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Cinco estrategias para sumar en las negociaciones
Mehta, KandarpArticle ART-2273Entrepreneurship, Innovation and ChangeDe los pasillos del poder político a los consejos de administración, es fundamental saber manejar bien una negociación. En parte, el fracaso de muchas de ellas se debe a la incapacidad para poner sobre la mesa ofertas creativas e integradoras. La investigación existente muestra que esta habilidad es muy importante para cerrar un trato satisfactorio para ambas partes. Tras analizar 207 negociaciones diádicas realizadas durante un juego de rol, el ...Starting at €8.20
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Five Essential Strategies for Creative Negotiations
Mehta, KandarpArticle ART-2273-EEntrepreneurship, Innovation and ChangeFrom the corridors of political power to the boardroom, the ability to hold your own around the negotiating table is a vital element of success in today's world. Unfortunately, many negotiations end in deadlock. This is partly because many negotiators are unable to come up with creative, integrative deals, which research shows are a significant variable in reaching a conclusion satisfactory to both parties. Using a role-play-based experiment, the...Starting at €8.20
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Consejos para resolver conflictos en la empresa
Mehta, Kandarp; Ripol, IgnacioArticle ART-3056Leadership and People ManagementMuchos líderes creen ser expertos negociadores por el mero hecho de negociar con frecuencia. Pero negociar mucho no significa necesariamente hacerlo de forma eficaz y, en muchas ocasiones, las dificultades que se presentan durante el proceso pueden impedir llegar a un acuerdo cuando se carece de las habilidades adecuadas. Dado que la mediación es un recurso muy útil para superar estos momentos de bloqueo, conocer las capacidades propias de un med...Starting at €8.20
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5 Ways Managers Can Enhance Their Mediating Skills
Mehta, Kandarp; Ripol, IgnacioArticle ART-3056-ELeadership and People ManagementNegotiating is a skill that every manager needs to master, not only because it can help to solve problems and create value, but because thwarted negotiations undermine value, sap morale, waste resources and even escalate into greater conflict. But there is more to negotiation than just wearing down the other side. The use of mediation in corporate settings yields useful lessons for every manager in resolving disputes and negotiating positive outc...Starting at €8.20
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Excellent Sales Academy Vs. Premium Software: Excellent Sales Academy: Role of Chief Finance Officer (Portuguese Version, Brazil)
Mehta, KandarpExercise NEGE-17-PBAccounting and Control, Business Ethics and Corporate Social Responsibility, Decision Analysis, Leadership and People ManagementExcellent Sales Academy (ESA) Vs Premium Software (PS) is a multiparty, internal-external negotiation exercise. It looks at issues like incentive system, corporate strategy and alignment of personal and organizational goals in the context of a negotiation. The exercise contains four roles. Chief Sales Officer and the Chief Finance Officer of ESA and Chief Finance Officer and Chief Learning Officer of PS. The negotiation exercise includes two nego...Starting at €8.20
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(Water) Public–Private Partnerships: The Economics
Debaere, Peter; Kapral, AndrewTechnical Note DARDEN-GEM-0183-EEconomicsWith frequent water main breaks, leaking pipes, and lead contamination, the water infrastructure of many countries is in bad shape, and improvements are urgent in light of climate change and increasing water stress. Discussion in recent years has focused on the role of private companies in a sector that has traditionally been in public hands. Since the privatization of the United Kingdom’s water infrastructure in the late 1980s, a whole range of ...Starting at €8.20
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Supply, Demand, and Equilibrium: The Algebra
Debaere, PeterTechnical Note DARDEN-G-0592-EKnowledge and CommunicationThis technical note refreshes the algebraic representation of linear demand and supply, how to account for shifting curves, and how to include taxes. This is part of the refresher course in Economics at Darden.Starting at €8.20
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Supply, Demand, and Equilibrium: A Class Experiment
Debaere, PeterTechnical Note DARDEN-G-0593-EKnowledge and CommunicationThis note explains the intuition and analytics behind the class experiment that is commonly called "Trading in a Pit." Following the experiment, we derive supply and demand and discuss market efficiency. This note is part of the refresher course in economics at Darden.Starting at €8.20
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The Effects of Tariffs and Quotas
Debaere, PeterTechnical Note DARDEN-G-0595-EKnowledge and CommunicationThis note discusses the welfare implications of tariffs for consumers, producers, and the government. A brief survey of the state of protectionism in recent years is included.Starting at €8.20
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Zimbabwe: Grappling with Hyperinflation
Debaere, PeterCase DARDEN-G-0599-EKnowledge and CommunicationThis case will lead students to a discussion of the causes and effects of hyperinflation. The link with fiscal deficits is explored, and so is the link with societal changes. The particular focus is on the hyperinflation in Zimbabwe under President Robert Mugabe whose government implemented a controversial land redistribution program. The case can be taught with a class experiment-see teaching note.Starting at €8.20