Case | HBS Case Collection | March 2000 (Revised May 2001)

Jill Greenthal at Donaldson, Lufkin & Jenrette (A): The TCI/AT&T Deal

by Ashish Nanda, Thomas J. DeLong and Sarah S. Khetani

Abstract

Jill Greenthal, managing director at Donaldson, Lufkin & Jenrette, is leading her team of investment bankers to negotiate on behalf of Tele-Communications, Inc. (TCI) on a potential landmark deal with AT&T. Representing TCI in the negotiations is the culmination of relationships that Greenthal has nurtured over the course of a decade. Despite the best efforts of her team, negotiations appear poised on the edge of an impasse. Greenthal wonders what, if anything, her team can do to help find a better alternative.

Keywords: Leadership; Negotiation Process; Service Delivery; Groups and Teams; Entrepreneurship; Negotiation Deal; Gender Characteristics; Banking Industry; Service Industry; Telecommunications Industry;

Citation:

Nanda, Ashish, Thomas J. DeLong, and Sarah S. Khetani. "Jill Greenthal at Donaldson, Lufkin & Jenrette (A): The TCI/AT&T Deal." Harvard Business School Case 800-213, March 2000. (Revised May 2001.)