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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Dissension in the Ranks? (A) (Spanish version)
Simons, Robert L.; Weston, Hilary A.Case HBS-102S40Leadership and People Managementhbsp.harvard.edu/jdotStarting 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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Mary Kay Cosmetics, Inc.: Sales Force Incentives (A)
Simons, Robert L.; Weston, Hilary A.Case HBS-190103-EAccounting and ControlDescribes the incentive system by which Mary Kay Cosmetics motivates the sales force of 200,000 independent agents who comprise the firm's only distribution channel. Illustrates the powerful effect on sales-force behavior that results when creative typesStarting at €8.20
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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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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