HBSP (USA)
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Sonia Millar: Negotiating for the C-Suite
Margolis, Joshua D.; Donnellon, AnneCase HBS-920555This case addresses the nuances of gender dynamics and career progression at the top of the organization, where even women who have strong leadership expertise, experience, and alliances with powerful male colleagues still get stuck. Told from the point of view of Sonia Millar, the case explicitly presents two significant challenges:Starting at €8.20
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A la sombra de la ciudad
Donnellon, Anne; Reed, James; Richardson, NicholasCase HBS-408S07Leadership and People ManagementRecorre la historia de un esfuerzo de colaboración para crear una organización para gestionar un proyecto de desarrollo internacional en los barrios pobres de Addis Abeba, Etiopía. Se centra en una serie de graves desacuerdos que se desarrolla varios meses en el proyecto entre los dos directores, una mujer etíope que fundó el proyecto y un empresario británico que es el coordinador del consorcio de donantes. Diseñado para proporcionar 1) un ejemp...Starting at €8.20
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Fixing the Sales Process (Spanish version)
Wheelwright, Steven C.; Schmidt, WilliamCase HBS-412S10Service and Operations ManagementBaria Planning Solutions (BPS) is a consulting firm that specializes in using spend analysis to help companies identify savings through reduced procurement costs and improved supplier performance. Management is concerned about the disappointing performance of the sales team in attaining new clients and renewing existing ones. The Sales directors feel they do not get the help they need from Sales Support to close new deals, while the Sales Support...Starting at €8.20