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Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (A)
Sebenius, James K.; Green, AlexCase HBS-911040-EIn early 2005, Martti Ahtisaari planned negotiations to end the decades-long conflict between Acehnese insurgents and the Indonesian government that had claimed thousands of lives. The "modern" phase of the insurgency by the fighters from the Free Aceh Movement that sought independence from Indonesia had persisted for some 30 years, claiming tens of thousands dead, countless wounded and tortured, as well as economic damage estimated by the World ...Starting at €8.20
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Corruption and Business in Emerging Markets
Jones, Geoffrey G.; Khanna, Tarun; Wright, Nataliya LangburdCase HBS-319054-EStarting at €8.20
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Innovación y negocios en mercados emergentes
Jones, Geoffrey G.; Khanna, Tarun; Wright, Nataliya Langburd; Spencer, MorganCase HBS-320S10Knowledge and CommunicationStarting at €8.20
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Bidding on Martha's Vineyard (A)
Sebenius, James K.Case HBS-908044-ETo buy a desirable Martha's Vineyard property, Robert and Sally Franklin must craft a bidding strategy informed by their assessment of their competitor. The "A" case sets up the situation and bidding history to date, describes how they assessed their valuations and probabilistic views, and leaves them with a key decision. The B case describes their choice as well as the twists and turns leading to the conclusion.Starting at €8.20
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Playing the Whole Game (Spanish version)
Lax, David A.; Sebenius, James K.Article HBS-R0311DStrategy1-D negotiators focus on improving their interpersonal skills at the negotiating table, and 2-D negotiators focus on diagnosing underlying sources of value in a deal and then recrafting the terms to satisfy all parties. In this article, the authors explore the often-neglected third dimension. Instead of just playing the game at the bargaining table, 3-D negotiators reshape the scope and sequence of the game itself to achieve the desired outcome....Starting at €8.20