Search results
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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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Target Media (B)
Horniman, Alexander B.; Kiang, Kyle; Chen, StellaCase DARDEN-OB-0911-ELeadership and People ManagementIn the B case, bitter rivals Yu Feng and Jiang Nanchun decide to merge their two companies. This is an unusual action because both men are successful entrepreneurs who are proud of their individual successes. They both assume that the merger will go smoothly. See also the A (UVA-OB-0910) and C (UVA-OB-0912) cases.Starting at €5.74
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Target Media (C)
Horniman, Alexander B.; Kiang, Kyle; Chen, StellaCase DARDEN-OB-0912-ELeadership and People ManagementThe C case concerns the challenges of postmerger integration. The cultural differences of the two companies and the style differences of the two leaders become issues for the new company, which now has a monopoly in the in-building advertising market, and questions about cultural integration take center stage. See also the A (UVA-OB-0910) and B (UVA-OB-0911) cases.Starting at €5.74
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Lincoln Industries
Horniman, Alexander B.; Venkataraman, S.Case DARDEN-OB-0914-ELeadership and People ManagementWhat are the differences between being a good tactical leader and being a good strategic leader? As he nears retirement, Robert Lincoln muses about his successor at Lincoln Industries. The case describes the backgrounds of four potential successors, all of whom are tactically astute and very competent general managers. Lincoln realizes that the company is at a crossroads and wonders what it would take for his potential successors to graduate from...Starting at €8.20
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Dow Chemical Polyolefins and Elastomers R&D: Sustaining High Performance (Abridged)
Horniman, Alexander B.; Cross, TomCase DARDEN-OB-0918-ELeadership and People ManagementOnce considered a candidate for divesture, Dow Chemical Polyolefins and Elastomers has had 12 successful years in a row. The company has set the standard of excellence for new-product innovation, having launched an average of one new-product line each year with 10 of the 11 launches being a success. After winning awards and receiving recognition for his speed in developing and launching chemical products, the company’s COO now had a new concern t...Starting at €8.20
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Marilyn Carlson Nelson and Transition at Carlson Companies
Horniman, Alexander B.Case DARDEN-OB-0955-ELeadership and People ManagementCarlson Companies is a very successful family-owned enterprise. After years of waiting, Marilyn Carlson Nelson finally assumes leadership of the firm. She makes a number of positive changes and builds the enterprise around the Carlson credo. Much to her dismay, her son is forced to leave the company, and Marilyn must select a new CEO from outside the family. She turns the business over to Hubert Joly and a new chapter begins.Starting at €8.20