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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Negotiating the P&G Relationship with Wal-Mart (Spanish version)
Sebenius, James K.; Knebel, EllenCase HBS-908S01StrategyDescribes several internal and external negotiations in the 1980s that led to a significant and growing partnership between Procter & Gamble (P&G) and Wal-Mart. From the perspective of Lou Pritchett, P&G's Vice President of Sales and Customer Development, the unfolding negotiations are described, starting with a canoe trip Pritchett took with Wal-Mart founder Sam Walton. Provides insight into various negotiating situations as well as key lessons ...Starting at €8.20
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Confidential Information for Elcer Products Division President (Spanish version)
Sebenius, James K.; Subramanian, GuhanCase HBS-910S03StrategyIn a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Elcer Divisional management role. Challenges include how to set up and implement the most promising sales process, come up with the right deal, and choose the best tactical approach given each party's role and objectives. This negotiatio...Starting at €8.20
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Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A) (Spanish Version)
Sebenius, James K.; Qian, Cheng (Jason)Case HBS-916S02StrategyEsquel Group, fabricante de camisas de calidad que conduce, intentó negociar asociaciones a largo plazo con los agricultores a menudo explotadas en Xinjiang (China occidental) para adquirir una variedad de algodón superior. Tratando de conseguir una gran cantidad de algodón especialidad de una manera ética y socialmente responsable, Esquel emprendió una importante iniciativa de 2002 para negociar contratos de creación de valor entre sí, los gobie...Starting at €8.20
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Tommy Koh: Background and Major Accomplishments of the Great Negotiator, 2014 (Spanish Version)
Sebenius, James K.; Green, Laurence A.Case HBS-918S15StrategyLogros significativos relacionados con la negociación, de la carrera del Embajador Tommy Koh, de Singapur se destacan en forma breve, junto con elementos de su fondo y su carrera. A la luz de estos logros, Koh fue seleccionado como el ganador del Gran Premio del 2014 negociador, presentado por el Programa de Negociación, un consorcio interuniversitario de la Universidad de Harvard, MIT y Tufts que se basa en la Escuela de Derecho de Harvard. Resú...Starting at €8.20
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Martin Blair (Spanish version)
Stevenson, Howard H.; Roberts, Michael J.Case HBS-915S05EntrepreneurshipMartin Blair es un empresario que por primera vez se basa en su experiencia en la industria de servicio de alimentos para desarrollar dos conceptos de restaurantes diferentes casi al mismo tiempo. Al relatar sus experiencias, revela varias preocupaciones importantes del empresario reflexivo, que van desde la obtención de financiamiento para la construcción de espacios físicos a cabo. Ambos restaurantes tienen éxito, y Blair ahora quiere hacer cre...Starting at €8.20
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John and Andrea Rice: Entrepreneurship and Life
Stevenson, Howard H.; Kraus, Janet; Spence, Shirley M.Case HBS-808042-EEntrepreneurshipThis case is accompanied by a Video Short that can be shown in class or included in a digital coursepack. Instructors should consider the timing of making the video available to students, as it may reveal key case details. The case follows the professional and personal lives of John and Andrea Rice, illustrating the challenge of "juggling" the multiple aspects of life (career, family, community, self) in the pursuit of a personal vision of succes...Starting at €8.20
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Rana Plaza: Workplace Safety in Bangladesh (A)
Quelch, John A.; Rodriguez, MargaretCase HBS-514034-EMarketingOn April 24, 2013 the Rana Plaza factory building collapsed in Dhaka, the capital of Bangladesh. Over 1,100 people were killed in the worst industrial accident since the Union Carbide plant gas leak in Bhopal, India. Most of the victims worked for garment factories, whose primary clients were European, US and Canadian firms. Export contracts to such firms had helped Bangladesh become the world's second largest clothing exporter. Rana Plaza was no...Starting at €8.20
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Cancer Screening in Japan: Market Research and Segmentation
Quelch, John A.; Rodriguez, MargaretCase HBS-514057-EMarketingSince founding CancerScan in 2008, Jun Fukuyoshi and Yoshiki Ishikawa had helped to improve cancer screening rates in Japan. Between 2005 and 2007, awareness of breast cancer in Japan rose from 55% to 70%, but the incidence of breast cancer screenings remained constant. Jun and Yoshiki applied marketing research techniques to increase the screening rate for breast cancer, a disease which killed over 12,000 Japanese women in 2011. Cancer screening...Starting at €8.20
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Vision 2020: Takeda and the Vaccine Business
Quelch, John A.; Rodriguez, MargaretCase HBS-514084-EMarketingTo maximize their effectiveness, color cases should be printed in color. In 2014, Yasuchika Hasegawa was orchestrating the transformation of Takeda from a Japanese pharmaceutical company with a global footprint into a global company with a Japanese heritage. A 33-year veteran of Takeda, Hasegawa-san was appointed president of Takeda in 2003 and chief executive in 2009. By 2013, Takeda was in the midst of implementing its new Vision 2020 plan, a s...Starting at €8.20