HBSP (USA)
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Negotiating the Spirit of the Deal (Spanish version)
Fortgang, Ron S.; Lax, David A.; Sebenius, James K.Article HBS-R0302EStrategyThis 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. Most experienced negotiators are comfortable working out the terms of an economic contract--they bargain for the best price, haggle over equity splits, and finesse detailed exit clauses. Yet these same seasoned professionals spend so much time ironing out the lette...Starting at €8.20
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Deal Making 2.0: A Guide to Complex Negotiations
Lax, David A.; Sebenius, James K.Article HBS-R1211G-EMost big deals--megamergers, major sales, infrastructure projects--are built on a series of smaller ones. Each component deal presents a tactical challenge, but sequencing the parts in a way that achieves the target outcome is a strategic challenge that can unfold over months or years. This process, which the authors call a negotiation campaign, must generally be conducted on several fronts, each involving multiple parties. A multifront campaign ...Starting at €8.20
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Latvia: Economic Strategy after EU Accession, Teaching Note
Porter, Michael E.; Ketels, Christian H.M.Teaching Note HBS-707524-EEconomicsTeaching note to 707515.Starting at €0.00
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Three Decades of Cluster Policy in Catalonia: What's Next?
Ketels, Christian H.M.Case HBS-724404-EEconomicsThe case profiles the development of cluster-based economic development activities in Catalonia, one of Spain's most prosperous region's, over the last thirty years. It describes the evolution of these activities between 1990 and 2022 and puts these changes into the context of the broader evolution of Catalonia's economy. The case is targeted at students that want to understand the nature of cluster-based economic policies, either fro...Starting at €8.20
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The Basque Country: Strategy for Economic Development, Teaching Note
Porter, Michael E.; Ketels, Christian H.M.Teaching Note HBS-717462-EStrategyTeaching note for case 713474.Starting at €0.00
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Playing the Whole Game (Spanish version)
Lax, David A.; Sebenius, James K.Article HBS-R0311DStrategy1-D negotiators focus on improving their interpersonal skills at the negotiating table, and 2-D negotiators focus on diagnosing underlying sources of value in a deal and then recrafting the terms to satisfy all parties. In this article, the authors explore the often-neglected third dimension. Instead of just playing the game at the bargaining table, 3-D negotiators reshape the scope and sequence of the game itself to achieve the desired outcome....Starting at €8.20
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European Integration: Meeting the Competitiveness Challenge, Teaching Note
Porter, Michael E.; Ketels, Christian H.M.Teaching Note HBS-717461-EStrategyTeaching note for case 714405.Starting at €0.00
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Estonia: Transition, EU Membership, and the Euro
Porter, Michael E.; Ketels, Christian H.M.; Solvell, OrjanCase HBS-713479-EStrategyThe case discusses the economic development of Estonia, covering specifically the period from regaining independence from the Soviet Union in 1991 until 2015. It tracks the process from the initial transition towards a market economy to becoming an EU member country, including the 2007 crisis and the government's response to it. The overall performance of the economy, the profile of its key clusters, and the quality of its business environment in...Starting at €8.20
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Vietnam: Sustaining the Growth of an Asian Tiger
Porter, Michael E.; Ketels, Christian H.M.Case HBS-713480-EStrategyThe case tracks Vietnam's economic policy choices and performance from the end of the Vietnam war to the Doi Moi economic reforms and the economic transformation that followed. Throughout this period, the country had become a darling of the international aid community. As the country was preparing for the 2011 Party Congress, however, signs of growing economic frictions were becoming increasingly visible. The case closes by setting the scene for ...Starting at €8.20
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New York City: Bloomberg's Strategy for Economic Development
Porter, Michael E.; Ketels, Christian H.M.; Ramirez-Vallejo, JorgeCase HBS-714404-EStrategyTraces the economic development of New York City from its founding in the 17th century through 2012. Focuses on the decisions made by New York City officials, past and present, highlighting the challenges of economic development at the city level. Enables deep examination of the interdependence and interrelation of economic policies at the city, state and federal level, and explores the role of economic and cluster performance. Detailed historica...Starting at €8.20