General Information What's included Description Learning Objective Modules Videos Related Recommended Reviews

Case

Free

Calor vs Aire: negociación en UCM (equipo Calor)

By Stein, Guido / Mehta, Kandarp / Baschwitz, Alejandro

Es una negociación multivariable para un nuevo proyecto de climaticazión en una Universidad. Calor es una compañía multinacional, líder europeo en el diseño y fabricación de sistemas térmicos. Aire es una compañía multinacional, líder europeo en construcción de grandes instalaciones. El proyecto tiene multiples variables y ofrece una oportunidad de una negociación compleja pero interesante.

Collection: IESE (España)

Ref: NEG-37

Format: PDF

Number of pages: 3

Publication Date: Dec 16, 2022

Language: Spanish, English

What material is included in this case:

Teaching Note Exclusive professors

Other supplements

Description

Year: 2021

Geographic Setting: España

Industry Setting: Construcción, infraestructuras e inmobiliarias

Learning Objective

Este caso es un caso de negociación. El objetivo de caso es enseñar la complejidad en gestión de proyectos de construcción. El caso es útil en mostrar la dichotomía competitiva-colaborativa en una negociación. El caso también es un caso interesante para mostrar diseño de un acuerdo. El caso también ayuda en crear acuerdos contingentes.

Calor vs Aire: negociación en UCM (equipo Calor)

Options of use

Number of copies

- +

As low as €0.00 Regular Price €8.53

Are you interested in this product?

Add it to your favourites so that your institution can purchase it.

You'll be able to order once your profile has been validated.

Add to wishlist

Leave your rating
"Calor vs Aire: negociación en UCM (equipo Calor)"

To leave a comment you must Sign in or register

Register for free with IESE Publishing and enjoy all the advantages

What type of account do you want to create?

Choose account type

Professors

You will find the material that best suits you to design your courses, in different formats and up to 7 languages, so that it adapts to the teaching methodology of your preference at all times.

Preview the full content before purchasing. You will also have free access to the teaching notes.

Create whishlists and share them easily with your academic institution and/or colleagues.

Academic Institutions

Take advantage of the discount for registered institutions and save money with a platform that offers the best collections, agile purchase process and personalized customer service.

In addition, we have various types of agreements to adapt to the specific needs of each institution.

Visit our licenses page and contact us for further information.

Companies

Scalability and Savings: Get automatic discounts and special pricing on purchases of 10 or more units per product.

Customised agreements: Need specific product bundles? We design tailored pricing agreements adapted to your company’s volume and training objectives.

Centralized Management: Control all your department's acquisitions from a single, professional dashboard.

Individuals

Have the content you need to stay updated as a manager with the support of one of the most prestigious business schools in the world.

We select the online courses and articles so that you can continue to be a better leader who generates a positive impact on your company.

We also offer agreements for companies, contact us to know more.

Calor vs Aire: negociación en UCM (equipo Calor)

What material is included in this case:

Description

Learning Objective

Related

Calor vs Aire: negociación en UCM (equipo Calor)

Are you interested in this product?

Do you find it interesting?

Leave your rating "Calor vs Aire: negociación en UCM (equipo Calor)"

Register for free with IESE Publishing and enjoy all the advantages

What type of account do you want to create?

Leave your rating
"Calor vs Aire: negociación en UCM (equipo Calor)"