HBSP (USA)
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Confidential Information for VERICOMP (Buyer) (Spanish version)
Wheeler, Michael A.Case HBS-812S12StrategyThe seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis that would apply in any situation--specifically, potential sources of joint gains and the tension between creating and claiming value. While it may be possible to reach a deal on pr...Starting at €8.20
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El Profesor Adjunto Graham y Janet Macomber (B)
Christensen, C. RolandCase HBS-303S39Knowledge and CommunicationComplementa el caso (A).Starting at €5.74
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El Profesor Adjunto Graham y Janet Macomber (C)
Christensen, C. RolandCase HBS-303S40Knowledge and CommunicationComplementa el caso (A).Starting at €5.74
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El Profesor Adjunto Graham y Janet Macomber (A)
Christensen, C. RolandCase HBS-303S43Knowledge and CommunicationUn estudiante toma una posición sobre un caso que está en conflicto con las conclusiones de otros estudiantes. El profesor cree que la respuesta del alumno es correcta, pero no indica lo que en clase. Como resultado, el estudiante se retira aún más la participación en clase.Starting at €8.20
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Disney (A): From Disneyland to Disney World, Learning the Art of Land Assembly
Wheeler, Michael A.; Levenson, GeorgiaCase HBS-898018-EStrategyWalt Disney is contemplating sites for a new theme park, building on the success of Disneyland in Anaheim. The focus is on Disney's strategy for land negotiation and acquisition, which is informed by his experience with the Anaheim park.Starting at €8.20
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Disney (D): The Mouse in Times Square
Wheeler, Michael A.; Levenson, Georgia; Dretler, Thomas D.Case HBS-898021-EStrategySupplements the (C) case.Starting at €5.74
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Disney (A), (B), (C), and (D), Teaching Note
Wheeler, Michael A.; Levenson, GeorgiaTeaching Note HBS-898022-EStrategyTeaching Note for (9-898-018), (9-898-019), (9-898-020), and (9-898-021).Starting at €0.00
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Negotiation Strategy: Pattern Recognition Game
Barron, Gregory; Wheeler, Michael A.Case HBS-908015-EIn negotiation, correctly identifying your counterpart's strategy is vital. Only then can you constructively influence their behavior--or adapt appropriately to what they are doing. This case--and its related computer-based exercise (Negotiation Strategy Simulation)--illuminate how through a thoughtful process of probing and testing, a negotiator may determine whether the other party tends to be cooperative or competitive. The material also demon...Starting at €8.20
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ADR Choices
Wheeler, Michael A.; Sebenius, James K.; Aaron, Marjorie CCase HBS-908040-ESix different business disputes, all in the shadow of pending litigation, are described. Students are asked to recommend the appropriate method of dispute resolution (mediation, arbitration, mini-trial, etc.) for each one, depending on the circumstances, especially to assess likely barriers to unassisted negotiation.Starting at €8.20
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Negotiating with Emotion (Spanish version)
Leary, Kimberlyn; Pillemer, Julianna; Wheeler, Michael A.Article HBS-R1301GStrategylack of control, unpredictability, and the absence of feedback. This article includes a six-step warm-up exercise to help you prepare emotionally to negotiate effectively.Starting at €8.20