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INSEAD (France)
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Boost M6700 (B): Buyer-Seller Negotiation - Confidential Instructions for Cindy Tan (Spanish)
Falcao Horacio; Jain Kriti; Grover HeatherCase INSEAD-6099BSPEntrepreneurshipThis is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.Starting at €5.74
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Managing Public Opinion in a Crisis: BP CEO Tony Hayward (Portuguese Version)
Duke, Lisa; Quy, Huy; Jarrett, MichaelCase INSEAD-5816PT-PPStrategyBP CEO Tony Hayward (UK) faced intense public scrutiny from many different constituencies in the US in the wake of the oil spill in the Gulf of Mexico. The case focuses on how his words and actions were perceived by the US media and government, and how these perceptions had critical business and personal outcomes. Corporate leaders face the mounting challenge of having to inspire and motivate employees to achieve their business objectives, as wel...Starting at €8.20
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Boost M6700 (A): Buyer Seller Negotiation - Confidential Instructions for John Payne (Spanish)
Falcao Horacio; Jain Kriti; Grover HeatherCase INSEAD-6099ASPEntrepreneurshipThis is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.Starting at €8.20