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Negotiating with the Cuban Sugar Industry (A): No Way Out?
Burger, Christoph; Clawson, James G.Case DARDEN-OB-1019-ELeadership and People ManagementSuitable for MBA, EMBA, GEMBA, and executive education program in coursed on negotiation and intercultural management. This case is based on actual negotiations and data. The scenario has been adjusted and simplified for teaching purposes. The case describes the situation of Philip Fisch, a sales representative of a German midsize engineering company, in his negotiation efforts to close his second deal with Juan Antonio Fajardo Duque, vice minist...Starting at €8.20
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Landau Media
Clawson, James G.; Burger, ChristophCase DARDEN-OB-1048-ELeadership and People ManagementLandau Media provides media monitoring on a subscription basis to measure the impact of corporate communication. CEO and Founder Lothar Landau wonders whether his creation is prepared for the future. On the firm's 15th anniversary, Landau asks himself: Had he built the right organizational architecture? Had he been able to create the most effective organizational culture? What did the future of the media monitoring industry look like? What kind o...Starting at €8.20
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Negotiating with the Cuban Sugar Industry (A), (B), and (C) - Teaching Note
Clawson, James G.; Burger, ChristophTeaching Note DARDEN-OB-1019TN-ELeadership and People ManagementTeaching note for product OB-1019Starting at €0.00
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Landau Media - Teaching Note
Clawson, James G.; Burger, ChristophTeaching Note DARDEN-OB-1048TN-ELeadership and People ManagementTeaching note for product OB-1048Starting at €0.00
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The Myth of the Overqualified Worker
O'Connell, AndrewArticle HBS-F1012C-ELeadership and People ManagementDon't reject those overqualified applicants out of hand. New research shows that overqualified workers tend to perform better than other employees, and they don't quit any sooner.Starting at €8.20
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Marketing CEO Dave Balter on achieving the corporate full Monty (Spanish version)
Balter, Dave; O'Connell, AndrewArticle HBS-F0810FLeadership and People ManagementThe founder and CEO of BzzAgent, a word-of mouth media company, believes strongly in radical corporate transparency. In practice that can mean frank self-examination in his blogs, publicly posting his company's sales presentations, and rotating an executive office space among employees at every level.Starting at €8.20
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Downsizing Lost Its Bad Rap (Spanish version)
O'Connell, AndrewArticle HBS-F0910BLeadership and People ManagementBig companies used to take a big reputational hit over layoffs. That's no longer the case, according to a recent study.Starting at €8.20
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Smile, Don't Bark, in Tough Times (Spanish version)
O'Connell, AndrewArticle HBS-F0911CLeadership and People ManagementNew research indicates that leaders who crack the whip in stressful situations don't get good results.Starting at €8.20
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In the Afternoon, the Moral Slope Gets Slipperier
Kouchaki, Maryam; O'Connell, AndrewArticle HBS-F1405D-ELeadership and People ManagementA new study suggests that as the day wears on, people's tendency to be dishonest goes up.Starting at €8.20
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Hotter Heads Prevail (Spanish version)
O'Connell, AndrewArticle HBS-F0712GLeadership and People ManagementA detached and impassive executive may seem like the corporate decision-making ideal, but people make better choices when they're experiencing intense emotions, according to new research.Starting at €8.20