Toggle Nav
My Cart
English
Español
Menu
Account
  • Log in / Register
    • Language
    English
    Español

    Aire vs Calor: Negotiating at UCM (Team Aire)

    Stein, Guido ; Mehta, Kandarp ; Baschwitz, Alejandro

    English , Spanish

    • Reference: NEG-38-E

    • Year: 2021

    • Number of pages: 3

    • Geographic Setting: España

    • Publication Date: Dec 16, 2022

    • Source: IESE (España)

    • Type of Document: Case

    Grouped product items
    Format Language Reference Use Qty Price
    pdf English NEG-38-E
    As low as €8.20

    You already have a subscription
    To order please contact the person in charge of academic purchases in your university.
    You'll be able to order once your profile has been validated.

    Description

    The case focuses on a multivariable negotiation related to a new heating project to be carried out at a university. Calor is a multinational company that is a European leader in the design and manufacture of heating systems. Aire is a multinational company that is a European leader in the construction of large facilities. The project involves multiple variables and offers an opportunity for a complex but interesting negotiation.

    Related Documents

    Keywords

    collaborative negotiation competitive negotiation dealmaking Negotiation negotiation strategies