Darden University of Virginia (USA)
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The Canons of Rhetoric
Moriarty, BrianTechnical Note DARDEN-BC-0264-EKnowledge and CommunicationThis technical note is employed in MBA, executive education, and undergraduate courses that cover the art of persuasion. It is used in the core Management Communication course at Darden. Employing the canons of rhetoric devised by Aristotle and his classical contemporaries, the objective of the note is to provide students with a clear and usable map to guide them as they seek to understand the dynamics involved in persuading others. Persuasion is...Starting at €8.20
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Leadership Voice and Style
Moriarty, BrianTechnical Note DARDEN-BC-0265-EKnowledge and CommunicationThis technical note is used in management communications or strategic communication courses in MBA or executive education programs where students are learning to develop their ability to persuade others through oral and written communication. It includes a framework for assessing the various skill sets that characterize accomplished communicators and guidance for both extroverts and introverts on refining their particular leadership voice and sty...Starting at €8.20
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Wausau Equipment Company: A Lean Journey (C)
Landel, Robert D.; Gruia, SorinCase DARDEN-OM-1383-EService and Operations ManagementThis file contains slides that show the elements chosen by the senior management and consultants to reengage and relaunch the lean journey at Wausau Equipment Company, following its original failed implementation and necessitated by implementation and acceptance problems at the management level. A teaching note (OM-1354TN) is available.Starting at €5.74
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Lac Leman Festival de la Musique (A)
Bodily; Samuel E.; Jenkins; RobertCase DARDEN-QA-0707-EDecision AnalysisThe organizers of a music festival may use video from the Friday concert to create a DVD to sell to those who come to the Saturday concert. Attendance on Saturday is uncertain; as is the percentage of those who attend on Saturday who will buy the DVD. Is this a good project? If so; what number of DVDs should be burned early Saturday morning and offered for sale at that evening's performance? By that time; Friday attendance is known; as well as wh...Starting at €8.20
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Lac Leman Festival de la Musique (B)
Bodily; Samuel E.; Jenkins; RobertCase DARDEN-QA-0708-EDecision AnalysisThe organizers of a music festival may use video from the Friday concert to create a DVD to sell to those who come to the Saturday concert. Attendance on Saturday is uncertain; as is the percentage of those who attend on Saturday who will buy the DVD. Is this a good project? If so; what number of DVDs should be burned early Saturday morning and offered for sale at that evening's performance? By that time; Friday attendance is known; as well as wh...Starting at €5.74
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You Can't Tell Anyone (B)
Gentile, Mary; Moriarty, BrianCase DARDEN-OB-1406-ELeadership and People ManagementThis case set is part of the Giving Voice to Values (GVV) curriculum. To see other material in the GVV curriculum, please visit http://store.darden.virginia.edu/giving-voice-to-values. Tom Patton is the head of internal communication at a cybersecurity company, RothBabbitt Cyber (RothBabbitt), which was the victim of a significant cyberattack. After informing Patton about the situation, his supervisor, Chief Communication Officer Lucille Givens...Starting at €5.74
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Hedge Fund Pitch and Persuasion (B)
Moriarty, Brian; Maiden, Stephen E.Case DARDEN-BC-0273-EKnowledge and CommunicationThis field-based case uses the experiences of an equity analyst at his first job post–MBA to explore challenges of persuading a boss to support an action that the analyst determined would benefit the firm. In the A case, Fred Hill had been at his job for two years and believed he had come across a fresh idea—a long stock position in J. C. Penney (JCP). The company was misunderstood by the market, had a catalyst, and the valuation was cheap, all t...Starting at €5.74
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Hedge Fund Pitch and Persuasion (A)
Moriarty, Brian; Maiden, Stephen E.Case DARDEN-BC-0272-EKnowledge and CommunicationThis field-based case uses the experiences of an equity analyst at his first job post–MBA to explore challenges of persuading a boss to support an action that the analyst determined would benefit the firm. In the A case, Fred Hill had been at his job for two years and believed he had come across a fresh idea—a long stock position in J. C. Penney (JCP). The company was misunderstood by the market, had a catalyst, and the valuation was cheap, all t...Starting at €8.20
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Storytelling in Business
Moriarty, BrianTechnical Note DARDEN-BC-0278-EKnowledge and CommunicationStorytelling is a crucial skill that leaders use in a variety of business situations. Accomplished leaders employ storytelling to improve interpersonal relationships, communicate strategy, and build culture. From an operations perspective, storytelling is a skill that empowers leaders to create common ground among teams, unleash the drive and passion of their people, and share a vision for the future. Likewise, storytelling plays a vital role in...Starting at €8.20
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Presenting in Teams
Moriarty, BrianTechnical Note DARDEN-BC-0279-EKnowledge and CommunicationMost MBA internships conclude with a presentation where you detail the results of your major summer project. A lot is riding on your performance—namely, whether or not you receive a job offer. The success of your presentation, however, does not rest solely upon your delivery. It is more accurate and beneficial to think of your performance as the earned result of completing the deliberate three-part process of planning, practicing, and presenting....Starting at €8.20