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Cinco estrategias para sumar en las negociaciones
Mehta, KandarpArticle ART-2273Entrepreneurship, Innovation and ChangeDe los pasillos del poder político a los consejos de administración, es fundamental saber manejar bien una negociación. En parte, el fracaso de muchas de ellas se debe a la incapacidad para poner sobre la mesa ofertas creativas e integradoras. La investigación existente muestra que esta habilidad es muy importante para cerrar un trato satisfactorio para ambas partes. Tras analizar 207 negociaciones diádicas realizadas durante un juego de rol, el ...Starting at €8.20
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Five Essential Strategies for Creative Negotiations
Mehta, KandarpArticle ART-2273-EEntrepreneurship, Innovation and ChangeFrom the corridors of political power to the boardroom, the ability to hold your own around the negotiating table is a vital element of success in today's world. Unfortunately, many negotiations end in deadlock. This is partly because many negotiators are unable to come up with creative, integrative deals, which research shows are a significant variable in reaching a conclusion satisfactory to both parties. Using a role-play-based experiment, the...Starting at €8.20
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Road Law (B): El socio Manuel Binio
Stein, Guido; Mehta, Kandarp; Barrachina, AlbertoCase NEG-19Leadership and People Management, StrategyTres socios - dos profesionales y uno estrictamente financiero - deciden crear una sociedad-despacho ?ROADLAW? enfocada en un formato boutique sectorial, con dos áreas de negocio: industria farmacéutica y reestructuraciones. Si bien al principio todo parecía augurar un buen futuro al proyecto, y se preparó un borrador de acuerdo de socios, este nunca llegó a formalizarse, y cuando surgieron los problemas entre los dos socios profesionales, la si...Starting at €5.74
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Road Law (A): El socio Santiago Jover
Stein, Guido; Mehta, Kandarp; Barrachina, AlbertoCase NEG-18Leadership and People Management, StrategyTres socios ?dos profesionales y uno estrictamente financiero? deciden crear una sociedad-despacho ?ROADLAW? enfocada en un formato boutique sectorial, con dos áreas de negocio: industria farmacéutica y reestructuraciones. Si bien al principio todo parecía augurar un buen futuro al proyecto, y se preparó un borrador de acuerdo de socios, este nunca llegó a formalizarse, y cuando surgieron los problemas entre los dos socios profesionales, la situa...Starting at €8.20
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Relic Island: la estrategia de las compañías de transporte en barco (Alma/Banu)
Mehta, Kandarp; Stein, GuidoExercise NEGE-11EntrepreneurshipRelic Island es un ejercicio basado en el dilema del prisionero que pone a prueba el propio juego y las relaciones entre los participantes en diferentes contextos. El ejercicio comienza con un juego de dos participantes en el que, en una fase posterior, pasan a ser cuatro, y sirve para comprobar que éstos entienden la importancia de la confianza en las colaboraciones y de la planificación estratégica a largo plazo.Starting at €8.20
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Relic Island: Instructions for the Ship Operator - Alma/Banu
Mehta, Kandarp; Stein, GuidoExercise NEGE-11-EEntrepreneurshipThe Relic Island is a prisoner´s dilemma exercise that tests prisoner´s dilemma and relationship in different contexts. The exercise starts with a two-player game which evolves into a four-player game and we see that the player realizes importance of trust, belief in collaboration and long term strategic planning.Starting at €8.20
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Relic Island: Instructions for the Bus Operator - Cali/Doya
Mehta, Kandarp; Stein, GuidoExercise NEGE-12-EEntrepreneurshipThe Relic Island is a prisoner´s dilemma exercise that tests prisoner´s dilemma and relationship in different contexts. The exercise starts with a two-player game which evolves into a four-player game and we see that the player realizes importance of trust, belief in collaboration and long term strategic planning.Starting at €8.20
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Word Creator
Mehta, KandarpExercise EE-4-EEntrepreneurship, Innovation and Change, Leadership and People ManagementThe exercise is about Divergent and Convergent thinking. It can be used in any language. It can also be used to highlight the concept of creativity and how people make choices when confronted with many alternatives in the absence of a particular selection criteria.Starting at €8.20
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Tender Greens: Can They Keep the ‘Green’ Promise in Beef Sourcing- Teaching Note
Marilyn Anthony; Neha MittalTeaching Note IVEY-8B21M005-EStrategyTeaching note for product 9B21M005.Starting at €0.00
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Five Essential Strategies for Creative Negotiations (Portuguese Version, Brazil)
Mehta, KandarpArticle ART-2273-PBEntrepreneurship, Innovation and ChangeFrom the corridors of political power to the boardroom, the ability to hold your own around the negotiating table is a vital element of success in today's world. Unfortunately, many negotiations end in deadlock. This is partly because many negotiators are unable to come up with creative, integrative deals, which research shows are a significant variable in reaching a conclusion satisfactory to both parties. Using a role-play-based experiment, the...Starting at €8.20