Search results
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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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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
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Discount and Hawkins Exercise: Confidential Instructions for Landlord (Spanish Version)
Wheeler, Michael A.Case HBS-810S11StrategyEsta simulación implica una negociación entre un desarrollador de bienes raíces y un arrendatario prospectivo en un centro comercial propuesto. Los estudiantes son asignados papeles, dan información confidencial, y se les pidió a tratar de romper el estancamiento sobre el "uso, misiones, y subarrendamiento" cláusula. Para reflexionar los resultados en clase debe ilustrar la posibilidad de generar ganancias conjuntas a través de la negociación bas...Starting at €8.20
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Confidential Information for RIGGS ENGINEERING (Seller) (Spanish version)
Wheeler, Michael A.Case HBS-812S11StrategyThe 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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Learning to Negotiate (Spanish Version)
Wheeler, Michael A.Case HBS-918S20StrategyEsta breve nota introduce al estudiante a los desafíos y recompensas de aprender a ser un negociador más hábil. La negociación requiere la integración de una visión analítica agudo con capacidades de inteligencia emocional.Starting at €8.20