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  • March 2000 (Revised May 2001)
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Jill Greenthal at Donaldson, Lufkin & Jenrette (A): The TCI/AT&T Deal

By: Ashish Nanda, Thomas J. DeLong and Sarah S. Khetani
  • Format:Print
  • | Pages:19
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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; 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.)
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About The Authors

Ashish Nanda

Strategy
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Thomas J. DeLong

Organizational Behavior
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Related Work

    • March 2000 (Revised April 2001)
    • Faculty Research

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

    By: Ashish Nanda, Thomas J. DeLong and Sarah S. Khetani
Related Work
  • Jill Greenthal at Donaldson, Lufkin & Jenrette (B): The TCI/AT&T Deal By: Ashish Nanda, Thomas J. DeLong and Sarah S. Khetani
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