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• Case | HBS Case Collection | 2013 (Revised from original 2010 version)

  C.K. Claridge, Inc.

  James K. Sebenius

  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.)

  Keywords: Decision Making; Patents; Lawsuits and Litigation; Negotiation Style; Negotiation Tactics; Chemical Industry;

  Citation:

  Sebenius, James K. "C.K. Claridge, Inc." Harvard Business School Case 910-045, May 2013. (Revised from original May 2010 version.)

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• Case | HBS Case Collection | 2013 (Revised from original 2001 version)

  Charlene Barshefsky (A)

  James K. Sebenius and Rebecca Hulse

  Describes the challenges former U.S. Trade Representative Charlene Barshefsky faced while negotiating a trade agreement with China to improve its domestic intellectual property rights enforcement. After briefly describing Barshefsky's past experience with 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.

  Keywords: Trade; International Relations; Copyright; Negotiation Style; Negotiation Tactics; Alliances; Business and Government Relations; China; United States;

  Citation:

  Sebenius, James K., and Rebecca Hulse. "Charlene Barshefsky (A)." Harvard Business School Case 801-421, April 2013. (Revised from original March 2001 version.)

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• Case | HBS Case Collection | 2013 (Revised from original 2007 version)

  Peter Welz: When a Marquee Prospect Plays Hardball (A)

  James K. Sebenius and Ellen Knebel

  Describes the hardball tactics facing Peter Welz, who seeks to negotiate a make-or-break contract with a vastly larger potential client. Welz's counterpart team is led by Preston Spitzer, a notoriously tough player who fully understands his side's massive advantages in the process. With the economic fate of Welz's newly public smaller firm in the balance, Welz and his team must figure out how to handle some very tough tactics by Spitzer and his minions aimed at extracting lopsided contract concessions. These tactics include demeaning remarks, repeated threats to opt for a competitor, misrepresentations, repudiation of previously agreed provisions, last-minute demands, divide-and-conquer moves, and a waiting game that exploits the smaller firm's evidently urgent need for a closure. The (A) case sets up the negotiations and poses an immediate tactical challenge in the context of the overall process. The (B) case describes the strategies, tactics, and results of these negotiations, along with Welz's broader insights into a more productive approach to the common challenge of dealing with very hard bargainers.

  Keywords: Negotiation Process; Negotiation Tactics; Behavior; Conflict and Resolution; Competitive Advantage;

  Citation:

  Sebenius, James K., and Ellen Knebel. "Peter Welz: When a Marquee Prospect Plays Hardball (A)." Harvard Business School Case 908-010, April 2013. (Revised from original September 2007 version.)

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