HBSP (USA)
-
Confidential Role Information for the CEO of Estate One (BUYER) (Spanish version)
Malhotra, DeepakCase HBS-910S09StrategyPresents a two-party negotiation between the executive VP of Pearl Investments and the CEO of Estate One for the sale of real estate in the town of Hamilton.Starting at €8.20
-
Investigative Negotiation (Spanish version)
Malhotra, Deepak; Bazerman, Max H.Article HBS-R0709DStrategyThis article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Negotiators often fail to achieve results because they channel too much effort into selling their own position and too little into understanding the other party's perspective. To get the best deal--or, sometimes, any deal at all--negotiators need to think like dete...Starting at €8.20
-
I Think of My Failures as a Gift (Spanish version)
Lafley, A.G.; Dillon, KarenArticle HBS-R1104FStrategyno winning strategic reason for the acquisition; integrating poorly or too slowly; expecting synergies that didn't materialize; incompatible cultures; company leaders who "couldn't play together in the same sandbox." That analysis led to changes that informed P&G's highly successful acquisition of Gillette in 2005.Starting at €8.20