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  • All HBS Web  (154)
    • Faculty Publications  (9)

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    • All HBS Web  (154)
      • Faculty Publications  (9)

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      Robert B. Cialdini Award
      Robert B. Cialdini Award
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      • March 2020 (Revised May 2020)
      • Case

      CIAM: Home-Grown Shareholder Activism in France

      By: Charles C.Y. Wang, Tonia Labruyere and Vincent Dessain
      The case discusses the strategy of CIAM, a French activist investment firm, involved in a case of a buy-out of minority shareholders in the telecommunications sector. Altice NV, an international telecommunications company based in the Netherlands that owned more than...  View Details
      Keywords: Corporate Governance; Private Equity; Strategy; Valuation; Investment Activism; Financial Services Industry; France
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      Wang, Charles C.Y., Tonia Labruyere, and Vincent Dessain. "CIAM: Home-Grown Shareholder Activism in France." Harvard Business School Case 120-072, March 2020. (Revised May 2020.)
      • December 2013
      • Case

      Bruce Allyn: Negotiating with the KGB (A)

      By: James K. Sebenius
      Isolated by the KGB in Moscow, Harvard graduate student Bruce Allyn faces high-pressure negotiation tactics to recruit him for the Soviet spy agency. At the tense height of the Cold War, with CIA agents systematically being exposed and executed in Russia, Allyn was...  View Details
      Keywords: Negotiation; Bargaining; Hard Bargaining; Kgb; Espionage; Spying; War; National Security; Alliances; Ethics; Negotiation Tactics; Decision Choices And Conditions; Negotiation Participants; Negotiation Offer; Cambridge; Moscow; Soviet Union
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      Sebenius, James K. "Bruce Allyn: Negotiating with the KGB (A)." Harvard Business School Case 914-027, December 2013.
      • December 2013
      • Supplement

      Bruce Allyn: Negotiating with the KGB (B)

      By: James K. Sebenius
      This case picks up (from the end of the "A" case) the detailed story of the KGB's high-pressure negotiations with Harvard doctoral student Bruce Allyn to recruit him as a secret asset for the Soviet spy agency. The "A" case describes how, at the tense height of the...  View Details
      Keywords: Negotiation; Bargaining; Hard Bargaining; Kgb; Espionage; Spying; War; National Security; Alliances; Ethics; Negotiation Tactics; Decision Choices And Conditions; Negotiation Participants; Negotiation Offer; Cambridge; Moscow; Soviet Union
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      Sebenius, James K. "Bruce Allyn: Negotiating with the KGB (B)." Harvard Business School Supplement 914-028, December 2013.
      • November 2013
      • Teaching Note

      Cialis Lifecycle Management: Lilly's BPH Dilemma

      By: Elie Ofek and Natalie Kindred
      Keywords: Pharmaceutical Industry; Pharmaceuticals; Marketing; Brand Management; Brand Equity; Brand Positioning; Marketing Strategy; Product Management; Product Strategy; Pricing; Health Care; Health Care And Treatment; Product Marketing; Product Positioning; Brands And Branding; Marketing Strategy; Marketing; Product Launch; Pharmaceutical Industry; Health Industry
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      Ofek, Elie, and Natalie Kindred. "Cialis Lifecycle Management: Lilly's BPH Dilemma." Harvard Business School Teaching Note 514-009, November 2013.
      • April 2013 (Revised August 2016)
      • Case

      'Argo': The CIA's Mission Impossible in Iran

      By: Amy C. Edmondson and Jeremy Tachau
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      Edmondson, Amy C., and Jeremy Tachau. "'Argo': The CIA's Mission Impossible in Iran." Harvard Business School Case 613-087, April 2013. (Revised August 2016.)
      • September 2012 (Revised November 2014)
      • Case

      Cialis Lifecycle Management: Lilly's BPH Dilemma

      By: Elie Ofek and Natalie Kindred
      How should Eli Lilly further develop and market a new indication of its highly successful erectile-dysfunction (ED) drug, Cialis, without confusing Cialis's hard-won brand equity with physicians and patients? With the final stages of clinical trials for the new...  View Details
      Keywords: Product Positioning; Attitudes; Brands And Branding; Pharmaceutical Industry; United States
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      Ofek, Elie, and Natalie Kindred. "Cialis Lifecycle Management: Lilly's BPH Dilemma." Harvard Business School Case 513-005, September 2012. (Revised November 2014.)
      • April 2006 (Revised July 2006)
      • Case

      Managing National Intelligence (A): Before 9/11

      By: Jan W. Rivkin, Michael Roberto and Erika Ferlins
      Examines the management of national intelligence prior to the terrorist attacks of September 11, 2001. Describes the actions taken by a variety of government agencies, including the FBI, the CIA, the FAA, and the Department of Defense, to detect and deter such attacks.  View Details
      Keywords: War; National Security; Organizational Design; Organizational Structure; Crisis Management; Management Systems; Public Administration Industry; United States
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      Rivkin, Jan W., Michael Roberto, and Erika Ferlins. "Managing National Intelligence (A): Before 9/11." Harvard Business School Case 706-463, April 2006. (Revised July 2006.)
      • February 2005 (Revised March 2005)
      • Teaching Note

      Product Team Cialis: Getting Ready to Market (TN)

      By: Elie Ofek
      Teaching Note to (9-505-038).  View Details
      Keywords: Product Launch; Pharmaceutical Industry
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      Ofek, Elie. "Product Team Cialis: Getting Ready to Market (TN)." Harvard Business School Teaching Note 505-060, February 2005. (Revised March 2005.)
      • October 2004 (Revised July 2010)
      • Case

      Product Team Cialis: Getting Ready to Market

      By: Elie Ofek
      Lilly and ICOS are preparing for the launch of a new drug, Cialis, to compete against Viagra. To position against the incumbent firm Pfizer, which developed and markets Viagra, and other newcomers into the erectile dysfunction market, they must determine how best to...  View Details
      Keywords: Communication Strategy; Marketing Strategy; Product Launch; Product Positioning; Competition; Competitive Advantage; Segmentation; Pharmaceutical Industry
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      Ofek, Elie. "Product Team Cialis: Getting Ready to Market." Harvard Business School Case 505-038, October 2004. (Revised July 2010.)
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      Robert B. Cialdini Award
      Robert B. Cialdini Award
      → Search All HBS Web
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