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This technical note offers an example of a thoroughly complete "pitch book" for use as a basis of class discussion and learning. Actual pitch books are almost never made available for public use. This presentation, however, was prepared by a group of Darden students in April 2001 for a jury of M&A executives of United Technologies Corporation-they judged this work to be of excellent quality, among the best they had seen in any setting. A separate validation of the deal concept is given in the final exhibit, which records the ammouncement on July 30, 2001, by General Electric of its acquisition of Heller. In reviewing this document, the task for the student is to assess both its form and contents, from the standpoints of both the presenter and audience. Why is each exhibit and section included in the document? What analytical work underpins the exhibits? What might explain the presentation format? What oral comments might one make in supporting this presentation to a group of executives?

Provides a basic understanding of how securities markets work.

This note outlines a set of behavioral techniques for expressing emotion effectively in interpersonal interactions. The skillful expression of emotion holds a number of benefits in interpersonal interactions. The note begins with the premise that emotions are always present in every interaction, no matter the topic or the participants. Expressing those emotions, instead of merely suppressing them, by using the techniques described in the note leads to greater effectiveness in interpersonal interactions.

A practical guide to managing time. Reviews the major reasons why time is not effectively used.

Describes some of the difficulties of working with one's relatives in the family firm, especially with one's brother(s). Examines some of the reasons for the difficulties and proposes ways of dealing with them.

Reviews the many great managerial benefits of having an explicit, communicated, and understood company mission and guidelines.

Emphasizes the gradual, two-dimensional gradients between commodities and specialties. Provides a new way to improve the profit margins of commodities.

Focuses on the coordination of marketing and sales--two functions that seem alike but are, in practice, difficult to integrate. Briefly explains the challenges to coordination and provides some solutions.

Explains the opportunities and limitations of using performance-based pricing in which the price paid is a function of the quality provided. Includes application guidelines.

Identifies many of the legal issues likely to arise in the course of starting and growing a company. Suggests strategies not only for ensuring compliance with the law but also for using the law and the legal system to increase predictability, maximize value, marshal resources, and manage risk. Explains why entrepreneurs and managers cannot just rely on lawyers to deal with the legal aspects of business and offers ways to manage legal risk and handle legal disputes. Also describes the relevance of a variety of laws to managers and entrepreneurs, including intellectual property, securities regulation, taxes, contracts, employment, business organization, product liability, environment, and alternative dispute resolution.

Introduces the wide variety of political and organizational forces at work in federal and local governments in the United States.

Can deregulation and the unleashing of competitive forces be combined with continued social obligations such as a duty to serve? This note uses the experience of U.S. telecommunications to illustrate the existence and influence of social obligations. Recognizing these obligations enhances understanding of the dynamics of deregulation. Finishes with a discussion of recent issues in telecom deregulation and how social obligations continue to play a part in determining regulatory responses. Focuses exclusively on telecommunications, although the same points--that social obligations exist in regulated industries and that finding a way to continue to address these obligations in a more competitive environment is a major element of regulatory reforms--apply to many other regulated industries.

The history, current dynamics, and future trends of the $10 billion home video rental industry provides a platform to discuss revenue-sharing contracts between suppliers of home videocassettes and retailers.

In 1997, MIT freshman Scott Kruger died from alcohol poisoning after a ritual fraternity ceremony. His death sparked national controversy over the responsibility of universities for their students. For his parents, though, the pain was personal and almost solely directed at the leadership of MIT. In such an emotionally charged situation, it is remarkable that the lawyers on both sides came to a settlement.

Discusses the recent history of the commercial real estate financial market (pre-1990s-2001). Looks at the shift to more conventional capital markets for commercial real estate debt.

This note introduces the student to the dynamics of the hostile takeover setting and characterizes the decision problem as a "game." In this context, it is necessary to understand other players and their modes of thought, defensive tactics, and rules (laws and court precedents) by which players compete. The survey covers these considerations and discusses the probabilistic analysis by which players can assess the possible actions of various parties. The paper was prepared to supplement case discussions on hostile takeovers.

Surveys scholarship on democracy and democratization. Describes the relationship between democracy and the environment of business, including capitalist economic institutions, economic growth, economic reform, and international relations.

The mere mention of the term "merger and acquisition" (M&A) can send messages of misinformation or half-truths. Clarity about motives and intent, as well as timing the release of information during a merger, requires strategic information management. But when is the right time to tell employees about a pending merger? Who should make the announcement, and what communication channels should they use? A recent survey of managers conducted by the Darden Graduate School of Business explored communication practices that companies use to communicate internally during their firms' merger or acquisition. This note reveals the findings and makes communication recommendations.

As performance demands intensify in fast-moving global markets, more executives are coming to rely on senior teams for strategic and operational assistance. Team building with powerful senior executives presents special challenges, including competition for their boss' position. Examines those challenges and describes in detail two primary responsibilities of managing such teams effectively: managing team boundaries, that is, the political dynamics of the team; and team process-leading the team. Contains a special appendix discussing leading and building global teams. To discuss how to build an effective team culture by harnessing the energies of talented, diverse individuals to create coordinated action.

This case describes compensation and incentive issues in one of the major U.S. professional sports leagues, the National Football League (NFL). It first provides some background information on the labor market for players and the salary cap and then describes incentive issues facing players and their agents.