HBSP (USA)
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The Book Deal: Confidential Instructions for the AGENT (Spanish Version)
Malhotra, Deepak; Bazerman, Max H.Case HBS-918S19StrategyUna negociación entre dos partes de un agente que representa un nuevo autor y un editor en un gran Publishing Firm. El ejercicio consiste en una negociación 1-tema, de suma cero en relación con el avance de las regalías que el editor va a pagar al autor.Starting at €8.20
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Matthew B. Hunter (Spanish version)
Malhotra, Deepak; Davis, John A.Case HBS-809S15EntrepreneurshipMateo Hunter, director general de una empresa familiar de segunda generación, debe gestionar el rendimiento de un gestor de claves en su compañía. Examina el impacto de las relaciones familiares en la gestión del rendimiento.Starting at €8.20
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Alessi: Evolución de una Planta Italiana de Diseño (B)
Moon, Youngme; Dessain, Vincent; Sjoman, AndersCase HBS-508S10MarketingPara maximizar su eficacia, los casos de color deben imprimirse en color. Desde la década de 1970, el arquitecto y diseñador de renombre mundial, Alessandro Mendini, ha actuado como asesor y consejero de Alessi, el italiano fábrica de diseño de artículos para el hogar. Al discutir el papel de Mendini como director de arte, el caso presenta el lado artístico de Alessi, donde ambiciones de diseño tienen que equilibrarse con las consideraciones come...Starting at €5.74
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Negotiating Effectively in Family Business Systems
Malhotra, Deepak; Davis, John A.Case HBS-807144-ELeadership and People ManagementExplores how families in business can apply five principles of negotiation that are used effectively by non-family members. The distinctive characteristics of family relationships and of family business systems--which affect the use of these principles--are described.Starting at €8.20
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How to Negotiate with VCs
Malhotra, DeepakArticle HBS-R1305F-EVC-entrepreneur partnership agreements often contain flaws that become highly damaging as the parties come up against issues of power, trust, and much more. Yet many of the flaws are systematic and predictable--and hence preventable. The author, a longtime consultant to the VC industry, outlines four recommendations for entrepreneurs sitting down at the table with prospective funders. Understand your leverage. Your leverage is not only a function...Starting at €8.20
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The Book Deal: Confidential Instructions for the AGENT
Malhotra, Deepak; Bazerman, Max H.Case HBS-908051-EA two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a 1-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author.Starting at €8.20
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Name Your Price: Compensation Negotiation at Whole Health Management (B)
Hall, Brian J.; Malhotra, Deepak; Bennett, NicoleCase HBS-908065-EStrategySupplements the (A) case.Starting at €5.74
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Name Your Price: Compensation Negotiation at Whole Health Management (C)
Hall, Brian J.; Malhotra, Deepak; Bennett, NicoleCase HBS-908066-EStrategySupplements the (A) and (B) cases.Starting at €5.74
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Hamilton Real Estate, Teaching Note
Malhotra, DeepakTeaching Note HBS-910037-ETeaching Note for [905052] and [905053].Starting at €0.00
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Strategies of Influence
Malhotra, DeepakTeaching Note HBS-910039-ELeadership and People ManagementInstructor's guide - not available for classroom use. Strategies of Influence (SOI) is a stand-alone session that teaches students about the psychology of persuasion. Students are presented a series of mini-case vignettes, each of which illustrates a specific strategy that negotiators can use to make their ideas, offers, proposals, and requests more compelling-i.e., more likely to elicit a "yes" rather than a "no". The session is designed as an e...Starting at €0.00