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When There Is No Will, Is There a Way
Rajiv Agarwal; Samish DalalCase IVEY-9B13C006-ELeadership and People Management, StrategyThis case examines the mindset of a father who faces a complex situation when his adult son, who works with him in the family business in India, begins pressuring him to make a will. The father’s thought processes are revealed as he tries to understand the reasons behind his son’s motivation. The case explores the issue from the father’s point of view. It examines his hesitation to make a will and the points in favour of doing so.Starting at €8.20
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Indian Steel Limited: Tri-Party Negotiation - The Seller (B)
Samish Dalal; Rajiv AgarwalCase IVEY-9B14C006-EEntrepreneurship, Leadership and People Management, StrategyThis case presents a role play between a buyer, seller and consultant. In January 2012, India Steel Ltd., a successful, family-owned, mid-sized steel manufacturing company headquartered in India but with agents in Europe, the United States and some parts of the Middle East, is about to enter into a negotiation to buy a steel plant owned by Swedish Steel AB, a large Swedish steel company with more than 7,000 employees working in nine production fa...Starting at €5.74
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The Cinnamon Case: Sales Negotiation (Role Play) - (A) The Seller
Samish Dalal; Rajiv AgarwalCase IVEY-9B12C046A-ELeadership and People Management, StrategyThe case presents a role play between a buyer and a seller who must negotiate a price for a perishable but rare commodity. The case covers the dilemma faced by buyers and sellers when they are in possession of limited information but must still attempt to negotiate a best-case scenario for themselves. This case involves the seller and is used with The Cinnamon Case: Sales Negotiation (Role Play) - (B) The Buyer.Starting at €8.20
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Mastering the Management System (Spanish version)
Kaplan, Robert S.; Norton, David P.Article HBS-R0801DStrategyWorld-class processes won't lead to success without the right strategic direction, and the best strategy in the world will get nowhere without strong operations to execute it. In this article, Kaplan, of Harvard Business School, and Norton, founder and director of the Palladium Group, explain how to effectively manage both strategy and operations by linking them tightly in a closed-loop management system. The system comprises five stages, beginn...Starting at €8.20
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The Cinnamon Case: Sales Negotiation (Role Play) - (B) The Buyer
Samish Dalal; Rajiv AgarwalCase IVEY-9B12C046B-ELeadership and People Management, StrategyThe case presents a role play between a buyer and a seller who must negotiate a price for a perishable but rare commodity. The case covers the dilemma faced by buyers and sellers when they are in possession of limited information but must still attempt to negotiate a best-case scenario for themselves. This case involves the buyer and is used with The Cinnamon Case: Sales Negotiation (Role Play) - (A) The Seller.Starting at €5.74
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Indian Steel Ltd: Tri-Party Negotiation - The Buyer (A)
Samish Dalal; Rajiv AgarwalCase IVEY-9B14C005-EEntrepreneurship, Leadership and People Management, StrategyThis case presents a role play between a buyer, seller and consultant. In January 2012, India Steel Ltd., a successful, family-owned, mid-sized steel manufacturing company headquartered in India but with agents in Europe, the United States and some parts of the Middle East, is about to enter into a negotiation to buy a steel plant owned by Swedish Steel AB, a large Swedish steel company with more than 7,000 employees working in nine production fa...Starting at €8.20
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Indian Steel Ltd: Tri-Party Negotiation - The Consultant (C)
Samish Dalal; Rajiv AgarwalCase IVEY-9B14C007-EEntrepreneurship, Leadership and People Management, StrategyThis case presents a role play between a buyer, seller and consultant. In January 2012, India Steel Ltd., a successful, family-owned, mid-sized steel manufacturing company headquartered in India but with agents in Europe, the United States and some parts of the Middle East, is about to enter into a negotiation to buy a steel plant owned by Swedish Steel AB, a large Swedish steel company with more than 7,000 employees working in nine production fa...Starting at €5.74