HBSP (USA)
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General Instructions (Spanish version)
Larkin, Ian I.; Movius, HallamCase HBS-918S24StrategyV-Cola is a six-party exercise that simulates a negotiation between a boutique advertising agency and a beverage company that is launching a new product. Each of the six parties has different incentives and information, which leads to a complex, realistic simulation about agency issues, misaligned incentives, and the (mis)use of contingent contracts.Starting at €8.20
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Confidential Instructions for Mark Ketting Chief Marketing Officer, Trek Beverages (Spanish version)
Larkin, Ian I.; Movius, HallamCase HBS-918S28StrategyThis is information for one of the six roles to be used in the V-Cola negotiation exercise. Please see V-Cola General Instructions (912043) and Teaching note (912042) for full information.Starting at €8.20
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Market Research for a New Product Introduction (Brief Case) (Spanish version)
Rangan, V. Kasturi; Yong, SunruCase HBS-412S05Marketingconsumer marketing, market research, new product introduction, and quantitative analysis. TruEarth Healthy Foods, a maker of gourmet pastas, sauces, and meals, wants to build on its successful introduction of fresh whole grain pasta by introducing a similar product concept for pizza. In an increasingly competitive market, TruEarth is focused on beating its competition and wants to act quickly and decisively. The company conducts extensive market...Starting at €8.20
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Launching the Credit Card in Romania (Brief Case) (Spanish version)
Rangan, V. Kasturi; Yong, SunruCase HBS-414S12StrategyWinner of the 2014 Case Centre Award in the category of "Economics, Politics and Business Environment." When students have the English-language PDF of this Brief Case in a coursepack, they will also have the option to purchase an audio version. In 2006, the country manager for Alpen Bank in Romania, Gregory Carle, considers whether to recommend the launch of a credit card business. The firm rejected the idea several years earlier because of poor ...Starting at €8.20
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Andrew Ryan at VC Brakes (Spanish version)
Cespedes, Frank V.; Yong, SunruCase HBS-915S01Leadership and People ManagementAn aftermarket brake component manufacturer, VC Brakes, is bought out by a global automotive parts corporation after the 2008 financial crisis. Unlike its previous parent company, the new owner attempts to change VC Brakes' autocratic management style and finger-pointing culture with a Total Quality Management (TQM) program. Andrew Ryan is a senior manager at VC Brakes. With the guidance of a strong mentor and a reputation as a successful change ...Starting at €8.20
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Meli Marine (Spanish version)
Hamermesh, Richard G.; Yong, SunruCase HBS-414S03StrategyMeli Marina, una empresa de transporte de contenedores, se enfrenta a una decisión estratégica importante después de una oportunidad de adquisición en sí misma ofrece interesantes. Fundada en 1974 por la familia Chang, la empresa con sede en Singapur ha hecho un hueco en el mercado del transporte intra-Asia. Después de años de éxito, la erosión de las condiciones de negocio causaron una crisis financiera y un nuevo CEO, David Tian, se trajeron....Starting at €8.20
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Assess Current Challenges and Opportunities: The Role of Assessment in Successful Negotiation
Movius, Hallam; Susskind, LawrenceBook Chapter HBS-3258BC-EThis chapter explains the current state of play in an organization in terms of negotiation issues, challenges, stakeholders, processes and outcomes. The authors' program introduces a criteria assessment key that will help organizations develop their own successful negotiation practice. This chapter was originally published as chapter 3 of "Built to Win: Creating a World-Class Negotiating Organization."Starting at €8.20
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Ending with the Start in Mind: What the Individual Can Do to Build a World-Class Negotiating Organization
Movius, Hallam; Susskind, LawrenceBook Chapter HBS-3260BC-EThe time has come to stop paying for endless negotiation skills training and to help organizations implement the practices required to negotiate more effectively. This chapter looks at specific ways in which individual negotiators inside a company, organizational leaders, and HR professionals can-on their own-initiate efforts to build winning companies. Through short case studies and detailed criteria, the authors demonstrate how these individual...Starting at €8.20
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Sustain Your New Competitive Advantage: Don't Celebrate the Success of Your Negotiation Too Soon
Movius, Hallam; Susskind, LawrenceBook Chapter HBS-3261BC-EOnce a solid foundation of negotiation capability has been established, it is easy for an organization to count its successes and then release the pressure on developing and maintaining negotiation skills. According to the authors, however, no change or learning initiative should be considered a complete success unless it can be shown to impact metrics that matter to the organization. Once new ways of doing things have been established, champions...Starting at €8.20
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Negotiation Checklists: Preparation, Value-Creation, and Implementation Checklists
Movius, Hallam; Susskind, LawrenceBook Chapter HBS-3263BC-EThis chapter contains three checklists: a negotiations preparation checklist with a series of questions every negotiator should review with key stakeholders before meeting with a negotiating partner; a value-creation checklist that suggests analytical sources of value creation; and an implementation checklist that suggests ways to reduce and address both surprises and conflicts in the future. This chapter was originally published as appendix c of...Starting at €8.20