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General Instructions (Spanish version)
Larkin, Ian I.; Movius, HallamCase HBS-918S24StrategyV-Cola is a six-party exercise that simulates a negotiation between a boutique advertising agency and a beverage company that is launching a new product. Each of the six parties has different incentives and information, which leads to a complex, realistic simulation about agency issues, misaligned incentives, and the (mis)use of contingent contracts.Starting at €8.20
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Confidential Instructions for Mark Ketting Chief Marketing Officer, Trek Beverages (Spanish version)
Larkin, Ian I.; Movius, HallamCase HBS-918S28StrategyThis is information for one of the six roles to be used in the V-Cola negotiation exercise. Please see V-Cola General Instructions (912043) and Teaching note (912042) for full information.Starting at €8.20
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Assess Current Challenges and Opportunities: The Role of Assessment in Successful Negotiation
Movius, Hallam; Susskind, LawrenceBook Chapter HBS-3258BC-EThis chapter explains the current state of play in an organization in terms of negotiation issues, challenges, stakeholders, processes and outcomes. The authors' program introduces a criteria assessment key that will help organizations develop their own successful negotiation practice. This chapter was originally published as chapter 3 of "Built to Win: Creating a World-Class Negotiating Organization."Starting at €8.20
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Ending with the Start in Mind: What the Individual Can Do to Build a World-Class Negotiating Organization
Movius, Hallam; Susskind, LawrenceBook Chapter HBS-3260BC-EThe time has come to stop paying for endless negotiation skills training and to help organizations implement the practices required to negotiate more effectively. This chapter looks at specific ways in which individual negotiators inside a company, organizational leaders, and HR professionals can-on their own-initiate efforts to build winning companies. Through short case studies and detailed criteria, the authors demonstrate how these individual...Starting at €8.20
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Sustain Your New Competitive Advantage: Don't Celebrate the Success of Your Negotiation Too Soon
Movius, Hallam; Susskind, LawrenceBook Chapter HBS-3261BC-EOnce a solid foundation of negotiation capability has been established, it is easy for an organization to count its successes and then release the pressure on developing and maintaining negotiation skills. According to the authors, however, no change or learning initiative should be considered a complete success unless it can be shown to impact metrics that matter to the organization. Once new ways of doing things have been established, champions...Starting at €8.20
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Negotiation Checklists: Preparation, Value-Creation, and Implementation Checklists
Movius, Hallam; Susskind, LawrenceBook Chapter HBS-3263BC-EThis chapter contains three checklists: a negotiations preparation checklist with a series of questions every negotiator should review with key stakeholders before meeting with a negotiating partner; a value-creation checklist that suggests analytical sources of value creation; and an implementation checklist that suggests ways to reduce and address both surprises and conflicts in the future. This chapter was originally published as appendix c of...Starting at €8.20
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Genset--1989 (Spanish version)
Gompers, Paul A.; Burroughs, Amy L.Case HBS-202S04FinanceDiscute la estrategia puesta en marcha en el grupo electrógeno, una empresa de biotecnología francesa. Pascal Brandys, un capitalista de riesgo, y Marc Vasseur, un científico francés que conduce, debe decidir cómo proceder. opciones reales futuros son fundamentales para la estrategia.Starting at €8.20
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edocs, Inc. (B2): Jonathon Guerster (Spanish version)
Gompers, Paul A.Case HBS-212S15FinanceSupplements the (A) case.Starting at €8.20
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Shenzhen Capital Group
Gompers, Paul A.; Chen, Shaohui; Lin, Jessie; Ling, ShelleyCase HBS-211029-EFinanceHaitao Jin, Chairman of Shenzhen Capital Group Co., Ltd. ("SCGC") and Wanshou Li, President of the SCGC must decide how to continue to grow their venture capital/private equity firm in China. SCGC is a premier VC/PE fund in China and a pioneer of the Government Sponsored Fund (GBF) structure. The firm had grown to RMB 20 billion in just ten years and had funds in 29 different cities across China. As competition for investments becomes more intens...Starting at €8.20
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Bain Capital: Outback Steakhouse
Gompers, Paul A.; Mugford, Kristin; Kim, J. DanielCase HBS-212087-EFinanceBain Capital had purchased Outback Steakhouse in 2007 and despite the myriad initiatives to improve operations, the financial collapse in 2008 threatened the company's ability to meet its loan covenants. Outback's performance steadily declined throughoutStarting at €8.20