HBSP (USA)
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Negotiating the Spirit of the Deal (Spanish version)
Fortgang, Ron S.; Lax, David A.; Sebenius, James K.Article HBS-R0302EStrategyThis article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Most experienced negotiators are comfortable working out the terms of an economic contract--they bargain for the best price, haggle over equity splits, and finesse detailed exit clauses. Yet these same seasoned professionals spend so much time ironing out the lette...Starting at €8.20
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Negotiating the P&G Relationship with Wal-Mart (Spanish version)
Sebenius, James K.; Knebel, EllenCase HBS-908S01StrategyDescribes several internal and external negotiations in the 1980s that led to a significant and growing partnership between Procter & Gamble (P&G) and Wal-Mart. From the perspective of Lou Pritchett, P&G's Vice President of Sales and Customer Development, the unfolding negotiations are described, starting with a canoe trip Pritchett took with Wal-Mart founder Sam Walton. Provides insight into various negotiating situations as well as key lessons ...Starting at €8.20
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Confidential Information for Elcer Products Division President (Spanish version)
Sebenius, James K.; Subramanian, GuhanCase HBS-910S03StrategyIn a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Elcer Divisional management role. Challenges include how to set up and implement the most promising sales process, come up with the right deal, and choose the best tactical approach given each party's role and objectives. This negotiatio...Starting at €8.20
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Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A) (Spanish Version)
Sebenius, James K.; Qian, Cheng (Jason)Case HBS-916S02StrategyEsquel Group, fabricante de camisas de calidad que conduce, intentó negociar asociaciones a largo plazo con los agricultores a menudo explotadas en Xinjiang (China occidental) para adquirir una variedad de algodón superior. Tratando de conseguir una gran cantidad de algodón especialidad de una manera ética y socialmente responsable, Esquel emprendió una importante iniciativa de 2002 para negociar contratos de creación de valor entre sí, los gobie...Starting at €8.20
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Tommy Koh: Background and Major Accomplishments of the Great Negotiator, 2014 (Spanish Version)
Sebenius, James K.; Green, Laurence A.Case HBS-918S15StrategyLogros significativos relacionados con la negociación, de la carrera del Embajador Tommy Koh, de Singapur se destacan en forma breve, junto con elementos de su fondo y su carrera. A la luz de estos logros, Koh fue seleccionado como el ganador del Gran Premio del 2014 negociador, presentado por el Programa de Negociación, un consorcio interuniversitario de la Universidad de Harvard, MIT y Tufts que se basa en la Escuela de Derecho de Harvard. Resú...Starting at €8.20
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Kidder, Peabody & Co.: creando beneficios etéreos
Simons, Robert L.; Davila, AntonioCase HBS-102S16Accounting and ControlEl 17 de abril de 1994, Kidder, Peabody & Co. anunció un cargo de $ 350 millones de dólares contra las ganancias resultantes del descubrimiento de los beneficios de explotación falsas. Ese mismo día, la terminación del empleo de Joseph Jett con la compañía se hizo pública. Al ilustrar la mecánica de la contabilidad de bonos, este caso se describe la estrategia de negociación que condujo a la creación de falsos beneficios. También se discuten los ...Starting at €8.20
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Deal Making 2.0: A Guide to Complex Negotiations
Lax, David A.; Sebenius, James K.Article HBS-R1211G-EMost big deals--megamergers, major sales, infrastructure projects--are built on a series of smaller ones. Each component deal presents a tactical challenge, but sequencing the parts in a way that achieves the target outcome is a strategic challenge that can unfold over months or years. This process, which the authors call a negotiation campaign, must generally be conducted on several fronts, each involving multiple parties. A multifront campaign ...Starting at €8.20
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Honda Innovations: Leveraging External Insights to Accelerate Creation
Davila, AntonioCase HBS-119062-EAccounting and ControlNick Sugimoto, CEO of Honda Innovations-the open innovation organization of Honda, has to decide how to extend his organization's approach to innovation across the world. Honda Innovations dates back to 2000 when Honda created Honda Research Institute in Silicon Valley. Since then, the organization has evolved through various models from a venture capital fund to its current form as Honda's corporate innovation effort. The case describes the vari...Starting at €8.20
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John Branca: Negotiating Michael Jackson's Thriller (A)
Sebenius, James K.; Green, AlexCase HBS-920027-EJohn Branca, attorney to pop musician Michael Jackson, must negotiate a series of deals on behalf of his client in order to safeguard his financial interests and creative license during a period of rising stardom.Starting at €8.20
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High Drama in Milford (B)
Sebenius, James K.; Mohamed, FarzanaCase HBS-920035-EStrategyStarting at €5.74