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BCE Inc.: World's Largest LBO Deal in Jeopardy
Stephen R. FoersterCase IVEY-9B09N029-EFinanceIn November 2008, Bell Canada Enterprises Inc. (BCE) appeared to be on track to meet a December 2008 deadline to complete a $52-billion privatization deal. A consortium had previously submitted a winning leveraged buyout (LBO) bid that was estimated to add around $32 billion in debt to the company. Mere days before the deal’s termination date, BCE executives were stunned to hear that KPMG auditors advised that the deal was in jeopardy of collapse...Starting at €8.20
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Estimating Walmart's Cost of Capital
Stephen R. FoersterCase IVEY-9B19N011-EFinanceIn March 2019, two senior managers attending an executive education program had been assigned the task of applying their learnings from readings in order to estimate the costs of capital for Walmart Inc. (Walmart). They also needed to discuss why the cost of capital was such an important topic. The managers had with them background information, including a recent Walmart balance sheet and income statement; a U.S. Department of Treasury yield curv...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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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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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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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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Unlocking Value At CSX: Responding to Requests from Mantle Ridge
Stephen R. Foerster; Ken MarkCase IVEY-9B18N002-EFinanceIn 2017, hedge fund Mantle Ridge acquired less than 5 per cent of the stock of CSX Corporation (CSX) and made demands for board representation as well as the installation of a new chief executive officer (CEO) of CSX. This new CEO had abruptly resigned from Canadian Pacific (CP) and joined forces with Mantle Ridge at the time the fund announced its activist position in CSX. On February 14, 2017, CSX management announced a special meeting and shar...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