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The Loft (A): Lessee
Stein, Guido; Mehta, Kandarp; Zapatero, Miguel ÁngelCase E-160-EEntrepreneurshipYour company, a consumer multinational, has transferred you to a subsidiary in another country. Until now, in the ten years you have been with the company, which you joined straight out of university, you had always worked in headquarters. Recently, the national marketing director of a foreign subsidiary retired and the Board of Directors decided to promote you. As you have no family responsibilities, this is a great opportunity and you intend to...Starting at €8.20
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The Loft (B): Lessor
Stein, Guido; Mehta, Kandarp; Zapatero, Miguel ÁngelCase E-161-EEntrepreneurshipYou have taken on the job of renting you daughter's loft apartment. On the morning of the negotiation you got up thinking about what you were going to say that afternoon to a prospective tenant, a foreign manager, who already visited the loft a few weeks ago during a trip to the city, where he is going to be living for a while. On that occasion it was the caretaker of the building who showed the flat, as you had to accompany your wife to the emer...Starting at €5.74
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Europe Insurance and Lama Hotels (A): The Chief Investment Officer of Europe Insurance
Stein, Guido; Mehta, Kandarp; Jimenez, José Manuel; García-Castro, RobertoCase E-174-ECorporate Governance, Decision AnalysisSeguros Europa is a family business group with 70 years' experience as a leading provider of home and life insurance. It has 10 million clients throughout the country and an investment portfolio of ?5 billion, of which approximately 10% is in real estate, including landmark properties and properties in the best areas of the capital and other major cities. The insurance firm distributes its products through numerous brokers and its own agencies, a...Starting at €8.20
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Multiparty Negotiation
Mehta, Kandarp; Stein, GuidoTechnical Note NEGN-4-ELeadership and People ManagementIn a multiparty negotiation, is one where it is frequently difficult to identify who wants what and how to get what we want in this dynamic situation. This document tries seeks to understand and explain what are some of the biggest challenges in multiparty negotiations.Starting at €8.20
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Shere Khan - Buyer
Mehta, KandarpExercise NEGE-1-EDecision Analysis, Leadership and People ManagementThe case is about buying and selling an antique ceramic statuette of Shere Khan, the tiger character from Rudyard Kipling's The Jungle Book.Starting at €8.20
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Negotiating Across Cultures
Mehta, Kandarp; Stein, GuidoTechnical Note NEGN-3-ELeadership and People ManagementThis technical note talks about the nuances of negotiating in a multicultural setting. The note describes the reasons for cultural differences in negotiations. It draws heavily on Jeanne M. Brett's seminal work Negotiating Globally, which in turn draws on research done mainly in cultural psychology.Starting at €8.20
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Negotiating During a Job Interview
Stein, Guido; Mehta, Kandarp; Martín, MiguelTechnical Note NEGN-1-EInnovation and Change, Leadership and People ManagementExperience and research teach us that there tends to be a lot of room for improvement when it comes to approaching the negotiations that take place during the hiring process. Numerous studies have demonstrated that successfully negotiating for a first job has very significant consequences later on in the candidate's career - for example, in economic terms or in terms of speed of promotion. Likewise, companies could get what they need more effecti...Starting at €8.20
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Aire vs Calor: Negotiating at UCM (Team Aire)
Stein, Guido; Mehta, Kandarp; Baschwitz, AlejandroCase NEG-38-EStrategyThe 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.Starting at €8.20
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Relic Island: Instructions for the Ship Operator - Alma/Banu
Mehta, Kandarp; Stein, GuidoExercise NEGE-11-EEntrepreneurshipThe Relic Island is a prisoner´s dilemma exercise that tests prisoner´s dilemma and relationship in different contexts. The exercise starts with a two-player game which evolves into a four-player game and we see that the player realizes importance of trust, belief in collaboration and long term strategic planning.Starting at €8.20
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Relic Island: Instructions for the Bus Operator - Cali/Doya
Mehta, Kandarp; Stein, GuidoExercise NEGE-12-EEntrepreneurshipThe Relic Island is a prisoner´s dilemma exercise that tests prisoner´s dilemma and relationship in different contexts. The exercise starts with a two-player game which evolves into a four-player game and we see that the player realizes importance of trust, belief in collaboration and long term strategic planning.Starting at €8.20