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Michel Saint-Laurent (C)
Ruizalba, José Luis; Chinchilla, NuriaCase DPO-153-ELeadership and People ManagementPart C.Starting at €5.74
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Negotiating with the Cuban Sugar Industry (C): Philip Fisch
Burger, Christoph; Clawson, James G.Case DARDEN-OB-1021-ELeadership and People ManagementSuitable for MBA, EMBA, GEMBA, and executive education program in coursed on negotiation and intercultural management. This case is based on actual negotiations and data. The scenario has been adjusted and simplified for teaching purposes. The case describes the situation of Philip Fisch, a sales representative of a German midsize engineering company, in his negotiation efforts to close his second deal with Juan Antonio Fajardo Duque, vice minist...Starting at €5.74
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Ignacio Valente (C)
Ruizalba, José Luis; Las Heras, Mireia; Chinchilla, NuriaCase DPO-183-EBusiness Ethics and Corporate Social Responsibility, Leadership and People ManagementGrupo Valente is a family-owned business that owns car dealerships of various brands. A middle manager showed up at work one day with a new car recently purchased from the competitor, showing it off to his buddies. The reason he bought it there is that the other company gave him a better trade-in price for his old car. Although his company had offered him a good deal, he decided to buy from the competition. Ignacio Valente, a partner and sales de...Starting at €5.74
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Ignacio Valente (C)
Ruizalba, José Luis; Las Heras, Mireia; Chinchilla, NuriaCase DPO-183Business Ethics and Corporate Social Responsibility, Leadership and People ManagementEl Grupo Valente es una empresa familiar propietaria de concesionarios de automóviles de varias marcas. Un mando intermedio se presenta un día en el trabajo con un vehículo recién comprado a la competencia haciendo ostentación de este hecho ante sus compañeros. El motivo de la compra es que en otra empresa le han valorado algo mejor el vehículo a entregar como parte del precio de compra. A pesar de que en su empresa le habían dado facilidades, de...Starting at €5.74
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Michel Saint-Laurent (C)
Ruizalba, José Luis; Chinchilla, NuriaCase DPO-153Leadership and People ManagementContinuación de los casos A y B.Starting at €5.74
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Michel Saint-Laurent (A, B y C) - Teaching Note
Ruizalba, José Luis; Chinchilla, NuriaTeaching Note DPOT-26-ELeadership and People ManagementMichel is the CEO of a company. Alexandra, the sales director, is a good worker and meets her targets, but she has a complicated personality that sometimes leads to clashes with co-workers. Michel keeps his distance from her and wants everyone to engage her only at the professional level, because he thinks this is best for everyone. Alexandra has some issues that she needs help with. Michel doesn't know the specifics regarding these issues, and a...Starting at €0.00
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Ignacio Valente (A, B y C) - Nota del intructor
Ruizalba, José Luis; Las Heras, Mireia; Chinchilla, NuriaTeaching Note DPOT-36Business Ethics and Corporate Social Responsibility, Leadership and People ManagementEl Grupo Valente es una empresa familiar propietaria de concesionarios de automóviles de varias marcas. Un mando intermedio se presenta un día en el trabajo con un vehículo recién comprado a la competencia haciendo ostentación de este hecho ante sus compañeros. El motivo de la compra es que en otra empresa le han valorado algo mejor el vehículo a entregar como parte del precio de compra. A pesar de que en su empresa le habían dado facilidades, de...Starting at €0.00
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Michel Saint-Laurent (A, B y C) - Nota del instructor
Ruizalba, José Luis; Chinchilla, NuriaTeaching Note DPOT-26Leadership and People ManagementMichel es el director general de una empresa. Alexandra, la directora comercial, es buena profesional y cumple objetivos, pero tiene una personalidad complicada que le lleva a tener algunos choques con compañeros de trabajo. Michel mantiene la distancia con ella y quiere que todos la traten sólo a nivel profesional, porque piensa que es lo mejor para todos. Alexandra tiene algunos problemas para los que necesita ayuda. Michel desconoce en concre...Starting at €0.00
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Negotiating with the Cuban Sugar Industry (A), (B), and (C) - Teaching Note
Clawson, James G.; Burger, ChristophTeaching Note DARDEN-OB-1019TN-ELeadership and People ManagementTeaching note for product OB-1019Starting at €0.00
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Negotiating with the Cuban Sugar Industry (B): Juan Antonio Fajardo Duque
Burger, Christoph; Clawson, James G.Case DARDEN-OB-1020-ELeadership and People ManagementSuitable for MBA, EMBA, GEMBA, and executive education program in coursed on negotiation and intercultural management. This case is based on actual negotiations and data. The scenario has been adjusted and simplified for teaching purposes. The case describes the situation of Philip Fisch, a sales representative of a German midsize engineering company, in his negotiation efforts to close his second deal with Juan Antonio Fajardo Duque, vice minist...Starting at €5.74