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61 items were found using the following search criteria
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Confidential Information for RIGGS ENGINEERING (Seller) (Spanish version)
Wheeler, Michael A.Case HBS-812S11StrategyThe seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis that would apply in any situation--specifically, potential sources of joint gains and the tension between creating and claiming value. While it may be possible to reach a deal on pr...Starting at €8.20
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Confidential Information for VERICOMP (Buyer) (Spanish version)
Wheeler, Michael A.Case HBS-812S12StrategyThe seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis that would apply in any situation--specifically, potential sources of joint gains and the tension between creating and claiming value. While it may be possible to reach a deal on pr...Starting at €8.20
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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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When to Walk Away from a Deal (Spanish version)
Cullinan, Geoffrey; Le Roux, Jean-Marc; Weddigen, Rolf-MagnusArticle HBS-R0404FStrategyWhat are we really buying? What is the target's stand-alone value? Where are the synergies--and the skeletons? And what's our walk-away price? Each of these questions will prompt an even deeper level of querying that puts the broader, strategic rationale for acquisitions under a microscope.Starting at €8.20
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Negotiating As If Implementation Mattered (Spanish version)
Ertel, DannyArticle HBS-R0411CStrategyCombine disciplined negotiation preparation with post-negotiation reviews. Above all, companies must remember that the best deals don't end at the negotiating table--they begin there.Starting at €8.20
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Confidential Role Information for the CEO of Estate One (BUYER) (Spanish version)
Malhotra, DeepakCase HBS-910S09StrategyPresents a two-party negotiation between the executive VP of Pearl Investments and the CEO of Estate One for the sale of real estate in the town of Hamilton.Starting at €8.20
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Confidential Role Information for the Executive VP of Pearl Investments (SELLER) (Spanish version)
Malhotra, DeepakCase HBS-910S08StrategyPresents a two-party negotiation between the executive VP of Pearl Investments and the CEO of Estate One for the sale of real estate in the town of Hamilton.Starting at €8.20
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Overview of Project Finance and Infrastructure Finance---2006 Update
Esty, Benjamin C.; Sesia, AldoCase HBS-207107-EFinanceProvides an introduction to the fields of project finance and infrastructure finance, and gives a statistical overview of project-financed investments over the years from 2002 to 2006. Examples of project-financed investments include the $4 billion Chad-Cameroon pipeline, $6 billion Iridium global satellite telecommunications system, $900 million A2 Toll Road in Poland, $1.4 billion Mozal aluminum smelter in Mozambique, and $20 billion Sakhalin I...Starting at €8.20
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The Pacific Sentinel Series, Teaching Note
McGinn, Kathleen L.; Pradel, DinaTeaching Note HBS-908027-ETeaching Note for [903133] and [903136].Starting at €0.00
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ADR Choices
Wheeler, Michael A.; Sebenius, James K.; Aaron, Marjorie CCase HBS-908040-ESix 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.Starting at €8.20