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Skip to Main Content Cold Call A podcast featuring faculty discussing cases they've written and the lessons they impart. Subscribe on iTunes 29 Sep...
- January 2021
- Case
Juno (A): Leveraging Student Power
In March 2020, Chris Abkarians and Nikhil Agarwal were in the midst of preparing the annual auction for their student loan assistance startup, Juno. Both current MBA students at Harvard Business School, the duo founded Juno in 2018 to leverage student bargaining power...
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Keywords:
Decision Making;
Decision Choices And Conditions;
Decisions;
Cost Vs Benefits;
Education;
Higher Education;
Finance;
Borrowing And Debt;
Strategy;
Adaptation;
Alignment;
negotiation;
Agreements And Arrangements;
negotiation Participants;
negotiation Process;
negotiation Tactics;
negotiation deal;
negotiation Offer;
negotiation Types;
Financial Services Industry;
Education Industry;
North And Central America;
United States;
Massachusetts;
Boston
- January 2021
- Supplement
Juno (B): Leveraging Student Power
In March 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to pitch banks in anticipation of their annual auction while negotiating directly with private lender Eager. Responses from the majority of private lenders—including Juno’s 2019 partner—were not...
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Keywords:
Decision Making;
Decision Choices And Conditions;
Decisions;
Cost Vs Benefits;
Judgments;
Education;
Higher Education;
Finance;
Borrowing And Debt;
Strategy;
Adaptation;
Alignment;
negotiation;
negotiation deal;
negotiation Offer;
negotiation Participants;
negotiation Process;
negotiation Types;
Financial Services Industry;
Education Industry;
North And Central America;
United States;
Massachusetts;
Boston
- January 2021
- Supplement
Juno (C): Leveraging Student Power
In May 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to hold the annual auction for their student loan assistance startup. Five lenders submitted bids, and the co-founders ultimately opted to select Eager Bank as their partner for the 2020-2021...
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Keywords:
Decision Making;
Decision Choices And Conditions;
Decisions;
Cost Vs Benefits;
Judgments;
Education;
Higher Education;
Finance;
Borrowing And Debt;
Strategy;
Adaptation;
Alignment;
negotiation;
Agreements And Arrangements;
negotiation deal;
negotiation Offer;
negotiation Participants;
negotiation Process;
negotiation Tactics;
negotiation Types;
Financial Services Industry;
Education Industry;
North And Central America;
United States;
Massachusetts;
Boston
- Winter 2021
- Article
Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation
By: James K. Sebenius, Ben Cook, David A. Lax, Isaac Silberberg and Paul Levy
While social media has had profound effects in many realms, the theory and practice of negotiation have remained relatively untouched by this potent phenomenon. In this article, we survey existing research in this area and develop a broader framework for understanding...
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- 27 Aug 2020
- Other Presentation
How Social Media Can Kill or Enhance Your Deals
By: David A. Lax, James K. Sebenius and Ben Cook
- July–August 2020
- Article
Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market
By: Lingling Zhang and Doug J. Chung
The prevalence of online platforms opens new doors to traditional businesses for customer reach and revenue growth. This research investigates platform choice in a setting where prices are determined by negotiations between platforms and businesses. We compile a unique...
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- 2019
- Article
Go-Shops Revisited
By: Guhan Subramanian and Annie Zhao
A go-shop process turns the traditional M&A deal process on its head: rather than a pre-signing market canvass followed by a post-signing “no shop” period, a go-shop deal involves a limited pre-signing market check, followed by a post-signing “go shop” process to find...
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- October 2019 (Revised January 2020)
- Case
John Branca: Negotiating Michael Jackson's Thriller (A)
By: James K. Sebenius and Alex Green
John Branca, attorney to pop musician Michael Jackson, must negotiate a series of deals on behalf of his client in order to safeguard his financial interests and creative license during a period of rising stardom.
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- September 2019
- Case
Celgene: Business Development and Distributed Research
By: Peter Barrett and Kareem Reda
This case looks at the deal-making process between Celgene, a large publicly traded pharmaceutical company, and Agios, an early-stage biotech company. The framework of a potential deal is explored and the potential road-blocks to Agios’ profitability are discussed. ...
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- 2019
- Chapter
Appraisal after Dell
This essay presents new data on appraisal litigation and appraisal outs. I find that appraisal claims have not meaningfully declined in 2016 and that perceived appraisal risk, as measured by the incidence of appraisal outs, has increased since the Dell appraisal in May...
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- Article
Handshaking Promotes Deal-Making by Signaling Cooperative Intent
By: Juliana Schroeder, Jane L. Risen, Francesca Gino and Michael I. Norton
We examine how a simple handshake—a gesture that often occurs at the outset of social interactions—can influence deal-making. Because handshakes are social rituals, they are imbued with meaning beyond their physical features. We propose that during mixed-motive...
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- February 1, 2019
- Article
What Theresa May Might Learn from Woodrow Wilson's Failed Negotiations in 1919
By: Deepak Malhotra
On December 13, 2018, UK Prime Minister Theresa May met with her European counterparts in an attempt to renegotiate the “Brexit deal” she had reached with them only weeks earlier; the deal was facing harsh criticism and almost certain rejection at home. Perhaps only...
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- August 2018 (Revised July 2020)
- Case
The Fuji-Xerox Merger
By: Guhan Subramanian and Annie Zhao
In January 2018, Xerox, a well-known American digital document firm, convened its board of directors to decide whether to approve a merger with Japanese imaging company Fujifilm. Activist Xerox shareholders were suing to halt the transaction, and documents unearthed...
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- June 2018 (Revised February 2019)
- Teaching Note
Home Nursing of North Carolina
By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld
In 2011, immediately after graduating HBS, Ari Medoff began a self-funded search for a small firm to buy and run as its CEO. After just three month of searching, he identified Home Nursing of North Carolina (HNNC), a home care agency based in Greensboro, NC, as a...
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- May 2018 (Revised February 2019)
- Teaching Note
Greg Mazur and the Purchase of Great Eastern Premium Pet Foods
By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld
Teaching Note for HBS No. 211-085. Greg Mazur (HBS 1997) identified a small firm, Great Eastern Premium Pet Food, in December of 1998 that fit his search criteria and decided to offer the seller a cash price of $1.2 million plus an earn-out equal to 1% of revenue over...
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- 2018
- Book
Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level
By: James K. Sebenius, R. Nicholas Burns and Robert H. Mnookin (with a forward by Henry A. Kissinger)
As professors and practitioners with careers devoted to negotiation, we are often asked “Who are the world’s best negotiators? What makes them effective?” Inevitably Henry Kissinger’s name comes up as an elite, if controversial, negotiator from whom we can learn a...
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- October 2017
- Case
LeBron James: Building a Hollywood Empire
By: Anita Elberse
It is June 2016. Superstar basketball player LeBron James and his childhood friend and business partner Maverick Carter are celebrating James’ third NBA championship. The duo will soon have to decide on a strategy for their media businesses—their film and television...
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Keywords:
Entertainment;
Marketing;
Film;
Motion Picutres;
Digital Strategy;
Superstar;
Innovation;
Creative Industries;
Talent;
Sports;
Media;
General Management;
Celebrities;
Marketing;
Entertainment;
Sports;
Media;
Film Entertainment;
Innovation Strategy;
Talent And Talent Management;
Strategy;
Sports Industry;
Media And Broadcasting Industry;
Entertainment And Recreation Industry;
Motion Pictures And Video Industry
- Article
Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst
Rightly known as the “father of negotiation analysis,” Howard Raiffa was my thesis advisor, colleague, and friend for over 30 years. The bulk of this article develops an account of his intellectual trajectory from game theory to statistical decision theory to decision...
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- September 2017 (Revised March 2019)
- Supplement
Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (B)
By: James K. Sebenius and Laurence A. Green
In 1976, United States Secretary of State Henry A. Kissinger conducted a series of intricate, multiparty negotiations in Southern Africa to persuade white Rhodesian leader Ian Smith to accede to black majority rule. Conducted near the end of President Gerald Ford’s...
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- 2017
- Book
HBR Guide to Buying a Small Business: Think Big, Buy Small, Own Your Own Company
By: Richard S. Ruback and Royce Yudkoff
Find, acquire, and run your own business. Are you looking for an alternative to a career path at a big firm? Does founding your own start-up seem too risky? There is a radical third path open to you: you can buy a small business and run it as CEO. Purchasing a small...
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Keywords:
Entrepreneurship;
Entrepreneurial Finance;
Entrepreneurs;
Small Business;
Small Companies;
Small Business Finance;
negotiation;
Negotiation Deal;
Due Diligence;
Sourcing;
Search Funds;
Search;
Ownership;
Deal Sourcing;
Deal Structuring;
Funnel;
Debt Financing;
Equity;
Small And Medium Enterprises;
Small Business;
Search Technology;
Entrepreneurship;
negotiation deal;
Ownership;
Equity;
Borrowing And Debt