Curriculum Vitae
RESEARCH INTERESTS
Professor Greenhalgh's current research includes (1) strategy and strategy implementation; (2) the impact of changing demographics on value chains, (3) managing strategic relationships between organizations, business units, and the work force; and (4) negotiation and conflict resolution.
TEACHING INTERESTS
As director of Tuck’s programs for business enterprises owned by minorities, women, and Native Americans, Len is responsible for the design, delivery, and funding of these intensive educational experiences. In the MBA program, he has designed and taught "Managing Strategic Business Relationships," "Organizational Behavior," "Managerial Negotiations," "Managing Conflict," "Executive Power and Negotiation," and "Interpersonal Behavior." He has also taught "Psychology and Business" to Dartmouth and Stanford undergraduates. He was the faculty champion in the founding of Tuck’s collaborative program with Hurricane Island Outward Bound, and continues to work with the incoming Tuck students to prepare them for leadership roles.
EDUCATION
BS, University of Rhode Island, 1968; MBA, University of Rhode Island, 1972; PhD, Cornell University, 1979; Post-Doctoral Fellow, Department of Psychiatry, Dartmouth Medical School, 1988-1990.
PUBLICATIONS
- Minority Business Success: Refocusing on the American Dream. Stanford University Press, 2011 (Jim Lowry, co-author).
- Increasing Competitive Advantage through Strategic Alliances: The Opportunity for MBEs. U.S. Department of Commerce, Minority Business Development Agency. 2008.
- Managing Strategic Relationships: The Key to Business Success. New York: Free Press, 2001.
CURRENT PROJECTS
Developing Local Economies in Indian Country is a research project that will result in a book. Native American communities experience some of the harshest economic conditions in the United States, and suffer all of the problems that result from chronic poverty. Public policy intended to improve the conditions on Indian reservations has been fractionated and largely ineffective. The challenges are unique to Indian Country, and therefore the solutions need to be tailored to the specific needs and constraints. The White House is insisting that public sector interventions be place-based rather than disjointed, but there are few models for how to accomplish this. The book will explain how to create sustainable improvements in Native communities.
PUBLISHED CASES
- Concord Freight Lines
- Crown Office Systems
- Diversified Enterprise
- Maria Gonzalez
- Park Drug Company
- Riverdale Consulting
- Slater Corporation
- Tommy O'Toole
:: Learn More
[Contact cci@midcoast.com for further information]
PUBLISHED SIMULATIONS
- Abbeyville School Systems
- Amtrak
- Biopharm-Seltek
- Catamount Ranch
- Collective Bargaining
- Competitive Advertising
- The Commodity Purchase
- The Drug Testing Program
- The Investment Bank Fee Letter Negotiation
- The Ford SUV Product Line Task Force
- The Ford Used Car System
- The Jaguar XK8: Strategic Decision-Making within the Product-Mix Task Force
- Johnny Alexander
- Managing Upward/Managing Downward
- Negotiating a Grade Change
- Negotiating an Acquisition
- The New Generation Aircraft: Strategic Relationships within the Global Air Transportation Value Chain
- Northeast Consultants
- Parkway Drug Corporation
- The Performance Interview
- The Porsche Task Force
- The Real Estate Negotiation
- The MBA Salary Negotiation
- Sphynx Malls
- Strategic Alliances: Selling to the Pentagon
- Strategic Choices in Global Telecommunications
- Strategic Diversification at Delta Airlines
- Tahitian Grapefruits
- Taking on BMW: Organizing to Achieve a Global Brand Strategy
- The Assistant VP’s Performance Appraisal
- The Used Car Transaction
- Viking Investments
:: Learn More
[Contact cci@midcoast.com for further information]
EXECUTIVE TEACHING
In addition to MBA teaching, Len has designed and taught programs for executives in the areas of strategy and strategy-implementation, general management, negotiation/conflict-resolution, and building strategic relationships. Some of the organizations for which he has provided learning experiences include: ABB, Accenture (US and UK), Ameren, Anthem, Applied Geo Technologies (Choctaw), Bank of America, Baxter Healthcare, Beth Israel Hospital, Blue Cross/Blue Shield, Boeing, Boston Children’s Hospital, Capcom, Cherokee Nation, Chiron (US and Italy), Chubb, Clark Construction, Coca-Cola, Compaq, The Conservation Fund, Constellation Brands, DaimlerChrysler (Germany and US), Dartmouth College, Dartmouth-Hitchcock Medical Center, Deutsche Bank (Germany and US), Digital Equipment Corporation, Dynavax, Edison Electric Institute, Environmental Defense Fund, Ernst & Young, Ford (US, UK, and Germany), European Aeronautic Defense & Space Co. (Spain and Germany), The Gap, General Electric, General Motors, Goldman Sachs (US and UK), GTE, Harris Corporation, Harnischfeger Mining, Harvey Hubbel, Hasbro, Henry Crown Industries, Hoechst (Germany), IBM, ITT, Johnson & Johnson, Koç Holdings (Turkey), Lafarge, LG Electronics, MagRabbit, MeadWestvaco, Merrill-Lynch, Miles Laboratories, NASA, The Nature Conservancy (US and Canada), NEC, Nestlé (Switzerland), Nissho Iwai, Rand Corporation, Raytheon, Rolls-Royce (UK), Siemens (Germany), Simon Pearce Glass, Smith-Barney, Southern New England Telephone, Timken Aerospace, Sterling Pharmaceuticals (Australia), Syntex, Toyota, Travelers Insurance, UNICEF, United Technologies, US Air Force, US Department of Agriculture, US Department of Commerce, US Department of the Interior, US Postal Service, Varian, Wachovia Bank, Warner-Lambert, and Williams Holdings, plc. (UK).
