a cement firm. Tomasz Budziak, a team leader, is negotiating on behalf of the Polish Ministry of Privatization. Hans-Hugo Miebach, owner of a German cement company, has made an attractive offer, but a deal hinges on several issues concerning potential liabilities, a Polish tax credit, land acquisition, and the import of refuse-derived fuel. The case is designed as a simulation in which students actually negotiate, either as Budziak or Miebach. More specifically, the simulation provides students with experience in deal structuring and crafting agreements with contingent arrangements. Provides general information on the Odra negotiation. Teaching Purpose: The simulation involves a negotiation in which the need to make contingent arrangements arises naturally. For both Budziak and Miebach, there is uncertainty, sometimes quite substantial, about the extent of liabilities, the likelihood of a tax credit, and the possibility of acquiring requisite quarry land. Students learn an important lesson: differences in beliefs about the outcome of events can be exploited   Add     34 pp.  Teaching Note For use with 9-895-004 HBS Number: 5-895-008 Subjects: Building materials industry; Contracts; Eastern Europe; Negotiations; Privatization    Cementownia Odra (B)   Add   View  7 pp.  Case Author(s): Wu, George; Holle, Arnold Publication Date: 01/27/1995 Revision Date: 04/17/1996 Product Type: Supplement (Field) Product Description: Supplements the (A) case. Must be used with: (9-895-004) Cementownia Odra (A). HBS Number: 9-895-005 Subjects: Building materials industry; Contracts; Eastern Europe; Negotiations; Privatization Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-895-008), 35p, by George Wu   Add     34 pp.  Teaching Note For use with 9-895-005 HBS Number: 5-895-008 Subjects: Building materials industry; Contracts; Eastern Europe; Negotiations; Privatization    Chace Shipping (Abridged)   Add   View  5 pp.  Case Christenson, Charles J. The owner of a shipping company has to make a decision on how best to use the available capacity of one of his vessels. Teaching Purpose: A comprehensive case involving the use of analytical tools. HBS Number: 9-196-098 Type: Case (Gen Exp) Publication Date: 9/5/1995 Revision Date: 10/7/1996 Geographic Setting: Unspecified Subjects: Decision analysis; Decision trees; Linear programming; Shipping    Charlene Barshefsky (A)   Add   View  16 pp.  Case Author(s): Sebenius, James K.; Hulse, Rebecca Publication Date: 03/29/2001 Product Type: Case (Field) Product Description: Describes the challenges former United States Trade Representative Charlene Barshefsky faced in negotiating a trade agreement with China to improve its domestic intellectual property rights enforcement regime. After briefly describing Barshefsky's past experience and trade negotiations, this case discusses the history of U.S.-China trade relations and analyzes Ambassador Barshefsky's strategy in coalition-building in the United States and abroad toward the goal of achieving a sustainable deal. Teaching Purpose: To help students examine complex negotiation and coalition-building strategies in an international context. Explores national/cultural negotiating style, barriers to doing a deal amidst splintered commercial and political interests, and innovative approaches to surmounting those barriers. May be used with: (9-801-422) Charlene Barshefsky (B). HBS Number: 9-801-421 Geographic Setting: Washington, DC Event Year Start: 1994Event Year End: 1996 Subjects: Business government relations; China; Intellectual property; Leadership; Negotiations; Trade agreements Academic Discipline: Negotiations    Charlene Barshefsky (B)   Add   View  17 pp.  Case Author(s): Sebenius, James K.; Hulse, Rebecca Publication Date: 03/29/2001 Product Type: Case (Field) Product Description: Details former United States Trade Representative Charlene Barshefsky's strategic and tactical approach to surmounting the barriers laid out in the (A) case. Teaching Purpose: To help students examine complex negotiation and coalition-building strategies in an international context. Explores national/cultural negotiating style, barriers to doing a deal amidst splintered commercial and political interests, and innovative approaches to surmounting those barriers. May be used with: (9-801-421) Charlene Barshefsky (A). HBS Number: 9-801-422 Geographic Setting: Washington, DC Event Year Start: 1994Event Year End: 1996 Subjects: Business government relations; China; Intellectual property; Leadership; Negotiations; Trade agreements Academic Discipline: Negotiations    Charles River Jazz Festival   Add   View  7 pp.  Case Author(s): Wu, George Publication Date: 10/29/1992 Product Type: Case (Gen Exp) Product Description: Charles River Jazz Festival must decide whether to press a compact disk (CD) of Friday's jazz performance for sale on Saturday and Sunday. The idea to press CDs is novel, so there is considerable uncertainty about how receptive customers will be. The festival must decide whether to press CDs only on Friday or pay for an option to press them on Friday and Saturday. A simulation is performed to help estimate Saturday and Sunday CD demand. One input of the simulation is a regression relating Saturday and Sunday attendance to Friday attendance and weekend weather conditions. The case illustrates how several different quantitative techniques--decision analysis, regression, and simulation--can be integrated in an analysis of a managerial decision problem. Provides practice in decision analysis; illustrates use of simulation and regression in obtaining probability estimates. HBS Number: 9-893-004 Geographic Setting: Cambridge, MA Subjects: Decision analysis; Decision making; Entertainment industry; Regression analysis; Simulation Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-896-039), 17p, by George Wu   Add     14 pp.  Teaching Note For use with 9-893-004 HBS Number: 5-896-039 Subjects: Decision analysis; Decision making; Entertainment industry; Regression analysis; Simulation    Circon (A) (Abridged)   Add   View  21 pp.  Case Author(s): Hall, Brian J.; Subramanian, Guhan; Rose, Christopher Publication Date: 12/11/2003 Revision Date: 08/05/2004 Product Type: Case (Field) Product Description: In 1996, U.S. Surgical launched a hostile takeover bid against Circon Corp. CEO Richard Auhll recruited an old HBS friend, George Cloutier, to the Circon board to help him defend the company. Circon's primary defenses include a "poison pill" and a staggered board and lead to the longest running takeover battle in U.S. corporate history. Teaching Purpose: To explore issues of board dynamics, loyalty, role of friendship on corporate boards, executive incentives, executive entrenchment, duty to shareholders, and takeover defenses. An abridged version of an earlier case. HBS Number: 9-904-023 Geographic Setting: California, Massachusetts Industry Setting: medical supplies Gross Revenues: $88 million revenues Event Year Start: 1996 Event Year End: 1998 Subjects: Bids; Board of directors; Corporate governance; Incentives; Loyalty; Medical supplies; Shareholder relations Academic Discipline: Negotiations    Closing the Books: A Tale of Friends, Family and Finance   Add   View  9 pp.  Case Author(s): Mandel, Richard; Saber, John; Potter, Mark; Hennessey, Chris; Lelyveld, Michael Publication Date: 01/01/1999 Revision Date: 03/14/2005 Product Type: Case (Field) Publisher: Babson College Product Description: Discusses two families that started out as friends and wound up in court after disagreeing over a business deal from which both stood to gain. Most disputes can eventually be resolved by courts, attorneys, and time. But the resolutions may spawn a second set of problems. These, too, must be fully weighed and resolved. The challenge is to decide when it is time to put an end to an episode, to close the books both financially and emotionally. Settlements provide benefits for both sides in a dispute. But the choices they present may not always be a clear call. For family businesses, the decisions are not always easy, and there can be more than one way to measure true cost. HBS Number: BAB119 Subjects: Conflict; Family owned businesses; Legal aspects of business; Negotiations; Publishing industry Academic Discipline: Negotiations    Coca-Cola Co. (A): The Rise and Fall of M. Douglas Ivester   Add   View  19 pp.  Case Author(s): Watkins, Michael D.; Knoop, Carin-Isabel; Reavis, Cate Publication Date: 04/13/2000 Revision Date: 09/30/2005 Product Type: Case (Library) Product Description: Chronicles M. Douglas Ivester's 26-month term as chairman and CEO of The Coca-Cola Co., and how he navigated the company through a series of what some considered ``small crises.'' May be used with: (9-800-368) The Coca-Cola Co. (B): Douglas Daft Takes Over. HBS Number: 9-800-355 Geographic Setting: Global Industry Setting: Beverage industry Gross Revenues: $19 billion revenues Event Year Start: 1997 Event Year End: 1999 Subjects: Beverages; Corporate culture; Decision making; Leadership; Management performance; Management styles; Succession planning Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-904-088), 11p, by Michael D. Watkins   Add     11 pp.  Teaching Note For use with 9-800-355 HBS Number: 5-904-088 Subjects: Beverages; Corporate culture; Decision making; Global Research Group; Leadership; Management performance; Management styles; Succession planning    Coca-Cola Co. (B): Douglas Daft Takes Over   Add   View  6 pp.  Case Author(s): Watkins, Michael D.; Knoop, Carin-Isabel; Reavis, Cate Publication Date: 04/13/2000 Revision Date: 10/03/2005 Product Type: Case (Library) Product Description: Describes Douglas Daft's first quarter as chairman and CEO of The Coca-Cola Co. Highlights actions taken to resolve issues that arose under M. Douglas Ivester's 26-month term. May be used with: (9-800-355) The Coca-Cola Co. (A): The Rise and Fall of M. Douglas Ivester. HBS Number: 9-800-368 Geographic Setting: Global Industry Setting: Beverage industry Gross Revenues: $19 billion revenues Event Year Start: 2000 Event Year End: 2000 Subjects: Corporate culture; Decision making; Leadership; Management performance; Management styles Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-904-088), 11p, by Michael D. Watkins   Add     11 pp.  Teaching Note For use with 9-800-368 HBS Number: 5-904-088 Subjects: Corporate culture; Decision making; Global Research Group; Leadership; Management performance; Management styles    Coca-Cola Company (A): The Rise and Fall of M. Douglas Ivester (Abridged)   Add   View  10 pp.  Case Author(s): Watkins, Michael D.; Knoop, Carin-Isabel; Reavis, Cate Publication Date: 10/26/2007 Revision Date: 02/11/2008 Product Type: Case (Library) HBS Number: 808074 Geographic Setting: Georgia Industry Setting: Food & beverage industries Gross Revenues: $19.9 billion revenues Event Year Start: 1999 Event Year End: 1999 Subjects: Beverages; Corporate culture; Decision making; Leadership; Management performance; Management styles; Succession planning Academic Discipline: Negotiations Supplementary Materials: Case (Library), (9-800-368), 6p, by Michael D. Watkins, Carin-Isabel Knoop, Cate Reavis; Teaching Note, (5-904-088), 11p, by Michael D. Watkins Product Description: This is a shortened version of The Coca-Cola Company (A): The Rise and Fall of M. Douglas Ivester, HBS case #9-800-355. It eliminates some background detail and the financial data and exhibits. As with the original case, it chronicles the appointment of Douglas Ivester as CEO of Coca-Cola and the missteps that led to his dismissal.    Coca-Cola Company (A): The Rise and Fall of M. Douglas Ivester (Abridged)   Add   View  10 pp.  Case Author(s): Watkins, Michael D.; Knoop, Carin-Isabel; Reavis, Cate Publication Date: 10/26/2007 Product Type: Case (Library) HBS Number: 9-808-074 Geographic Setting: Georgia Industry Setting: Food & beverage industries Gross Revenues: $19.9 billion revenues Event Year Start: 1999 Event Year End: 1999 Subjects: Beverages; Corporate culture; Decision making; Leadership; Management performance; Management styles; Succession planning Academic Discipline: Negotiations Supplementary Materials: Case (Library), (9-800-368), 6p, by Michael D. Watkins, Carin-Isabel Knoop, Cate Reavis; Teaching Note, (5-904-088), 11p, by Michael D. Watkins Product Description: This is a shortened version of The Coca-Cola Company (A): The Rise and Fall of M. Douglas Ivester, HBS case #9-800-355. It eliminates some background detail and the financial data and exhibits. As with the original case, it chronicles the appointment of Douglas Ivester as CEO of Coca-Cola and the missteps that led to his dismissal.    Colonial Broadcasting Co.   Add   View  9 pp.  Case Author(s): Wu, George Publication Date: 11/22/1993 Product Type: Case (Gen Exp) Product Description: Colonial Broadcasting Co. (CBC), a major American television network, must determine whether fact-based television movies garner higher Nielsen ratings than movies based on fictional concepts. Furthermore, CBC must decide whether to accept a fixed fee advertising contract or a sliding scale contract. Teaching Purpose: Illustrates how regression can be used to determine the relative merits of two different types of television movies and for evaluating two different advertising contracts. HBS Number: 9-894-011 Geographic Setting: Unspecified Subjects: Decision making; Entertainment industry; Forecasting; Regression analysis Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-896-040), 10p, by Arthur Schleifer Jr., George Wu   Add     10 pp.  Teaching Note For use with 9-894-011 HBS Number: 5-896-040 Subjects: Decision making; Entertainment industry; Forecasting; Regression analysis    Colonial Homes   Add   View  8 pp.  Case Author(s): Bell, David E.; Hashem, Najib Publication Date: 07/13/1989 Revision Date: 05/10/2004 Product Type: Case (Field) Product Description: Colonial Homes supplies a complete raw materials package to build entire homes. The price of the package is guaranteed at the signing of the sales contract, while delivery (and payment) are not effected for up to six months. In an effort to reduce its exposure to fluctuating lumber prices, Colonial sources the package (mostly lumber) through the only lumber yard that also offers a six-month price guarantee. The lumber yard recently raised its prices, prompting Colonial to look elsewhere (with no or lesser fixed price guarantees). HBS Number: 9-190-008 Geographic Setting: Toronto, Canada Industry Setting: construction Company Size: small Gross Revenues: $5 million sales Event Year Start: 1989 Event Year End: 1989 Subjects: Building materials industry; Canada; Hedging; Housing; Risk management Academic Discipline: Negotiations    Competition and Product Variety   Add   View  7 pp.  Case Author(s): Brandenburger, Adam; Krishna, Vijay Publication Date: 01/03/1990 Revision Date: 11/03/1992 Product Type: Case (Gen Exp) Product Description: Examines the choice of optimal product positioning in a differentiated goods market. HBS Number: 9-190-100 Geographic Setting: Unspecified Subjects: Competition; Game theory; Product positioning Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-191-157), 7p, by Adam Brandenburger, Vijay Krishna   Add     6 pp.  Teaching Note For use with 9-190-100 HBS Number: 5-191-157 Subjects: Competition; Game theory; Product positioning    Complexity Theory and Negotiation   Add   View  15 pp.  Case Author(s): Wheeler, Michael A.; Morris, Gillian Publication Date: 06/18/2002 Product Type: Note Product Description: An application of current thoughts in complexity science to negotiation theory. A provocative approach that questions much of traditional negotiation research thus far. Explains the roots of complexity science and some broad ideas and definitions, such as linearity vs. nonlinearity, feedback loops, and chaos. Turns to a subset of complexity science--the study of complex adaptive systems. These systems have interactive feedback loops and critical junctures that affect the future course of the system. Also, they are highly adaptive and creative. Negotiations are complex, adaptive systems and should be studied at the micro, interactional scale. Five key lessons are drawn: 1) seemingly simple negotiations can take surprisingly different paths; 2) situations that appear complex may be driven by only a few key factors; 3) large patterns are often reflected in small ones; 4) complex adaptive systems, like negotiation, are not utterly random, yet they do not have a fixed equilibrium either; and 5) creativity is spawned at the chaotic edge. Teaching Purpose: To teach intermediate and advanced negotiation students a more critical and more prescriptive theory of negotiations. HBS Number: 9-902-230 Subjects: Complexity; Models; Negotiations Academic Discipline: Negotiations    Confederated Pulp & Paper   Add   View  4 pp.  Case Bell, David E. A rewritten version of an old case that updates the dates and prices and simplifies the economics. The issue is still one of determining a suitable inventory of wood for the mill to last through the winter. HBS Number: 9-191-065 Type: Case (Gen Exp) Publication Date: 10/2/1990 Revision Date: 5/31/1994 Geographic Setting: Canada Industry Setting: paper Event Year Start: 1988 Event Year End: 1988 Subjects: Canada; Decision analysis; Inventory management; Paper industry Supplementary Materials: Teaching Note, (5-895-052), 5p, by David E. Bell   Add     5 pp.  Teaching Note For use with 9-191-065 HBS Number: 5-895-052 Subjects: Canada; Decision analysis; Inventory management; Paper industry    Confidentiality of Settlement Negotiations: Ethics & Law   Add   View  6 pp.  Case Author(s): Wheeler, Michael A.; Nelson, Dana; Morris, Gillian Publication Date: 01/09/2004 Revision Date: 09/20/2004 Product Type: Note Product Description: Legal policy has a long history of protecting confidentiality of negotiations that are designed to produce settlement. However, within the past several decades there has been a significant push toward openness. Compelling arguments support confidentiality: It helps promote candid discussion when sensitive material is involved and may make settlements possible. On the other hand, ethical concern where public health and safety are involved has prompted some states to pass laws requiring the disclosure of settlement agreements or to revise their procedures governing confidentiality of discovery, protective orders, and sealing of litigation records. Summarizes the legal and ethical debate. Identifies the major issues surrounding confidentiality in settlement negotiations and illustrates them with several examples. Teaching Purpose: To give students a background in the debate surrounding confidential settlement negotiations. HBS Number: 9-904-057 Subjects: Contracts; Disclosure; Discrimination; Ethics; Legal aspects of business; Legislation; Litigation; Negotiations; Product liability Academic Discipline: Negotiations    Corporate Avenue   Add   View  23 pp.  Case Author(s): Segel, Arthur I.; Lee, John Publication Date: 07/23/2004 Revision Date: 10/05/2004 Product Type: Case (Field) Product Description: Born in Taiwan, raised in Hong Kong, and schooled at Indiana University against her father's wishes, Camille Ping was in her Shanghai office in late September 2003, in charge of leasing all of the properties of Hong Kong-based property developer Shui On Group in Shanghai. Teaching Purpose: To examine landlord-tenant relationships. HBS Number: 9-805-022 Geographic Setting: China Event Year Start: 2004Event Year End: 2004 Subjects: China; Leasing; Negotiations; Real estate Academic Discipline: Negotiations    Credit Card Pricing   Add   View  1 pp.  Case Author(s): Stuart, Harborne W., Jr. Publication Date: 12/29/1994 Product Type: Supplement (Gen Exp) Product Description: Supplements Pricing for Profit: The UK Credit Card Industry in the Late 1980s (A). Must be used with: (9-895-024) Pricing for Profit: The UK Credit Card Industry in the Late 1980s; (9-897-168) Pricing for Profit: The UK Credit Card Industry in the Late 1980s (A). HBS Number: 9-895-025 Geographic Setting: Unspecified Subjects: Banking; Competition; Consumer credit; Game theory; Pricing strategy Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-897-181), 7p, by Harborne W. Stuart Jr.   Add     7 pp.  Teaching Note For use with 9-895-025 HBS Number: 5-897-181 Subjects: Banking; Competition; Consumer credit; Game theory; Pricing strategy    Cybersettle   Add   View  15 pp.  Case Author(s): Wheeler, Michael A.; Morris, Gillian Publication Date: 12/04/2001 Product Type: Case (Field) Product Description: Cybersettle's management faced a dilemma: how could they turn their company, which provided confidential online settlement services for insurance claims, into a profitable enterprise? Having started during the heady days of Internet "dot-com fever," the company now had to reevaluate its business plan and its strategy for penetrating the tightly held insurance industry. Cybersettle offered a three-round, blind-bidding system that matched plaintiff demands with offers from insurance companies. If the bids came near each other in any particular round, then the system split the difference between the bids and declared settlement. Such a service could save dollars for the insurance carriers and time for plaintiffs and their attorneys. Yet, deciding how to market this product was proving to be a challenge. Teaching Purpose: To introduce students to online dispute resolution services and demonstrate some of the difficulties of turning a good idea into a profitable business. Although many dispute resolution firms have attempted to reap the benefits of the Internet, few have succeeded. Also forces students to think about how the "rules of the game" affect resolution and fairness in settlements. HBS Number: 9-902-158 Geographic Setting: Mt. Kisco, NYIndustry Setting: insuranceNumber of Employees: 70 Event Year Start: 2000Event Year End: 2001 Subjects: Insurance; Internet; Marketing strategy; Negotiations Academic Discipline: Negotiations    Cytec Industries’ Spin-Off (A): Sink or Swim?   Add   View  26 pp.  Case Wruck, Karen H.; Roper, Sherry Pelkey In the wake of market pressure to restructure, American Cyanamid spun off its poorly performing Chemicals Unit into a new publicly traded corporation, Cytec Industries. In addition to weak operations, Cytec inherited the bulk of Cyanam HBS Number: 9-897-053 Type: Case (Field) Publication Date: 9/18/1996 Revision Date: 12/8/1997 Geographic Setting: New Jersey Industry Setting: chemicals manufacturing Number of Employees: 5,000 Gross Revenues: $1 billion revenues Event Year Start: 1993 Event Year End: 1994 Subjects: Chemicals; Corporate governance; Divestiture; Organizational change; Organizational structure; Restructuring Supplementary Materials: Supplement (Field), (9-897-054), 8p, by Karen H. Wruck, Sherry Pelkey Roper; Teaching Note, (5-897-195), 13p, by Karen H. Wruck, Sherry Pelkey Roper   Add     13 pp.  Teaching Note For use with 9-897-053 HBS Number: 5-897-195 Subjects: Chemicals; Corporate governance; Divestiture; Organizational change; Organizational structure; Restructuring    Cytec Industries’ Spin-Off (B): Managing the Challenges of Success   Add   View  8 pp.  Case Author(s): Wruck, Karen H.; Roper, Sherry Pelkey Publication Date: 09/18/1996 Revision Date: 02/12/1998 Product Type: Supplement (Field) Product Description: Provides a follow-up to the (A) case. Must be used with: (9-897-053) Cytec Industries' Spin-Off (A): Sink or Swim?. HBS Number: 9-897-054 Subjects: Chemicals; Corporate governance; Divestiture; Organizational change; Organizational structure; Restructuring Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-897-195), 13p, by Karen H. Wruck, Sherry Pelkey Roper   Add     13 pp.  Teaching Note For use with 9-897-054 HBS Number: 5-897-195 Subjects: Chemicals; Corporate governance; Divestiture; Organizational change; Organizational structure; Restructuring    Dancing with Elephants: The Smartix Saga   Add   View  20 pp.  Case Author(s): Sull, Donald; Sebenius, James K.; Wasserman, Noam Publication Date: 11/30/2001 Revision Date: 10/13/2006 Product Type: Case (Field) HBS Number: 9-902-156 Geographic Setting: United States Company Size: start-up Number of Employees: 4 Event Year Start: 1999 Event Year End: 2000 Subjects: Entrepreneurial finance; Entrepreneurship; Negotiations; Venture capital Academic Discipline: Negotiations Supplementary Materials: Supplement (Field), (9-906-029), 2p, by James K. Sebenius; Supplement (Field), (9-906-030), 9p, by James K. Sebenius; Supplement (Field), (9-906-031), 5p, by James K. Sebenius, Andrew Wasynczuk Product Description: This case describes issues facing the founder-CEO of a high-tech start-up in Boston, as he negotiates with multiple large potential partners and investors. The negotiations include a potential business partnership with FleetCenter and Madison Square Garden, and a potential investment from two large venture capital firms. The case focuses on the sequencing among the parties, how to resolve conflicting interests among the parties, and the issues facing small entrepreneurial firms trying to negotiate with very large and powerful investors and business partners.    Dave Armstrong (A)   Add   View  3 pp.  Case Wu, George A second-year Harvard MBA student considers the pros and cons of three job offers. He identifies several concerns and evaluates each job in terms of how well they meet these concerns. He assesses probabilities for whether the jobs will be successful for him. Teaching Purpose: Introduction to a course on decision making and preference analysis. Since the case contains no numbers, the emphasis is on structuring the decision problem, not analysis. HBS Number: 9-396-300 Type: Case (Field) Publication Date: 4/8/1996 Revision Date: 6/4/1996 Geographic Setting: Boston, MA Subjects: Careers & career planning; Decision analysis; Decision making Supplementary Materials: Supplement (Field), (9-396-301), 3p, by George Wu; Teaching Note, (5-396-364), 11p, by George Wu   Add     11 pp.  Teaching Note For use with 9-396-300 HBS Number: 5-396-364 Subjects: Careers & career planning; Decision analysis; Decision making    Dave Armstrong (B)   Add   View  3 pp.  Case Author(s): Wu, George Publication Date: 04/08/1996 Revision Date: 06/05/1996 Product Type: Supplement (Field) Product Description: Supplements the (A) case. Must be used with: (9-396-300) Dave Armstrong (A). HBS Number: 9-396-301 Subjects: Careers & career planning; Decision analysis; Decision making Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-396-364), 11p, by George Wu   Add     11 pp.  Teaching Note For use with 9-396-301 HBS Number: 5-396-364 Subjects: Careers & career planning; Decision analysis; Decision making    Deal-crafting Toolkit   Add   View  12 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 06/29/2001 Product Type: Exercise Product Description: Illustrates the potential sources of value creation as well as practical barriers to its achievement. Students analyze five brief scenarios that would yield efficient trades over valuation, discount rates, expectations, and risk tolerance, but that might be thwarted by strategic behavior, misaligned frames, interpersonal conflict, or poor process management. In-class discussion prompts deeper understanding of the tensions between creating and claiming value in negotiation. HBS Number: 9-801-201 Subjects: Contracts; Negotiations; Public opinion; Real estate; Valuation Academic Discipline: Negotiations    Debate Over Unbundling General Motors: The Delphi Divestiture and Other Possible Transactions   Add   View  18 pp.  Case Salter, Malcolm S. Ever since General Motors (GM) announced in February 1997 its intention to divest Delphi Automotive Systems--its upstream parts manufacturing operations--Wall Street had called for further unbundling, and various stakeholders competed for their claim of value represented by GM. The case presents GM's four options for the Delphi unit and raises valuation and governance issues regarding the remaining corporate assets. Teaching Purpose: To raise divestiture/spin-off and corporate governance issues. A rewritten version of an earlier case. HBS Number: 9-800-196 Type: Case (Library) Publication Date: 11/8/1999 Revision Date: 7/26/2000 Geographic Setting: United States Industry Setting: automotive Company Size: Fortune 500 Number of Employees: 350,000 Gross Revenues: $180 billion revenues Event Year Start: 1999 Event Year End: 1999 Subjects: Automobiles; Corporate governance; Corporate strategy; Divestiture; Labor relations; Spinoffs; Vertical integration    DEC—Confidential Instructions   Add   View  8 pp.  Case Author(s): Lax, David A.; Weeks, Thomas T. Publication Date: 11/19/1985 Revision Date: 03/17/1987 Product Type: Case (Gen Exp) Product Description: Confidential information for students assigned the role of the Division of Environment Conservation. See Riverside and DEC--General Information. HBS Number: 9-186-127 Geographic Setting: Northwest Industry Setting: pulp Company Size: large Subjects: Competitive decision making; Managerial economics; Negotiations Academic Discipline: Negotiations    Decision Analysis   Add   View  14 pp.  Case Author(s): Wu, George Publication Date: 08/03/1993 Revision Date: 12/04/1997 Product Type: Note HBS Number: 9-894-004 Subjects: Decision analysis; Decision trees; Probability Academic Discipline: Negotiations Product Description: Describes decision analysis, a systemic approach for analyzing decision problems. A running example illustrates problem structuring (decision trees), probability assessment and endpoint evaluation, folding back the tree as a method of analysis, and sensitivity analysis.    Decision Analysis   Add   View  10 pp.  Case Author(s): Jackson, Barbara B. Publication Date: 08/01/1974 Revision Date: 06/01/1975 Product Type: Note Product Description: Summary of the main concepts of (simple) decision trees--structuring a problem, assigning endpoint values, using probabilities, averaging out and folding back. Also treats risk profile. HBS Number: 9-175-033 Subjects: Decision analysis; Decision trees; Probability; Risk assessment Academic Discipline: Negotiations    Decision-Making Exercise (B)   Add   View  8 pp.  Case Author(s): Garvin, David A.; Roberto, Michael A. Publication Date: 08/16/1996 Revision Date: 02/23/2000 Product Type: Exercise Product Description: Students read Growing Pains, a Harvard Business Review (HBR) case study, and then work in teams to come up with recommendations using a consensus approach to decison making. The next day they use Decision-Making Exercise (B) and (C) and Case of the Unhealthy Hospital, another HBR case study and, working in the same teams, use either a dialectical inquiry or devil's advocacy approach to decision making. Questionnaires are used to compare their experiences with the different decison-making processes. Teaching Purpose: To introduce students to different types of decision-making processes, approaches to conflict, and ways that general managers can effectively direct and shape decision making. May be used with: (9-397-031) Decision-Making Exercise (A); (9-397-033) Decision-Making Exercise (C); (91506) The Case of the Unhealthy Hospital; (96408) Growing Pains. HBS Number: 9-397-032 Subjects: Decision making; Teams Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-398-100), 25p, by David A. Garvin, Michael A. Roberto   Add     25 pp.  Teaching Note For use with 9-397-032 HBS Number: 5-398-100 Subjects: Decision making; Teams    Decision-Making Exercise (C)   Add   View  8 pp.  Case Author(s): Garvin, David A.; Roberto, Michael A. Publication Date: 08/16/1996 Revision Date: 02/23/2000 Product Type: Exercise Product Description: Students read Growing Pains, a Harvard Business Review (HBR) case study, and then work in teams to come up with recommendations using a consensus approach to decison making. The next day they use Decision-Making Exercise (B) and (C) and Case of the Unhealthy Hospital, another HBR case study and, working in the same teams, use either a dialectical inquiry or devil's advocacy approach to decision making. Questionnaires are used to compare their experiences with the different decison-making processes. Teaching Purpose: To introduce students to different types of decision-making processes, approaches to conflict, and ways that general managers can effectively direct and shape decision making. May be used with: (9-397-031) Decision-Making Exercise (A); (9-397-032) Decision-Making Exercise (B); (91506) The Case of the Unhealthy Hospital; (96408) Growing Pains. HBS Number: 9-397-033 Subjects: Decision making; Group dynamics; Teams Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-398-100), 25p, by David A. Garvin, Michael A. Roberto   Add     25 pp.  Teaching Note For use with 9-397-033 HBS Number: 5-398-100 Subjects: Decision making; Group dynamics; Teams    Deere & Co.: Sustaining Value   Add   View  26 pp.  Case Salter, Malcolm S.; Dayley, Marlowe The question facing Deere & Co. is whether or not to adopt some of the organizational technologies of private equity investors (decentralized equity holdings, use of leverage to control the disposition of cash flows, the externalization of the capital budgeting process, partial spin-offs) to sustain the supernormal returns created through more traditional means over the next decade. Teaching Purpose: Capstone case for the CCMO course focusing on sustainable wealth creation. HBS Number: 9-899-001 Type: Case (Field) Publication Date: 11/10/1998 Revision Date: 7/27/2000 Geographic Setting: United States Industry Setting: agricultural & industrial equipment Number of Employees: 5,000 Gross Revenues: $11 billion revenues Event Year Start: 1986 Event Year End: 1997 Subjects: Capital budgeting; Cash flow; EVA; Industrial goods; Machinery Supplementary Materials: Teaching Note, (5-899-231), 10p, by Malcolm S. Salter   Add     10 pp.  Teaching Note For use with 9-899-001 HBS Number: 5-899-231 Subjects: Capital budgeting; Cash flow; EVA; Industrial goods; Machinery    Diagnosing and Overcoming Barriers to Agreement   Add   View  20 pp.  Case Author(s): Watkins, Michael D. Publication Date: 03/07/2000 Revision Date: 05/08/2000 Product Type: Note Product Description: Synthesizes and extends work on barriers to negotiated agreement. Five key types of barriers are described--structural, strategic, psychological, institutional, and cultural. Approaches to overcoming these barriers are discussed. HBS Number: 9-800-333 Subjects: Leadership; Negotiations; Organizational change Academic Discipline: Negotiations    Discount and Hawkins Exercise: Confidential Instructions for Landlord   Add   View  4 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 12/09/1997 Revision Date: 07/03/2002 Product Type: Exercise Product Description: This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the "use, assignment, and subletting" clause. Debriefing the results in class should illustrate the possibility of generating joint gains through interest-based negotiation--and the obstacles to such a process. Technical knowledge of real estate issues is not assumed. May be used with: (9-898-131) Discount and Hawkins Exercise: Confidential Instructions for Tenant; (9-902-124) Discount and Hawkins: Critical Moments, Full Transcript. HBS Number: 9-898-130 Geographic Setting: Industry Setting: Subjects: Leasing; Negotiations; Real estate; Simulation Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-801-056), 16p, by Michael A. Wheeler   Add     16 pp.  Teaching Note For use with 9-898-130 HBS Number: 5-801-056 Subjects: Leasing; Negotiations; Real estate; Simulation    Discount and Hawkins Exercise: Confidential Instructions for Tenant   Add   View  4 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 12/08/1997 Revision Date: 07/03/2002 Product Type: Exercise Product Description: This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the "use, assignment, and subletting" clause. Debriefing the results in class should illustrate the possibility of generating joint gains through interest-based negotiation--and the obstacles to such a process. Technical knowledge of real estate issues is not assumed. May be used with: (9-898-130) Discount and Hawkins Exercise: Confidential Instructions for Landlord; (9-902-124) Discount and Hawkins: Critical Moments, Full Transcript. HBS Number: 9-898-131 Geographic Setting: Industry Setting: Subjects: Leasing; Negotiations; Real estate; Simulation Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-801-056), 16p, by Michael A. Wheeler   Add     16 pp.  Teaching Note For use with 9-898-131 HBS Number: 5-801-056 Subjects: Leasing; Negotiations; Real estate; Simulation    Discount and Hawkins: Critical Moments, Full Transcript   Add   View  9 pp.  Case Author(s): Wheeler, Michael A.; Morris, Gillian Publication Date: 11/15/2001 Revision Date: 07/10/2002 Product Type: Case (Gen Exp) Product Description: Offers a transcript of two professional negotiators of the Discount and Hawkins real estate negotiations. Highlights the challenges of creating value for both sides in the deal and provides a glimpse of how one set of professionals structured an agreement. Teaching Purpose: To provide an illustration of the Discount and Hawkins real estate negotiation to further classroom discussion and learning. May be used with: (9-898-130) Discount and Hawkins Exercise: Confidential Instructions for Landlord; (9-898-131) Discount and Hawkins Exercise: Confidential Instructions for Tenant; (9-902-163) A Note on Critical Moments in Negotiation. HBS Number: 9-902-124 Subjects: Negotiations; Real estate Academic Discipline: Negotiations Supplementary Materials: Case Video, (9-902-807), 14 min, by Michael A. Wheeler; Case Video, (9-903-803), 30 min, by Michael A. Wheeler; Teaching Note, (5-903-024), 17p, by Michael A. Wheeler, Gillian Morris; Case Video, (9-903-804), 14 min, by Michael A. Wheeler   Add     17 pp.  Teaching Note For use with 9-902-124 HBS Number: 5-903-024 Subjects: Negotiations; Real estate    Disney (A): From Disneyland to Disney World, Learning the Art of Land Assembly   Add   View  7 pp.  Case Wheeler, Michael A.; Levenson, Georgia Opens with Walt Disney contemplating sites for a new theme park, building on the success of Disneyland in Anaheim, CA. Focuses on Disney's strategy for land negotiation and acquisition, which is informed by his experience with the Anaheim Park. Teaching Purpose: To explore multi-party bargaining in a public setting. May be used with: (9-898-019) Disney (B): The Third Battle of Bull Run; (9-898-020) Disney (C): The Mouse in Times Square. HBS Number: 9-898-018 Type: Case (Library) Publication Date: 10/14/1997 Geographic Setting: United States Industry Setting: entertainment Subjects: Economic development; Entertainment industry; Negotiations; Real estate Supplementary Materials: Teaching Note, (5-898-022), 7p, by Michael A. Wheeler, Georgia Levenson   Add     7 pp.  Teaching Note For use with 9-898-018 HBS Number: 5-898-022 Subjects: Economic development; Entertainment industry; Negotiations; Real estate    Disney (B): The Third Battle of Bull Run   Add   View  14 pp.  Case Wheeler, Michael A.; Levenson, Georgia Narrates the saga of Disney's efforts to build a theme park in Manassas, VA in the early 1990s. Presents a look at Disney's strategy against the various opponents of the project. Teaching Purpose: To explore multi-party bargaining in a public setting. May be used with: (9-898-018) Disney (A): From Disneyland to Disney World, Learning the Art of Land Assembly; (9-898-020) Disney (C): The Mouse in Times Square. HBS Number: 9-898-019 Type: Case (Library) Publication Date: 10/14/1997 Revision Date: 8/6/1999 Geographic Setting: United States Industry Setting: entertainment Subjects: Economic development; Entertainment industry; Negotiations; Real estate Supplementary Materials: Teaching Note, (5-898-022), 7p, by Michael A. Wheeler, Georgia Levenson   Add     7 pp.  Teaching Note For use with 9-898-019 HBS Number: 5-898-022 Subjects: Economic development; Entertainment industry; Negotiations; Real estate    Disney (C): The Mouse in Times Square   Add   View  12 pp.  Case Wheeler, Michael A.; Levenson, Georgia; Dretler, Thomas D. Details Disney's first foray into an urban environment, specifically the restoration and development of the landmark New Amsterdam Theater in New York's Times Square. Examines Disney's negotiation with the city, state, and various nonprofit organizations focused on the redevelopment of Times Square. Teaching Purpose: To explore multi-party bargaining in a public setting. May be used with: (9-898-019) Disney (B): The Third Battle of Bull Run; (9-898-018) Disney (A): From Disneyland to Disney World, Learning the Art of Land Assembly. HBS Number: 9-898-020 Type: Case (Library) Publication Date: 10/14/1997 Revision Date: 8/5/1999 Geographic Setting: United States Industry Setting: entertainment Subjects: Economic development; Entertainment industry; Negotiations; Real estate Supplementary Materials: Supplement (Library), (9-898-021), 1p, by Michael A. Wheeler, Georgia Levenson, Thomas D. Dretler; Teaching Note, (5-898-022), 7p, by Michael A. Wheeler, Georgia Levenson   Add     7 pp.  Teaching Note For use with 9-898-020 HBS Number: 5-898-022 Subjects: Economic development; Entertainment industry; Negotiations; Real estate    Disney (D): The Mouse in Times Square   Add   View  1 pp.  Case Author(s): Wheeler, Michael A.; Levenson, Georgia; Dr Publication Date: 10/14/1997 Revision Date: 09/27/2000 Product Type: Supplement (Library) Product Description: Supplements the (C) case. Must be used with: (9-898-020) Disney (C): The Mouse in Times Square; (5-898-022) Disney (A), (B), (C), and (D), Teaching Note. HBS Number: 9-898-021 Geographic Setting: Industry Setting: Subjects: Economic development; Entertainment industry; Negotiations; Real estate Academic Discipline: Negotiations    Doing Business in Russia: Note on Negotiating in the “Wild East”   Add   View  11 pp.  Case Author(s): Sebenius, James K. Publication Date: 01/19/1999 Revision Date: 08/05/1999 Product Type: Note Product Description: Based on an MBA's experience, this anecdotal note explores cross-border negotiations between U.S. executives and Russian counterparts. The first section guides the reader through general aspects of the Russian market. Next follows a characterization of the Russian negotiating psyche. Finally, the note describes common elements of the Russian negotiating style and gives advice on concluding successful deals in current-day Russia. Teaching Purpose: To illustrate--anecdotally--challenges related to conducting business and negotiating deals in Russia as well as advice for overcoming these challenges. HBS Number: 9-899-048 Subjects: Business etiquette; Cross cultural relations; Negotiations; Russia Academic Discipline: Negotiations

Double Dealmaking in the Browser Wars (A)   Add   View  17 pp.  Case Author(s): Sebenius, James K. Publication Date: 08/03/1999 Revision Date: 09/30/1999 Product Type: Case (Library) Product Description: Recounts two complex negotiations in which Netscape and Microsoft compete to win a browser contract with AOL--then later with KPMG. After reviewing the web and browser sectors, this case recounts AOL's dramatic negotiations with Netscape and with Microsoft over which firm's web browser would be used by the online service. A path-breaking deal was announced between AOL and Netscape to use Navigator as the "default" AOL browser, only to be undermined the next day by an AOL-Microsoft deal that designated Microsoft Explorer as the "preferred" AOL browser. The deal also put an AOL icon, the Windows desktop, the "world's most valuable cyber-real estate." Describes the first stages of a see-saw negotiation the following year in which Netscape and Microsoft were again competing, but this time for a major deal with KPMG. Concludes as KPMG has awarded the contract to Netscape with Microsoft still scrambling to get the business. HBS Number: 9-800-050 Geographic Setting: United StatesIndustry Setting: computers/softwareNumber of Employees: 700Gross Revenues: $300 million revenues Event Year Start: 1995Event Year End: 1997 Subjects: Competitive bidding; Computer industry; Internet; Negotiations; Software industry Academic Discipline: Negotiations Supplementary Materials: Supplement (Pub Mat), (9-800-051), 4p, by James K. Sebenius    Double Dealmaking in the Browser Wars (B)   Add   View  4 pp.  Case Author(s): Sebenius, James K. Publication Date: 08/03/1999 Product Type: Supplement (Pub Mat) Product Description: Supplements the (A) case. Must be used with: (9-800-050) Double Dealmaking in the Browser Wars (A). HBS Number: 9-800-051 Subjects: Competitive bidding; Computer industry; Internet; Negotiations; Software industry Academic Discipline: Negotiations    Doyle’s Dealmaking Dilemma (A): Negotiating the Job Search   Add   View  13 pp.  Case Author(s): Sebenius, James K. Publication Date: 10/12/2000 Revision Date: 09/04/2002 Product Type: Case (Field) Product Description: MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. Teaching Purpose: Assisting MBAs to understand and manage the job selection and salary negotiation process. A rewritten version of an earlier case. HBS Number: 9-801-229 Geographic Setting: United States & Hong KongIndustry Setting: banking Event Year Start: 1998Event Year End: 1998 Subjects: Banking; Career advancement; Compensation; Employment interviews; Negotiations Academic Discipline: Negotiations Supplementary Materials: Supplement (Field), (9-801-230), 2p, by James K. Sebenius    Doyle’s Dealmaking Dilemma (A): Negotiating the Job Search   Add   View  13 pp.  Case Author(s): Sebenius, James K. Publication Date: 10/12/2000 Revision Date: 12/17/2008 Product Type: Case (Field) Publisher: Harvard Business School HBS Number: 801229 Geographic Setting: United States; Hong Kong Event Year Start: 1998 Event Year End: 1998 Subjects: Negotiations; Career advancement; Compensation; Employment interviews Academic Discipline: Negotiations Supplementary Materials: Supplement, (801230), 2p, by James K. Sebenius Product Description: MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. A rewritten version of an earlier case.    Doyle’s Dealmaking Dilemma (B): Final Negotiations   Add   View  2 pp.  Case Author(s): Sebenius, James K. Publication Date: 10/12/2000 Revision Date: 09/04/2002 Product Type: Supplement (Field) Product Description: Supplements the (A) case. Must be used with: (9-801-229) Doyle's Dealmaking Dilemma (A): Negotiating the Job Search. HBS Number: 9-801-230 Subjects: Banking; Career advancement; Compensation; Employment interviews; Negotiations Academic Discipline: Negotiations    Doyle’s Dealmaking Dilemma: Negotiating the Job Search   Add   View  12 pp.  Case Sebenius, James K. MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. Teaching Purpose: Assisting MBAs to understand and manage the job selection and salary negotiation process. HBS Number: 9-800-124 Type: Case (Field) Publication Date: 11/12/1999 Geographic Setting: United States & Hong Kong Industry Setting: banking Event Year Start: 1998 Event Year End: 1998 Subjects: Banking; Career advancement; Compensation; Employment interviews; Negotiations    Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)   Add   View  12 pp.  Case Author(s): Sebenius, James K. Publication Date: 01/14/1997 Product Type: Case (Field) Product Description: 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 Trefimetaux from the French giant Pechiney. Concludes as SMI is contemplating the acquisition of a much larger rival, Kabelmetal AG. Teaching Purpose: Cross-border negotiation. Incorporating elements of corporate governance and political economy into a negotiating approach. The importance of sequencing and timing. May be used with: (9-897-085) Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (B). HBS Number: 9-897-084 Geographic Setting: Italy Industry Setting: semi-finished copper production Number of Employees: 8,702 Gross Revenues: $3.092 billion revenues Event Year Start: 1965 Event Year End: 1995 Subjects: Acquisitions; International business; Italy; Mergers; Negotiations; Restructuring Academic Discipline: Negotiations   Add   View  12 pp.  Case Author(s): Sebenius, James K. Publication Date: 01/14/1997 Product Type: Case (Field) Product Description: 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 Trefimetaux from the French giant Pechiney. Concludes as SMI is contemplating the acquisition of a much larger rival, Kabelmetal AG. May be used with: (9-897-085) Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (B). HBS Number: 9-897-084 Geographic Setting: Italy Industry Setting: Copper Number of Employees: 8,702 Gross Revenues: $3.092 billion revenues Event Year Start: 1965 Event Year End: 1995 Subjects: Acquisitions; International business; Mergers; Negotiations; Restructuring Academic Discipline: Negotiations    Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (B)   Add   View  9 pp.  Case Author(s): Sebenius, James K. Publication Date: 01/14/1997 Product Type: Case (Field) Product Description: Since the 1960s, SMI has quietly executed a series of brilliantly negotiated takeovers throughout Europe, often acquiring companies much larger than itself. Despite formidable obstacles, SMI has managed to acquire state-owned competitors in Italy and France, as well as a tightly held semi-finished copper producer — one of Europe's largest — in ``fortress'' Germany, a country notoriously hostile to takeover bids from foreign firms. In an interview with the chairman of SMI's copper operations at the company's Florence headquarters, Prof. J.K. Sebenius of the Harvard Business School explores the negotiating strategies that have enabled what was once a little-known firm in Italy to consolidate a fragmented industry and become one of Europe's leading producers of semi-finished copper. May be used with: (9-897-084) Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A). HBS Number: 9-897-085 Geographic Setting: Italy Industry Setting: Copper Number of Employees: 8,702 Gross Revenues: $3.092 billion revenues Event Year Start: 1965 Event Year End: 1995 Subjects: Acquisitions; International business; Mergers; Negotiations; Restructuring Academic Discipline: Negotiations    Dynamic Negotiation: Seven Propositions About Complex Negotiations   Add   View  18 pp.  Case Author(s): Watkins, Michael D. Publication Date: 11/14/2000 Revision Date: 10/16/2002 Product Type: Note Product Description: Challenges conventionally held views of negotiations, arguing that they are simplistic, static, and sterile. Develops seven propositions about real-world negotiations emphasizing the impact of complexity and the need for learning and adaption. HBS Number: 9-801-267 Subjects: Leadership; Negotiations Academic Discipline: Negotiations    Economics of Product Variety   Add   View  7 pp.  Case Author(s): Dhebar, Anirudh Publication Date: 11/26/1990 Revision Date: 06/17/1993 Product Type: Note Product Description: Examines the economic tradeoffs affecting a firm's decision to offer one or more versions of a product to a segmented market. Also presents some arguments for and against product variety. HBS Number: 9-191-099 Subjects: Economic analysis; Market segmentation Academic Discipline: Negotiations    Edgar J. Scherick Associates   Add   View  9 pp.  Case Author(s): Wu, George; Wachtell, Cynthia Publication Date: 11/23/1993 Product Type: Case (Field) Product Description: Edgar Scherick, a leading television movie producer, must determine whether fact-based movies garner higher Nielsen ratings than fictional movies. Scherick has data for all 1992 TV movies broadcast on major networks. Ultimately, Scherick must decide whether it is worthwhile to pay for the option for the rights to fact-based movies. HBS Number: 9-894-001 Geographic Setting: California Industry Setting: Entertainment industry Number of Employees: 10 Event Year Start: 1993 Event Year End: 1993 Subjects: Decision making; Forecasting; Regression analysis Academic Discipline: Negotiations    Endesa Chile: Raising the Ralco Dam (A)   Add   View  20 pp.  Case Author(s): Lashober, Paula J.; Pradel, Dina; McGinn, Kathleen L. Publication Date: 04/14/2006 Product Type: Case (Field) HBS Number: 9-906-014 Geographic Setting: Chile Industry Setting: Electric power; Energy resources Number of Employees: 1,560 Gross Revenues: $1.3 million revenues Event Year Start: 2003 Event Year End: 2003 Subjects: Conflict; Negotiations; Political process; Power & influence; Project strategy; Social issues Academic Discipline: Negotiations Supplementary Materials: Supplement (Field), (9-906-015), 5p, by Paula J. Lashober, Dina Pradel, Kathleen L. McGinn Product Description: Endesa Chile, the largest electricity generation company in Chile, is building a major power plant on the Biobio River in Southern Chile. A historic conflict involving the indigenous people of the Biobio River, the Chilean government, and international conservation groups results. The conflict threatens the completion of the project and the longstanding culture and community of the Penhuenche, the indigenous people of the Upper Biobio.    Endesa Chile: Raising the Ralco Dam (A)   Add   View  20 pp.  Case Author(s): Lashober, Paula J.; Pradel, Dina; McGinn, Kathleen L. Publication Date: 04/14/2006 Revision Date: 05/07/2009 Product Type: Case (Field) Publisher: Harvard Business School HBS Number: 906014 Geographic Setting: Chile Number of Employees: 1,560 Gross Revenue: $1.3 million revenues Event Year Start: 2003 Event Year End: 2003 Subjects: Negotiations; Politics; Power & influence; Project management; Social issues; Conflict Academic Discipline: Negotiations Supplementary Materials: Supplement, (906015), 5p, by Paula J. Lashober, Dina Pradel, Kathleen L. McGinn Product Description: Endesa Chile, the largest electricity generation company in Chile, is building a major power plant on the Biobio River in Southern Chile. A historic conflict involving the indigenous people of the Biobio River, the Chilean government, and international conservation groups results. The conflict threatens the completion of the project and the longstanding culture and community of the Penhuenche, the indigenous people of the Upper Biobio.    Eric Corwin and ChannelPoint (A)   Add   View  16 pp.  Case Watkins, Michael D.; Mersch, Eric Eric Corwin is the head of Sun Microsystems' Rocky Mountain Technology Center and leader of a highly skilled team of 40 Java programmers. When Sun decides to close the center in order to consolidate software development, Corwin decides to pursue other opportunities. He is approached by two entrepreneurs who offer him a job as the vice president for engineering and services in their start-up. Corwin must decide whether and how to negotiate. Teaching Purpose: To illustrate the power of competition and coalition-building in negotiation. HBS Number: 9-800-187 Type: Case (Field) Publication Date: 11/30/1999 Revision Date: 5/18/2000 Geographic Setting: Colorado Springs, CO Industry Setting: software Event Year Start: 1996 Event Year End: 1996 Subjects: Careers & career planning; Leadership; Negotiations; Software Supplementary Materials: Supplement (Field), (9-800-188), 3p, by Michael D. Watkins, Eric Mersch    Eric Corwin and ChannelPoint (B)   Add   View  3 pp.  Case Author(s): Watkins, Michael D.; Mersch, Eric Publication Date: 01/14/2000 Revision Date: 04/04/2000 Product Type: Supplement (Field) Product Description: Supplements the (A) case. Must be used with: (9-800-187) Eric Corwin and ChannelPoint (A). HBS Number: 9-800-188 Subjects: Careers & career planning; Leadership; Negotiations; Software Academic Discipline: Negotiations    Errors in Social Judgment: Negotiation and Conflict Resolution, Part 1   Add   View  7 pp.  Case Author(s): Robinson, Robert J. Publication Date: 02/06/1997 Product Type: Note Product Description: For the past quarter-century, the field of social cognition has documented a number of ways in which individuals and groups are prone to make characteristic errors when judging others. This note examines the ways in which these tendencies pose difficulties for negotiation and conflict resolution, by exaggerating differences between people, and by exacerbating the conflict escalation cycle. This note emphasizes the process of biased assimilation of information. In addition to reviewing basic research in these areas, including a discussion of "naive realism," a number of organizational examples are used to illustrate the various phenomena. Finally, prescriptions on how to avoid these problems are offered. HBS Number: 9-897-103 Subjects: Conflict; Decision making; Human behavior; Negotiations Academic Discipline: Negotiations    Errors in Social Judgment: Negotiation and Conflict Resolution, Part 2   Add   View  9 pp.  Case Author(s): Robinson, Robert J. Publication Date: 02/06/1997 Product Type: Note Product Description: For the past quarter-century, the field of social cognition has documented a number of ways in which individuals and groups are prone to make characteristic errors when judging others. This note examines the ways in which these tendencies pose difficulties for negotiation and conflict resolution, by exaggerating differences between people, and by exacerbating the conflict escalation cycle. This part emphasizes the problem of partisan perceptions. In addition to reviewing basic research in these areas, including a discussion of "naive realism," a number of organizational examples are used to illustrate the various phenomena. Finally, prescriptions on how to avoid these problems are offered. HBS Number: 9-897-104 Subjects: Conflict; Decision making; Human behavior; Negotiations Academic Discipline: Negotiations    Ethics in Venture Capital   Add   View  5 pp.  Case Author(s): Nanda, Ashish Publication Date: 07/31/2001 Product Type: Note Product Description: Discusses potential conflicts of interest that venture capitalists face in dealing with entrepreneurs. Critiques arguments that such conflicts are easily managed and unproblematic. Suggests four ways to address potential conflicts. May be used with: (9-902-024) AdNet (A). HBS Number: 9-902-028 Subjects: Business policy; Conflicts of interest; Electronic commerce; Entrepreneurship; Ethics; Professional services; Venture capital Academic Discipline: Negotiations    EU Takeover Directive   Add   View  14 pp.  Case Author(s): Subramanian, Guhan; Kalka, Michelle Publication Date: 10/26/2001 Revision Date: 12/17/2001 Product Type: Case (Library) Product Description: The draft 13th Company Law Directive, originally written in the 1980s and first formally proposed in 1990, was intended to harmonize the takeover laws of the member states of the European Union (EU). From its inception, though, this bill was controversial. Nations without a history of corporate takeovers, such as Germany, feared that the legislation would disrupt the social contract between labor and management. Nations more familiar with takeovers, such as the United Kingdom, worried that the directive would upset their established system of regulation. EU officials, therefore, had to craft a delicate balance between these competing interests to achieve an EU-wide takeover policy. This challenge has proven extremely difficult--so difficult, in fact, that nearly two decades after first being proposed, the EU Takeover Directive still has not been enacted into law. This case follows the attempts to get the law passed, from its approval by the EU ministers in June 1999 to its ultimate failure, largely at the hands of Germany, in July 2001. A copy of the directive is also included. Teaching Purpose: Presents the example of the attempts to pass a pan-European takeover directive as an illustration of the conflict in Europe between the desire for protectionist legislation and the drive to integrate more fully the European economy. HBS Number: 9-902-066 Geographic Setting: Europe Event Year Start: 1996Event Year End: 2001 Subjects: Europe; Germany; Legal aspects of business; Legislation; Mergers & acquisitions; Policy making; Political process Academic Discipline: Negotiations    Exercises in Negotiation Analysis   Add   View  7 pp.  Case Author(s): Wu, George Publication Date: 08/01/1996 Product Type: Exercise Product Description: Presents two exercises designed to illustrate the relationship between BATNAs (best alternative to a negotiated agreement) and reservation prices, and three exercises that illustrate the central ideas of Pareto efficiency. The BATNA exercises involve multiple negotiated alternatives and uncertainty. The Pareto efficiency exercises illustrate the value of side payments and differential valuation of issues in the creation of joint gains. Teaching Purpose: Supplements negotiation simulations in the early portion of a negotiation course. HBS Number: 9-897-037 Subjects: Negotiations; Tradeoff analysis Academic Discipline: Negotiations    Exercises on the Value of Information   Add   View  2 pp.  Case Author(s): Wu, George Publication Date: 10/27/1992 Revision Date: 02/23/1996 Product Type: Exercise Product Description: Consists of five exercises. Using simplified decision problems, the exercises illustrate how to value perfect information in decisions under uncertainty. HBS Number: 9-893-006 Subjects: Decision analysis; Decision making; Uncertainty; Value of information Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-895-064), 2p, by David E. Bell; Teaching Note, (5-396-275), 8p, by George Wu   Add     8 pp.  Teaching Note For use with 9-893-006 HBS Number: 5-396-275 Subjects: Decision analysis; Decision making; Uncertainty; Value of information    Exercises on Tradeoffs and Conflicting Objectives   Add   View  12 pp.  Case Author(s): Wu, George; Kim, Bowon Publication Date: 04/08/1996 Revision Date: 02/22/2007 Product Type: Exercise HBS Number: 9-396-307 Subjects: Decision analysis; Decision making; Tradeoff analysis; Utility functions Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-396-363), 9p, by George Wu Product Description: Presents two methodologies for making decisions in the face of conflicting objectives, pricing out, and additive scoring systems. This material is followed by four exercises designed to develop and test understanding of the basic methodology. The exercises include an MBA who must make a job decision, an MIS manager choosing a database program, and an office manager who must select an office site.   Add     9 pp.  Teaching Note For use with 9-396-307 HBS Number: 5-396-363 Subjects: Decision analysis; Decision making; Tradeoff analysis; Utility functions    Exercises on Tradeoffs and Conflicting Objectives   Add   View  12 pp.  Case Author(s): Wu, George; Kim, Bowon Publication Date: 04/08/1996 Revision Date: 02/22/2007 Product Type: Exercise HBS Number: 396307 Subjects: Decision analysis; Decision making; Tradeoff analysis; Utility functions Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (396363), 9p, by George Wu Product Description: Presents two methodologies for making decisions in the face of conflicting objectives, pricing out, and additive scoring systems. This material is followed by four exercises designed to develop and test understanding of the basic methodology. The exercises include an MBA who must make a job decision, an MIS manager choosing a database program, and an office manager who must select an office site.    Expectations and Stereotypes: How Do They Affect the Deal?   Add   View  2 pp.  Case Author(s): Valley, Kathleen Publication Date: 11/07/1995 Revision Date: 10/16/1996 Product Type: Note Product Description: Designed to provide students with a basic insight into recognizing the productive and destructive aspects of expectations and stereotypes, and their consequent effects on negotiation. HBS Number: 9-396-167 Subjects: Managerial behavior; Managerial skills; Negotiations Academic Discipline: Negotiations    Flanders of Springfield   Add   View  8 pp.  Case Author(s): Schleifer, Arthur, Jr. Publication Date: 08/04/1993 Revision Date: 04/20/1994 Product Type: Case (Gen Exp) Product Description: Flanders is a catalog merchandiser. Various decisions on catalog distribution policy, ordering and inventory policy, and catalog format design are considered. This was a final examination, and serves as a review for a number of topics in the course. Teaching Purpose: General review of regression, decision-tree, critical-fractile, and sampling problems. HBS Number: 9-894-005 Geographic Setting: Unspecified Subjects: Decision trees; Direct marketing; Inventory management; Regression analysis; Sampling Academic Discipline: Negotiations    Four-Way Organization   Add   View  4 pp.  Case Sebenius, James K. Three divisions seek to form a two- or three-way conglomerate of maximum economic value. A manager seeks to assist them. Individual and shared interests are in conflict. Teaching Purpose: Teaches the essentials of coalition analysis. May be used with: (9-895-012) Four-Way Organization: One Round. HBS Number: 9-894-015 Type: Case (Gen Exp) Publication Date: 1/19/1994 Revision Date: 12/20/1994 Geographic Setting: Unspecified Subjects: Decision analysis; Negotiations    Four-Way Organization: One Round   Add   View  4 pp.  Case Sebenius, James K. One round of negotiation exercise to explore the dynamics of coalition formation. May be used with: (9-894-015) Four-Way Organization. HBS Number: 9-895-012 Type: Case (Gen Exp) Publication Date: 12/16/1994 Geographic Setting: Unspecified Subjects: Decision analysis; Negotiations    Framing and Negotiation   Add   View  5 pp.  Case Author(s): Wu, George Publication Date: 04/26/1995 Revision Date: 03/13/1996 Product Type: Note Product Description: Describes how framing--alternative description of an object, event, or situation--can be used effectively in negotiation. Uses a real estate dialogue to illustrate three common varieties of framing: losses versus gains; short and long horizons; and aggregation and segregation. Teaching Purpose: Can be used as supplementary reading to highlight value claiming tactics. HBS Number: 9-895-023 Subjects: Decision making; Negotiations; Real estate Academic Discipline: Negotiations    Frasier (A)   Add   View  13 pp.  Case Author(s): Subramanian, Guhan; Kalka, Michelle Publication Date: 05/01/2001 Revision Date: 06/13/2002 Product Type: Case (Field) Product Description: In 2001, NBC entered into contract negotiations with Paramount Television Group to keep the hit show ``Frasier'' on the network. Paramount, the studio that produced the show, threatened to move ``Frasier'' to CBS, Paramount's sister network, if NBC did not agree to a substantially higher license fee than the one it was currently paying. This case follows Marc Graboff's (EVP of NBC West Coast) analysis of the situation. Teaching Purpose: Highlights core concepts such as BATNA, ZOPA, and reservation price in a real-world case. HBS Number: 9-801-447 Geographic Setting: Burbank, CA Industry Setting: entertainment Event Year Start: 2000 Event Year End: 2001 Subjects: Broadcasting industry; Decision making; Entertainment industry; Licenses; Negotiations Academic Discipline: Negotiations Supplementary Materials: Supplement (Field), (9-801-448), 3p, by Guhan Subramanian, Michelle Kalka; Teaching Note, (5-902-054), 19p, by Guhan Subramanian   Add     19 pp.  Teaching Note For use with 9-801-447 HBS Number: 5-902-054 Subjects: Broadcasting industry; Decision making; Entertainment industry; Licenses; Negotiations    Frasier (B)   Add   View  3 pp.  Case Author(s): Subramanian, Guhan; Kalka, Michelle Publication Date: 04/26/2001 Revision Date: 08/23/2002 Product Type: Supplement (Field) Product Description: Supplements the (A) case. Must be used with: (9-801-447) Frasier (A). HBS Number: 9-801-448 Subjects: Broadcasting industry; Decision making; Entertainment industry; Licenses; Negotiations Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-902-054), 19p, by Guhan Subramanian   Add     19 pp.  Teaching Note For use with 9-801-448 HBS Number: 5-902-054 Subjects: Broadcasting industry; Decision making; Entertainment industry; Licenses; Negotiations    Free the Grapes — Direct-to-Consumer Shipping in the Wine Industry   Add   View  13 pp.  Case Author(s): Oberholzer-Gee, Felix; Yao, Dennis; Wu, Patricia; Cantrill, Libby Publication Date: 05/17/2007 Product Type: Case (Field) HBS Number: 9-707-472 Geographic Setting: United States Industry Setting: Wine industry Gross Revenues: $21.6 billion revenues Event Year Start: 2002 Event Year End: 2002 Subjects: Government & business; Negotiations; Wines Academic Discipline: Negotiations Product Description: While wine tourism in the United States was booming, the majority of consumers who tasted a Cabernet Sauvignon in one of Napa Valley's tasting rooms were not permitted to ship the wine directly to their home. In 2002, direct-to-consumer shipping was either banned or overly cumbersome in 37 states. W. Reed Foster, president of the Coalition for Free Trade, was determined to remove these obstacles. Would he be able to free the grapes?    Freemark Abbey Winery   Add   View  3 pp.  Case Author(s): Krasker, William S. Publication Date: 08/01/1980 Revision Date: 03/24/1994 Product Type: Case (Field) Product Description: Freemark Abbey must decide whether to harvest in view of the possibility of rain. Rain could damage the crop but delaying the harvest would be risky. On the other hand, rain could be beneficial and greatly increase the value of the resulting wine. This decision is further complicated by the fact that ripe Riesling grapes can be vinified in two ways, resulting in two different styles of wine. Their relative prices would depend on the uncertain preference of consumers two years later, when the wine is bottled and sold. HBS Number: 9-181-027 Geographic Setting: California Industry Setting: winery Company Size: mid-size Event Year Start: 1980 Event Year End: 1980 Subjects: Beverages; Decision analysis; Decision trees; Managerial economics Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-895-053), 5p, by David E. Bell   Add     5 pp.  Teaching Note For use with 9-181-027 HBS Number: 5-895-053 Subjects: Beverages; Decision analysis; Decision trees; Managerial economics    Freemark Abbey Winery (Abridged)   Add   View  2 pp.  Case Author(s): Krasker, William S. Publication Date: 07/19/2005 Product Type: Case (Field) HBS Number: 606004 Geographic Setting: California Industry Setting: Liquor; Wine industry Company Size: mid-size Event Year Start: 1980 Event Year End: 1980 Subjects: Decision analysis; Decision trees; Managerial economics; Risk management Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (895053), 5p, by David E. Bell Product Description: Freemark Abbey must decide whether to harvest in view of the possibility of rain. Rain could damage the crop but delaying the harvest would be risky. On the other hand, rain could be beneficial and greatly increase the value of the resulting wine. This decision is further complicated by the fact that ripe Riesling grapes can be vinified in two ways, resulting in two different styles of wine. Their relative prices would depend on the uncertain preference of consumers two years later, when the wine is bottled and sold.    From Wall Street to Main Street: Morgan Stanley, Dean Witter, Discover & Co.   Add   View  12 pp.  Case Author(s): Sebenius, James K.; Kotchen, David T. Publication Date: 01/06/1998 Product Type: Supplement (Library) Product Description: Designed as a follow-up to Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A). Must be used with: (9-898-140) Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A). HBS Number: 9-898-143 Geographic Setting: Industry Setting: Subjects: Acquisitions; International banking; Investment banking; Mergers; Negotiations; United Kingdom; Valuation Academic Discipline: Negotiations    Furman Selz LLC (A) and (B): A Tale of Two Acquisitions, Teaching Note   Add     27 pp.  Teaching Note Author(s): Groysberg, Boris; Marietta, Geoff E. Publication Date: 02/26/2007 Revision Date: 04/02/2007 Product Type: Teaching Note HBS Number: 5-407-078 Academic Discipline: Negotiations Product Description: An abstract is not available for this product. Must be used with: (9-905-066) Furman Selz LLC (A): A Tale of Two Acquisitions; (9-905-067) Furman Selz LLC (B).    Furman Selz LLC (A): A Tale of Two Acquisitions   Add   View  31 pp.  Case Author(s): Beaulieu, Nancy; Groysberg, Boris; Doherty, Kyle T. Publication Date: 04/08/2005 Revision Date: 01/22/2007 Product Type: Case (Field) HBS Number: 9-905-066 Geographic Setting: Global; United States Industry Setting: Investment banking Number of Employees: 1,000 Gross Revenues: $1 billion revenues Event Year Start: 2000 Event Year End: 2000 Subjects: Compensation; Human resources management; Investment banking; Leadership; Mergers & Acquisitions; Valuation Academic Discipline: Negotiations Supplementary Materials: Supplement (Field), (9-905-067), 3p, by Nancy Beaulieu, Boris Groysberg, Kyle T. Doherty Product Description: Profiles a firm that was reacquired by two companies with different degrees of success. Highlights integration challenges present in acquisition deals when the primary assets of the target are human capital. Focuses on Furman Selz's acquisition by Xerox in 1987; its return to a private company in 1993; and a second acquisition, by ING, in 1997. In particular, provides the opportunity to evaluate five major corporate transitions: the initial launching as an independent firm, Furman Selz, in 1973; the shift to professional management in 1983-1986; the Xerox acquisition in 1987; the MBO in 1993; and the ING acquisition in 1997. Presents the transactions from multiple points of view: the founders and their associates; the professional managers brought in to advance the firm to the next level; the acquired firm under both Xerox and ING; and Xerox and ING themselves.    Games of Strategy: An Introduction   Add   View  12 pp.  Case Author(s): Krishna, Vijay Publication Date: 04/23/1987 Revision Date: 04/13/1992 Product Type: Note Product Description: An introduction to the formal analysis of strategic situations. Ideas of game trees, backwards induction, and dominated strategies are introduced. The methods of backwards induction to find optimal strategies is related to the method of successive eliminations of dominated strategies for games of perfect information. HBS Number: 9-187-159 Subjects: Competitive decision making; Game theory Academic Discipline: Negotiations    General Motors Defense   Add   View  13 pp.  Case Author(s): Beamish, Paul W.; Chung, Changwha Publication Date: 02/06/2003 Revision Date: 02/14/2003 Product Type: Case Publisher: Ivey School of Bus/UWO HBS Number: 903M02 Geographic Setting: Canada; United States Event Year Start: 1999 Event Year End: 1999 Subjects: Bids; Decision making; Leadership; Joint ventures; Manufacturing Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (803M02), 9p, by Paul W. Beamish,Changwha Chung Product Description: General Motors Defense, a division of General Motors, one of the world's largest automobile manufacturers, designs and manufactures light armored vehicles. The company is approached by General Dynamics to pursue jointly the U.S. Army's Brigade Combat Team program. However, General Dynamics made it clear that it would also submit a bid on its own. Contrary to past practices, the chief of staff of the U.S. Army planned to award the multibillion dollar contract within only 11 months. The executive director of General Motors Defense has to decide whether the company should bid-it-alone or submit a joint venture bid with General Dynamics.    Ginzel et al vs. Kolcraft Enterprises et al (A)   Add   View  10 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 03/02/2001 Revision Date: 04/17/2002 Product Type: Case (Field) HBS Number: 9-801-059 Geographic Setting: Chicago, IL Event Year Start: 1993 Event Year End: 1998 Subjects: Child care; Corporate responsibility; Legislation; Negotiations; Product liability; Product recalls; Product safety Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-902-008), 7p, by Michael A. Wheeler; Supplement (Field), (9-902-184), 2p, by Michael A. Wheeler; Supplement (Field), (9-902-185), 1p, by Michael A. Wheeler Product Description: Examines the wrongful death lawsuit brought by the family of an infant who died after a portable crib collapsed. The manufacturer, Kolcraft, licensed the Playskool brand name from the co-defendant, Hasbro Industries. Raises difficult questions about what the two companies should do now, after a series of tragic deaths — and after apparently complying with regulatory requirements governing product recall. Also raises provocative questions about the appropriateness of settlements in wrongful-death suits, corporate responsibility to ensure product safety, and pressures of national media attention on corporate actions. Though the circumstances here are particularly heart-breaking, managers often have to deal with lawsuits that are value-laden and have high emotional content. Think of employment discrimination or sexual harassment claims, for example, or environmental and regulatory disputes. The kinds of decisions and tensions that a manager faces in such instances surely have much in common with the issues raised. Teaching Purpose: Can be used to multiple ends, among them: 1) sharpening students' understanding of conflicting ethical norms in product liability cases, 2) deepening their ability to identify key stakeholders and their roles in such cases, and 3) revealin   Add     7 pp.  Teaching Note For use with 9-801-059 HBS Number: 5-902-008 Subjects: Child care; Corporate responsibility; Legislation; Negotiations; Product liability; Product recalls; Product safety    Ginzel et al vs. Kolcraft Enterprises et al (B)   Add   View  2 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 04/18/2002 Product Type: Supplement (Field) Product Description: Supplements the (A) case. Must be used with: (9-801-059) Ginzel et al vs. Kolcraft Enterprises et al (A). HBS Number: 9-902-184 Subjects: Child care; Corporate responsibility; Legislation; Negotiations; Product liability; Product recalls; Product safety Academic Discipline: Negotiations    Ginzel et al vs. Kolcraft Enterprises et al (C)   Add   View  1 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 04/18/2002 Product Type: Supplement (Field) Product Description: Supplements the (A) case. Must be used with: (9-801-059) Ginzel et al vs. Kolcraft Enterprises et al (A). HBS Number: 9-902-185 Subjects: Child care; Corporate responsibility; Legislation; Negotiations; Product liability; Product recalls; Product safety Academic Discipline: Negotiations    Global Approaches to Anti-Corruption   Add   View  15 pp.  Case Author(s): Hinsey, Joseph, IV; Subramanian, Guhan; Ka Publication Date: 11/14/2001 Product Type: Note Product Description: In the 1970s, a series of unpleasant revelations about corporate conduct, culminating in the public disclosure about unsavory business practices abroad by more than 400 U.S. corporations, jarred popular perceptions concerning business ethics. Congress responded by enacting the Foreign Corrupt Practices Act (FCPA) in late 1977. However, as time passed, U.S. businesses often complained that they were at a competitive disadvantage to foreign companies because many countries lacked an equivalent to the U.S.'s FCPA. In December 1997, OECD member countries and five nonmember countries signed a Convention on Combating Bribery of Foreign Public Officials in International Business Transactions. All signatories agreed to introduce legislation making foreign bribery a crime. This note excerpts both anticorruption measures and provides a fictional case study to illustrate the issues involved in a more concrete way. Teaching Purpose: Students will discuss strategies to operate within the bounds of U.S. and international anticorruption laws while in environments where that sort of prohibited conduct is expected or encouraged to conduct business. HBS Number: 9-902-062 Subjects: Bribery; Corporate law Academic Discipline: Negotiations    Google and the Government of China: A Case Study in Cross-Cultural Negotiations   Added   View  15 pp.  Case Author(s): Grogan, Christopher; Brett, Jeanne Publication Date: 01/01/2006 Product Type: Case (Field) HBS Number: KEL242 Geographic Setting: China Industry Setting: Internet & online services industries Subjects: Business & government; Conflict management; Corporate social responsibility; Cross cultural relations; Ethics; International business; Negotiations; Organizational behavior; Strategy Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (KEL243), 11p, by Christopher Grogan, Jeanne Brett Product Description: Based on the negotiation between Google and the Chinese government to allow access by Chinese citizens to a high-speed Chinese version of the Google search engine. In order to reach agreement with the Chinese government, Google had to agree to allow the government to censor access to some sites turned up by Google's search engine. In agreeing, Google compromised its open-access policy. There were inquiries into the agreement by the U.S. Congress and some outcry from U.S. citizens.    Google and the Government of China: A Case Study in Cross-Cultural Negotiations, Teaching Note   Add     11 pp.  Teaching Note Author(s): Grogan, Christopher; Brett, Jeanne Publication Date: 01/01/2006 Product Type: Teaching Note HBS Number: KEL243 Academic Discipline: Negotiations Product Description: An abstract is not available for this product. Must be used with: (KEL242) Google and the Government of China: A Case Study in Cross-Cultural Negotiations.    Gotham Giants   Add   View  9 pp.  Case Krasker, William S. The owner of a professional baseball team is trying to figure out if promotions are having an effect on ticket sales, and if televising games is hurting attendance. He considers renegotiating the television contract. HBS Number: 9-182-153 Type: Case (Gen Exp) Publication Date: 11/30/1981 Revision Date: 12/8/1992 Geographic Setting: Unspecified Industry Setting: professional sports Subjects: Contracts; Managerial economics; Public relations; Sales promotions; Sports    Government Games: Understanding the Role of Government in Business Strategy   Add   View  9 pp.  Case Author(s): Watkins, Michael D. Publication Date: 06/28/2002 Revision Date: 07/18/2002 Product Type: Note Product Description: Lays out a framework for understanding the impact of government on business strategy. Distinguishes between two major types of "games" that businesses play that involve government: value net games and public interest games. Highlights the multiple roles that government agencies play as players, rule makers, and referees as well as the need to factor in the impact of multiple levels of government. HBS Number: 9-902-222 Subjects: Business government relations; Competition; Game theory; Legal aspects of business; Strategic planning; Strategy formulation Academic Discipline: Negotiations    Great Northern Distributing (A): Confidential Instructions for Alex Hewitt (CFO)   Add   View  12 pp.  Case Robinson, Robert J. This is a two-player negotiation simulation in which a wholesale food distributor must acknowledge overcharging an important customer. A settlement has to be negotiated for the overcharge, and perhaps more importantly, the relationship needs to be preserved and a new long-term deal struck, if at all possible. Teaching Purpose: Illustrates issues of negotiating from less-than equivalent moral standings, rehabilitating a relationship, and sequencing of issues. Contains the confidential information for one of the two roles. May be used with: (9-895-049) Great Northern Distributing (B): Confidential Instructions for Terry Maples (Controller, Capt. Joe's Restaurant). HBS Number: 9-895-048 Type: Case (Field) Publication Date: 4/11/1995 Revision Date: 6/11/1996 Geographic Setting: United States Industry Setting: wholesale food industry Event Year Start: 1992 Event Year End: 1993 Subjects: Negotiations; Simulation; Supermarkets; Wholesaling Supplementary Materials: Teaching Note, (5-895-050), 10p, by Robert J. Robinson    Great Northern Distributing (B): Confidential Instructions for Terry Maples   Add   View  11 pp.  Case Robinson, Robert J. This is a two-player negotiation simulation in which a wholesale food distributor must acknowledge overcharging an important customer. A settlement has to be negotiated for the overcharge, and perhaps more importantly, the relationship needs to be preserved and a new long-term deal struck, if at all possible. Teaching Purpose: Illustrates issues of negotiating from less-than equivalent moral standings, rehabilitating a relationship, and sequencing of issues. Contains the confidential information for one of the two roles. May be used with: (9-895-048) Great Northern Distributing (A): Confidential Instructions for Alex Hewitt (CFO, Great Northern Distributing). HBS Number: 9-895-049 Type: Case (Field) Publication Date: 4/11/1995 Revision Date: 9/6/1996 Geographic Setting: United States Industry Setting: wholesale food industry Event Year Start: 1992 Event Year End: 1993 Subjects: Negotiations; Simulation; Supermarkets; Wholesaling Supplementary Materials: Teaching Note, (5-895-050), 10p, by Robert J. Robinson    Guinness PLC: Managing Negotiations   Add   View  22 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 08/01/2001 Revision Date: 08/25/2005 Product Type: Case (Field) Product Description: Describes an initiative by Guinness, LLP to revise the process by which it centrally authorizes, supports, and reviews negotiations that are undertaken worldwide on its behalf. Senior managers wished to give regional officers enough discretion to respond to local conditions while still maintaining centralized control and coordination. Includes detailed descriptions of two such negotiations, one involving the dissolution of a partnership, the other a possible acquisition. HBS Number: 9-902-009 Event Year Start: 1993 Event Year End: 1996 Subjects: Negotiations; Academic Discipline: Negotiations    Hans-Hugo Miebach   Add   View  7 pp.  Case Author(s): Wu, George; Holle, Arnold Publication Date: 12/14/1994 Revision Date: 09/10/2007 Product Type: Supplement (Field) HBS Number: 9-895-007 Geographic Setting: Europe, Eastern Industry Setting: Building materials industries Subjects: Contracts; Negotiations; Privatization Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-895-008), 34p, by George Wu Product Description: Provides private information for students assuming the role of Hans-Hugo Miebach in a simulated negotiation of the sale of Cementownia Odra. Must be used with: (9-895-004) Cementownia Odra (A).   Add     34 pp.  Teaching Note For use with 9-895-007 HBS Number: 5-895-008 Subjects: Building materials industry; Contracts; Eastern Europe; Negotiations; Privatization    Harmon Foods, Inc.   Add   View  7 pp.  Case Author(s): Whiston, William B. Publication Date: 12/01/1970 Revision Date: 09/29/2006 Product Type: Case (Gen Exp) HBS Number: 9-171-248 Subjects: Budgeting; Managerial economics; Production scheduling; Regression analysis; Sales forecasting Academic Discipline: Negotiations Product Description: Prediction and shipment has been a scheduling and budgetary problem. Multiple regression is suggested as a solution. Evaluation of regression coefficients leads to better understanding of trend, seasonality, and promotion effectiveness.    Harmon Foods, Inc., Teaching Note   Add     48 pp.  Teaching Note Author(s): Wheelwright, Steven C. Publication Date: 01/01/1976 Revision Date: 10/04/2006 Product Type: Teaching Note HBS Number: 5-176-152 Academic Discipline: Negotiations Supplementary Materials: Supplement (Spreadsheet), (5-607-701), 0p, by Steven C. Wheelwright Product Description: Teaching Note for (9-171-248). Must be used with: (9-171-248) Harmon Foods, Inc.    Hawthorne Plastics   Add   View  6 pp.  Case Author(s): Hammond, John S., III Publication Date: 08/01/1970 Product Type: Case (Gen Exp) Product Description: An ``imperfect tester'' problem involving the decision of how to produce batches of plastic strapping, given uncertainty about the length of the molecular chain in the raw material. A decision on whether to test the raw material and a choice of production process must be made; the latter choice, combined with the length of molecular chain, will affect costs and quality of output. For one process, there is additional uncertainty about pressure. Intended for use early in that portion of a decision theory course involving Bayes Theorem. Involves many decision theory techniques, and can also be used as an examination. HBS Number: 9-171-004 Geographic Setting: CaliforniaIndustry Setting: plastics Event Year Start: 1970Event Year End: 1970 Subjects: Decision analysis; Decision making; Decision theory; Decision trees; Plastics; Probability; Production processes; Uncertainty Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-399-004), 11p, by Paul W. Marshall, John S. Hammond III, William L. Berry   Add     11 pp.  Teaching Note For use with 9-171-004 HBS Number: 5-399-004 Subjects: Decision analysis; Decision theory; Decision trees; Plastics; Probability; Production processes; Uncertainty    Hedging with FCOJ Futures   Add   View  21 pp.  Case Goldberg, Ray A.; Herndon, Phil; Morris, Kate The company has to decide which hedging tools to use in the orange juice industry. HBS Number: 9-595-030 Type: Case (Field) Publication Date: 10/3/1994 Revision Date: 11/18/1994 Geographic Setting: Global Industry Setting: orange juice Gross Revenues: $50 million revenues Event Year Start: 1994 Event Year End: 1994 Subjects: Agribusiness; Commodity markets; Hedging; Risk management    Honda-Rover (A): Crafting an Alliance   Add   View  28 pp.  Case Author(s): Sebenius, James K.; Nanda, Ashish; Fortgan Publication Date: 03/01/1999 Revision Date: 11/06/2001 Product Type: Case (Library) HBS Number: 9-899-223 Geographic Setting: United Kingdom/Europe Industry Setting: automotive Company Size: large Number of Employees: 40,000 Gross Revenues: $7 billion revenues Event Year Start: 1979 Event Year End: 1993 Subjects: Alliances; Automobile industry; Business policy; Cross cultural relations; Germany; International business; Japan; Joint ventures; Negotiations; Strategy implementation; United Kingdom Academic Discipline: Negotiations Supplementary Materials: Supplement (Library), (9-899-227), 5p, by James K. Sebenius, Ashish Nanda, Ron S. Fortgang; Supplement (Library), (9-899-226), 10p, by James K. Sebenius, Ashish Nanda, Ron S. Fortgang; Supplement (Library), (9-899-225), 6p, by James K. Sebenius, Ashish Nanda, Ron S. Fortgang; Supplement (Library), (9-899-224), 4p, by James K. Sebenius, Ashish Nanda, Ron S. Fortgang Product Description: Faced with vexing financial challenges in 1993, British Aerospace (BAe) is determined to shed its loss-making automaker, Rover. It offers to sell its stake in Rover to Honda, Rover's partner since 1979, but Honda is reluctant to raise its stake in Rover. Meanwhile, BMW approaches BAe with a confidential bid to buy out Rover. This case places these developments within the context of the history of the British auto industry, Rover's heritage, evolution of the Honda-Rover partnership, and the rationale for BMW's interest in Rover. The case series describes subsequent developments. Teaching Purpose: Emphasizes the skills required to manage strategic alliances, particularly focusing on negotiating alliance termination. Addresses the challenges of maintaining cross-cultural relationships, the interrelationships between implicit and substantive contr    Honda-Rover (B): Honda Draws the Line   Add   View  4 pp.  Case Author(s): Sebenius, James K.; Nanda, Ashish; Fortgan Publication Date: 03/01/1999 Revision Date: 11/06/2001 Product Type: Supplement (Library) Product Description: Supplements the (A) case. Must be used with: (9-899-223) Honda-Rover (A): Crafting an Alliance. HBS Number: 9-899-224 Subjects: Alliances; Automobile industry; Business policy; Cross cultural relations; Germany; International business; Japan; Joint ventures; Negotiations; Strategy implementation; United Kingdom Academic Discipline: Negotiations    Honda-Rover (C): “The Sting”   Add   View  6 pp.  Case Author(s): Sebenius, James K.; Nanda, Ashish; Fortgan Publication Date: 03/01/1999 Revision Date: 11/06/2001 Product Type: Supplement (Library) Product Description: Supplements the (A) case. Must be used with: (9-899-223) Honda-Rover (A): Crafting an Alliance. HBS Number: 9-899-225 Subjects: Alliances; Automobile industry; Business policy; Cross cultural relations; Germany; International business; Japan; Joint ventures; Negotiations; Strategy implementation; United Kingdom Academic Discipline: Negotiations    Honda-Rover (D): The Changing Tide of the BMW-Rover Alliance   Add   View  10 pp.  Case Author(s): Sebenius, James K.; Nanda, Ashish; Fortgan Publication Date: 03/01/1999 Revision Date: 11/06/2001 Product Type: Supplement (Library) Product Description: Supplements the (A) case. Must be used with: (9-899-223) Honda-Rover (A): Crafting an Alliance. HBS Number: 9-899-226 Subjects: Alliances; Automobile industry; Business policy; Cross cultural relations; Germany; International business; Japan; Joint ventures; Negotiations; Strategy implementation; United Kingdom Academic Discipline: Negotiations    Hong Kong & China Gas Company Ltd.: Negotiating Joint Ventures in China   Add   View  27 pp.  Case Author(s): Samant, Medha; Shih-Ta Chen, Michael; Sebenius, James K. Publication Date: 11/18/2008 Product Type: Case (Field) HBS Number: 9-909-028 Geographic Setting: China; Hong Kong Industry Setting: Electric power; Natural gas; Water, sewage & other systems Number of Employees: 2,000 Gross Revenues: 1.75B USD Event Year Start: 2008 Event Year End: 2008 Subjects: Cross cultural relations; International business; Joint ventures; Negotiations Academic Discipline: Negotiations Product Description: To deliver 5-6 major new Chinese joint ventures annually, Hong Kong China Gas executives began extracting cross-border negotiating lessons from their 80 existing Chinese JVs. Chairman Alfred Chan and CEO Peter Wong knew that HKGC's growth strategy required significant mainland expansion through negotiating joint-ventures to run gas and water distribution systems in diverse urban and rural locations throughout mainland China — often in the face of entrenched local interests who could have blocking power. Discussions with HKGC's negotiation teams revealed an increasingly sophisticated negotiating approach from target identification and party mapping, to “social mapping” and building quanxi, to creative deal design and tactics, in order to most effectively work out issues of equity, management control, territory, and exclusivity.    Hong Kong’s Container Truckers: The Mid-Stream Fee Dispute   Add   View  11 pp.  Case Author(s): Enright, Michael J.; Mak, Vincent Publication Date: 12/11/2003 Product Type: Case (Field) Publisher: University of Hong Kong Product Description: In November 2000, the eight-member Hong Kong Mid-Stream Operators Association (HKMOA), which controlled 90% of the mid-stream container handling business in Hong Kong, announced that it would charge shippers an extra fee. When the shippers refused to pay that fee, the HKMOA asked the container truck drivers, who delivered the containers to the mid-stream depots, to pay it and then claim it back from the shippers. The truckers refused. A series of industrial actions ensued, and the government, shippers, and liners were involved in subsequent negotiations. The rounds of tussles between the HKMOA and the truckers lasted into 2001. Eventually, the HKMOA won: The truckers had to pay the mid-stream fee, although in many cases, could not recoup it from the shippers. Why did the truckers become the victims of the HKMOA? How could the mid-stream operators win? What could public policy makers do to prevent similar disputes from happening again? What could the truck drivers, who in many cases were self-employed, do to protect themselves from more new charges in the future? HBS Number: HKU297 Geographic Setting: Hong Kong Industry Setting: Transportation industry Subjects: Business government relations; Customer relations; Customer service; Negotiations Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (HKU298), 3p, by Michael J. Enright, Vincent Mak    Infinata: The Quest for Human Resource Venture Capital   Add   View  13 pp.  Case Author(s): Light, Jay O.; Massaro, Anthony Publication Date: 06/20/2001 Product Type: Case (Field) Product Description: A potential start-up in the Web-based Customer Relationship Management (CRM) software space considers a deal with a software developer. Teaching Purpose: Teaching negotiation. HBS Number: 9-201-032 Geographic Setting: MassachusettsIndustry Setting: softwareCompany Size: start-upNumber of Employees: 3 Event Year Start: 2000Event Year End: 2000 Subjects: Negotiations; Software; Venture capital Academic Discipline: Negotiations    Instructors’ Guide to the Professional Services Course, Module Note   Add   View  39 pp.  Case Author(s): Nanda, Ashish Publication Date: 10/18/2004 Product Type: Note HBS Number: 5-905-040 Industry Setting: Consulting; Investment banking; Professional services; Service industries Subjects: Consulting; Investment banking; Leadership; Legal aspects of business; Professionals; Services Academic Discipline: Negotiations Product Description: Module Note to (9-905-046). Must be used with: (9-905-046) The Professional Services Course.    Integral Vision Ltd. (A)   Add   View  7 pp.  Case Robinson, Robert J.; Chadderdon, Lisa A stop-action simulation case that takes participants through the process whereby four people (three young entrepreneurs and an investor) take a machine vision company from start-up to acquisition by a major publicly-traded company. Over several years, they have to reconcile their differing priorities and objectives in order to negotiate the terms of a number of rounds of additional capital infusion and new partners and deal with the stresses this creates in their relationship. Teaching Purpose: Illustrates negotiation issues in small entrepreneurial start-ups. HBS Number: 9-898-248 Type: Case (Field) Publication Date: 5/5/1998 Geographic Setting: United Kingdom Industry Setting: computer software Company Size: start-up Number of Employees: 120 Event Year Start: 1988 Event Year End: 1995 Subjects: Entrepreneurial finance; Entrepreneurs; Entrepreneurship; Negotiations; Simulation; Software; Venture capital Supplementary Materials: Supplement (Field), (9-898-253), 1p, by Robert J. Robinson, Lisa Chadderdon; Supplement (Field), (9-898-252), 1p, by Robert J. Robinson, Lisa Chadderdon; Supplement (Field), (9-898-250), 1p, by Robert J. Robinson, Lisa Chadderdon; Supplement (Field), (9-898-251), 1p, by Robert J. Robinson, Lisa Chadderdon; Supplement (Field), (9-898-249), 8p, by Robert J. Robinson, Lisa Chadderdon; Teaching Note, (5-800-335), 9p, by Robert J. Robinson    Internal Governance and Control at Goldman Sachs: Block Trading   Add   View  20 pp.  Case Author(s): Salter, Malcolm S.; Sarkar, Ratna Publication Date: 11/18/2003 Revision Date: 04/12/2004 Product Type: Case (Field) Product Description: Although the explicit problem presented in the case concerns pricing a block trade, the real issue involves the decision-making and oversight processes used to arrive at a price that is appropriate for both the client and Goldman Sachs. Asks students in assignment questions to map the decision and control processes used in this core activity and then to reflect on whether these processes are sustainable and scalable as Goldman Sachs grows from 5,000 employees to 20,000 employees within a 5-year period. Goldman Sachs' decision and control processes are based, at root, on trust, so the question becomes whether and how a culture based on trust is scalable. HBS Number: 9-904-026 Geographic Setting: globalIndustry Setting: financial servicesNumber of Employees: 20,000Gross Revenues: $15 billion revenues Event Year Start: 2001Event Year End: 2001 Subjects: Corporate governance; Decision making; Financial services; Internal controls; Stocks Academic Discipline: Negotiations    Introduction to Decision Making   Add   View  7 pp.  Case Author(s): Aguilar, Francis J. Publication Date: 09/11/1989 Product Type: Note Product Description: Describes the process of decision making (establish objectives, generate alternatives, and so on) emphasizing the human side of it (using rules of thumb, favoring one's own pet projects) yet demonstrating the role an analytic/quantitative contribution has to make. HBS Number: 9-390-048 Subjects: Decision making Academic Discipline: Negotiations    Introduction to Portfolio Theory   Add   View  6 pp.  Case Author(s): Perold, Andre F. Publication Date: 10/16/1984 Revision Date: 02/20/2007 Product Type: Note HBS Number: 9-185-066 Subjects: Investment management; Portfolio management; Risk management Academic Discipline: Negotiations Product Description: Introductory note describing the basic building blocks of Markowitz's mean-variance portfolio theory.    Intuitive Surgical: Negotiating the Deal   Add   View  14 pp.  Case Author(s): Light, Jay O.; Massaro, Anthony Publication Date: 01/22/2002 Revision Date: 03/21/2002 Product Type: Case (Field) Product Description: Two cofounders of a company enter into a negotiation to set the terms of a start-up in the field of laparoscopic surgery. Teaching Purpose: Teaching the art and science of negotiation in early-stage deals. HBS Number: 9-202-094 Geographic Setting: Silicon Valley, CAIndustry Setting: medical devices Event Year Start: 1995Event Year End: 1995 Subjects: Medical supplies; Negotiations; Silicon Valley Academic Discipline: Negotiations    Kidnapping Negotiation (A)   Add   View  5 pp.  Case Wheeler, Michael A. In this disguised case, a businessman (non-U.S.) must negotiate with kidnappers for the release of a family member. Teaching Purpose: Raises a variety of basic negotiation issues. HBS Number: 9-899-026 Type: Case (Field) Publication Date: 8/3/1998 Revision Date: 8/14/2000 Geographic Setting: Unspecified Subjects: Management of crises; Negotiations; Psychology; Security Supplementary Materials: Supplement (Field), (9-899-027), 2p, by Michael A. Wheeler; Supplement (Field), (9-899-028), 1p, by Michael A. Wheeler; Supplement (Field), (9-899-029), 3p, by Michael A. Wheeler    Kidnapping Negotiation (B)   Add   View  2 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 08/03/1998 Revision Date: 08/16/2000 Product Type: Supplement (Field) Product Description: Supplements the (A) case. Must be used with: (9-899-026) Kidnapping Negotiation (A). HBS Number: 9-899-027 Geographic Setting: Industry Setting: Subjects: Management of crises; Negotiations; Psychology; Security Academic Discipline: Negotiations    Kidnapping Negotiation (C)   Add   View  1 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 08/03/1998 Revision Date: 08/16/2000 Product Type: Supplement (Field) Product Description: Supplements the (A) case. Must be used with: (9-899-026) Kidnapping Negotiation (A). HBS Number: 9-899-028 Geographic Setting: Industry Setting: Subjects: Management of crises; Negotiations; Psychology; Security Academic Discipline: Negotiations    Kidnapping Negotiation (D)   Add   View  3 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 08/03/1998 Revision Date: 08/14/2000 Product Type: Supplement (Field) Product Description: Supplements the (A) case. Must be used with: (9-899-026) Kidnapping Negotiation (A). HBS Number: 9-899-029 Geographic Setting: Industry Setting: Subjects: Management of crises; Negotiations; Psychology; Security Academic Discipline: Negotiations    L.L. Bean, Inc.: Item Forecasting and Inventory Management   Add   View  5 pp.  Case Author(s): Schleifer, Arthur, Jr. Publication Date: 10/27/1992 Revision Date: 09/07/1993 Product Type: Case (Field) Product Description: L.L. Bean must make stocking decisions on thousands of items sold through its catalogs. In many cases, orders must be placed with vendors twelve or more weeks before a catalog lands on a customer's doorstep, and commitments cannot be changed thereafter. As a result, L.L. Bean suffers annual losses of over $20 million due to stockouts or liquidations of excess inventory. Provides a context in which buying decisions that balance costs of overstocking and understocking when demand is uncertain are made and implemented on a routine basis. HBS Number: 9-893-003 Geographic Setting: Maine Industry Setting: direct marketing Company Size: large Gross Revenues: $600 million revenues Event Year Start: 1991 Event Year End: 1991 Subjects: Direct marketing; Forecasting; Inventory management; Uncertainty Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-895-057), 11p, by Arthur Schleifer Jr.   Add     11 pp.  Teaching Note For use with 9-893-003 HBS Number: 5-895-057 Subjects: Direct marketing; Forecasting; Inventory management; Uncertainty    Lakeside   Add   View  2 pp.  Case Author(s): Wheeler, Michael A. Publication Date: 11/05/2001 Product Type: Case (Gen Exp) Product Description: Presents an ethical choice: How should a prospective buyer respond when a homeowner quotes a price that the buyer knows is significantly below market value? Describes a private transaction in which the prospective seller is fully competent mentally, but is apparently uninformed about current market prices. The buyer could accept the asking price (or even counter with a lower figure) without taking any financial risk, as he or she could obtain appropriate guarantees of good title, absence of environmental problems, etc. Teaching Purpose: To examine the ethical issues involved in a real estate negotiation with someone who has inaccurate information regarding the local real estate market. HBS Number: 9-902-104 Subjects: Ethics; Negotiations; Real estate Academic Discipline: Negotiations    Leading through Negotiation: Harnessing the Power of Gender Stereotypes   Add   View  16 pp.  Case Author(s): Kray, Laura J. Publication Date: 11/01/2007 Product Type: Case (Field) Publisher: California Management Review HBS Number: CMR383 Subjects: Discrimination; Innovation; Negotiations; Women; Women in business Academic Discipline: Negotiations Product Description: With the controversy surrounding Larry Summers' comments about innate differences between men and women as a backdrop, examines whether and when gender differences exist in the competitive negotiation arena. Reviews research that documents the impact of negotiators' beliefs and motivations on performance, focusing on gender stereotypes and their message regarding women's inability to perform on a par with their male counterparts in business dealings. Documents the distinct performance impact of stereotypes that operate below the threshold of consciousness versus stereotypes that are out in the open, and specifically explores gender stereotypes in the context of the broader issue of bargaining power. Such stereotypes affect both objective and subjective power at the bargaining table. After providing insights into the way that gender stereotypes operate, identifies strategies for mitigating their potentially harmful effects and instead uses them to encourage performance gains.    Learning to Manage with Data in Duval County Public Schools: Lake Shore Middle School (B)   Add   View  5 pp.  Case Author(s): Grossman, Allen ; Honan, James P.; King, Caroline Publication Date: 10/12/2004 Product Type: Supplement (Field) Publisher: Public Education Leadership Project HBS Number: PEL013 Subjects: Decision making; Performance measurement; Leadership Academic Discipline: Negotiations Supplementary Materials: Case Teaching Note, (PEL021), 14p, by Allen Grossman,James P. Honan,Caroline King Product Description: This is a PELP case study. Supplements the (A) case.    Leckenby Co.   Add   View  7 pp.  Case Author(s): Lax, David A.; Weeks, Thomas T. Publication Date: 11/12/1985 Revision Date: 12/16/1994 Product Type: Case (Gen Exp) Product Description: This game is a highly structured exercise in labor-management bargaining. If union and management cannot reach agreement within two days, then the union will strike. The costs of a strike are not the same for the two sides. Similarly, the cost of a settlement to management differs from its benefits to the union. Union and management players frequently feel that they are more powerful, hold out, endure a strike, and do poorly relative to other players. HBS Number: 9-186-141 Geographic Setting: Northwest Industry Setting: steel Event Year Start: 1985 Event Year End: 1985 Subjects: Competitive decision making; Labor relations; Negotiations; Strikes Academic Discipline: Negotiations    Lonestar   Add   View  4 pp.  Case Author(s): Wheeler, Michael A.; Levenson, Georgia Publication Date: 11/15/2001 Revision Date: 04/21/2005 Product Type: Case (Gen Exp) Product Description: Explores the legal and ethical responsibilities of a manager who believes that he has heard of a serious instance of sexual harassment, but who has been implored by the victim not to report it. Discussion can focus on the immediate problem or be expanded to a broader analysis of the difficult choices involved in crafting organizational policies governing conduct, as well as effective procedures for reviewing apparent infractions. May be used with: (9-902-007) Sexual Harassment Law and Policy. HBS Number: 9-902-006 Subjects: Employment; Ethics; Legal aspects of business; Liability; Sexual harassment Academic Discipline: Negotiations Supplementary Materials: Teaching Note, (5-902-040), 9p, by Michael A. Wheeler, Georgia Levenson   Add     9 pp.  Teaching Note For use with 9-902-006 HBS Number: 5-902-040 Subjects: Employment; Ethics; Legal aspects of business; Liability; Sexual harassment    Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart   Add