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Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A)
Sebenius, James K.; Qian, Cheng (Jason)Case HBS-911031-EEsquel Group, leading manufacturer of quality shirts, sought to negotiate long-term partnerships with often-exploited farmers in Xinjiang (western China) to procure a superior cotton variety. Seeking to secure a large supply of specialty cotton in an ethical and socially responsible fashion, Esquel undertook a major 2002 initiative to negotiate value-creating contracts among itself, local Xinjiang municipal governments, and cotton farmers. Aware ...Starting at €8.20
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Roger Caracappa: Package Deals for the Estee Lauder Companies
Sebenius, James K.Case HBS-912003-ERoger Caracappa must negotiate a cost-saving, innovative proposal from a potential French supplier that could displace the otherwise satisfactory, long-time incumbent supplier. Shortly after being promoted to executive vice president of the Estee Lauder Companies with global packaging as a key responsibility, Caracappa had to assess a recent proposal he had received from a small French company that had patented a packaging innovation. The innovat...Starting at €8.20
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Keurig: Confidential Information for Negotiation with Green Mountain Coffee Roasters
Eisenmann, Thomas R.; Ghosh, Shikhar; Sebenius, James K.Case HBS-812102-EEntrepreneurshipCase provides confidential information for students assuming the role of senior executives of Keurig, a startup that has developed an innovative "portion pack" coffee brewing solution, in a negotiation to license technology to Green Mountain Coffee Roasters (GMCR). The negotiation will determine the royalty to be paid to Keurig by GMCR, who will bear capital expenditures, and determine whether GMCR secures exclusive distribution rights to Keurig'...Starting at €8.20
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Green Mountain Coffee Roasters: Confidential Information for Negotiation with Keurig
Eisenmann, Thomas R.; Ghosh, Shikhar; Sebenius, James K.Case HBS-812103-EEntrepreneurshipCase provides confidential information for students assuming the role of Green Mountain Coffee Roasters (GMCR) senior executives in a negotiation to license technology from Keurig, a startup that has developed an innovative "portion pack" coffee brewing solution. The negotiation will determine the royalty to be paid to Keurig by GMCR, who will bear capital expenditures, and determine whether GMCR secures exclusive distribution rights to Keurig's ...Starting at €8.20
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Paul Levy: Confronting a Corporate Campaign
Sebenius, James K.Case HBS-914020-EStrategyHospital CEO Paul Levy confronts an SEIU unionization drive via a "corporate campaign" aimed at undercutting the hospital's relationships with key internal and external constituencies. Having shepherded one of Boston's top teaching hospitals much of the way through a painful turnaround, but with the hospital still in a fragile financial condition, Levy must formulate a strategy and tactics to deal with the impending initiative by the SEIU, the fa...Starting at €8.20
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Deal Making 2.0: A Guide to Complex Negotiations
Lax, David A.; Sebenius, James K.Article HBS-R1211G-EMost big deals--megamergers, major sales, infrastructure projects--are built on a series of smaller ones. Each component deal presents a tactical challenge, but sequencing the parts in a way that achieves the target outcome is a strategic challenge that can unfold over months or years. This process, which the authors call a negotiation campaign, must generally be conducted on several fronts, each involving multiple parties. A multifront campaign ...Starting at €8.20
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The K-Dow Petrochemicals Joint Venture
Subramanian, Guhan; Sebenius, James K.; Andrews, Phillip; Ghosh, Rhea; Krontiris, CharlotteCase HBS-912002-EIn 2007, the Dow Chemical Company and the Kuwait Petroleum Corporation announced plans to launch a multibillion-dollar joint venture. Later known as K-Dow Petrochemicals, it would be one of the largest manufacturers of chemicals and plastics in the world. Analysts widely hailed the planned joint venture as a game-changing deal for both companies. Shortly after the announcement, cable network CNBC requested an interview with Andrew Liveris, Dow's ...Starting at €8.20
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Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (A)
Sebenius, James K.; Knebel, EllenCase HBS-907013-EStrategyDescribes the retailer-supplier negotiations of Tom Muccio, one of the earlier Procter & Gamble (P&G) employees to be based in Bentonville, Arkansas, in negotiating the early operational components of the supplier-retailer partnership between P&G and Wal-Mart in the late 1980s. Provides background on the supplier-retailer relationship and negotiation barriers encountered when executing operational components of the partnership.Starting at €8.20
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Henry A. Kissinger as Negotiator: Background and Key Accomplishments (Spanish Version)
Sebenius, James K.; Green, Laurence A.Case HBS-918S14StrategyDespués de un breve resumen de la carrera de Henry A. Kissinger, este caso se describen tres de sus la mayoría de las negociaciones fundamentales: el establecimiento histórico de las relaciones diplomáticas de Estados Unidos con la República Popular de China, la relajación de las tensiones geopolíticas con la Unión Soviética, simbolizado por la firma de el primer Tratado de Limitación de armas estratégicas ( "SAL I"), y la mediación del acuerdo e...Starting at €8.20
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The Elcer Products Transaction: Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH
Sebenius, James K.Case HBS-908033-EStrategyIn a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) management role. Challenges include how to set up and implement the most promising sale process, come up with the right deal, and choose the best tactical approach given each...Starting at €8.20