Search results
-
Playing the Whole Game (Spanish version)
Lax, David A.; Sebenius, James K.Article HBS-R0311DStrategy1-D negotiators focus on improving their interpersonal skills at the negotiating table, and 2-D negotiators focus on diagnosing underlying sources of value in a deal and then recrafting the terms to satisfy all parties. In this article, the authors explore the often-neglected third dimension. Instead of just playing the game at the bargaining table, 3-D negotiators reshape the scope and sequence of the game itself to achieve the desired outcome....Starting at €8.20
-
Emilio Sastre
Gallo, Miguel Ángel; Mozo, EnriqueCase DG-1007-EStrategyThis case describes some of the directions taken by an MED student in the first few years of his career, following his incorporation into a family group of companies. It explains the process by which he joins the group, the problems he faces with an established manager who he has to work with, his "inclusion" in the family and in the higher levels of power, the birth of his "psychological contract" with the company, and its subsequent repercussio...Starting at €8.20
-
Emilio Sastre
Gallo, Miguel Ángel; Mozo, EnriqueCase DG-1007StrategyEl caso describe las distintas orientaciones por las que atraviesa un alumno del MED en los primeros años de su carrera profesional, tras su entrada en un grupo de empresas familiar. Se relata su proceso de incorporación, sus dificultades con un antiguo directivo en quien tiene que apoyarse, su «inclusión» en la familia y cúpula de poder, el nacimiento de su «contrato psicológico» con la empresa, y la consiguiente repercusión en el planteamiento ...Starting at €8.20
-
Grupo Pires
Gallo, Miguel Ángel; Gallo, R.; Mozo, EnriqueCase DG-1061StrategyPresenta a un grupo de empresas portuguesas de propiedad familiar dedicadas al sector de la confección, y describe la historia del grupo desde sus inicios, con la primera empresa de confección de camisas, hasta el impresionante crecimiento posterior que le ha llevado a ser el mayor grupo empresarial del sector. El caso se sitúa temporalmente después de la muerte repentina del hijo del fundador de la empresa, que estaba a la cabeza del grupo, y se...Starting at €8.20
-
John Branca: Negotiating the Beatles' Northern Songs Catalog (B)
Sebenius, James K.; Green, AlexCase HBS-921010-EStrategyStarting at €5.74
-
Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (A)
Sebenius, James K.; Green, AlexCase HBS-911040-EIn early 2005, Martti Ahtisaari planned negotiations to end the decades-long conflict between Acehnese insurgents and the Indonesian government that had claimed thousands of lives. The "modern" phase of the insurgency by the fighters from the Free Aceh Movement that sought independence from Indonesia had persisted for some 30 years, claiming tens of thousands dead, countless wounded and tortured, as well as economic damage estimated by the World ...Starting at €8.20
-
Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (B)
Sebenius, James K.; Green, AlexCase HBS-911041-EDescribes Martti Ahtisaari's negotiating strategies and tactics along with the results of his efforts to end the decades-long conflict between Acehnese insurgents and the Indonesian government that had claimed thousands of lives.Starting at €5.74
-
Rough Justice: Stuart Eizenstat and Holocaust-Era Asset Restitution (B)
Sebenius, James K.; Green, Laurence A.Case HBS-914026-EThis case carefully traces the process by which Stuart Eizenstat handled the negotiation challenges outlined in "Rough Justice: Stuart Eizenstat and Holocaust-Era Asset Restitution (A)". It describes the outcome of the Swiss negotiations and briefly sketches Eizenstat's subsequent involvement in analogous restitution negotiations in Germany, Austria, France, and Israel.Starting at €5.74
-
Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH (Spanish version)
Sebenius, James K.Case HBS-910S04StrategyIn a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) management role. Challenges include how to set up and implement the most promising sale process, come up with the right deal, and choose the best tactical approach given each...Starting at €8.20
-
John Branca: Negotiating the Beatles' Northern Songs Catalog (A)
Sebenius, James K.; Green, AlexCase HBS-921009-EStrategyIn 1985, pop music superstar Michael Jackson instructed his attorney, John Branca, to make a bid for the Northern Songs music catalog, which contained the songs of the Beatles. In a challenging negotiation with Australian media baron Robert Holmes CourStarting at €8.20