This website uses technical, customisation and analytical cookies, both first-party and third-party, to anonymously facilitate browsing and analyse statistics on use of the website. Learn more
Search results
-
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
-
Rudolf Schwarz at Ariadna AG
Stein, Guido; Pereira J.; Pin Arboledas, José RamónCase DPO-96-ELeadership and People ManagementRudolf Schwarz is director of institutional customers at Ariadna AG, a leading German telecommunications company owned by GB Telecom, the London-based industry leader. Rudolf's career to date has been very successful, earning him international accolades and customer recognition, though not without some friction with bosses and subordinates. The company has appointed a coach to prepare Rudolf for what could be his big opportunity: responsibility f...Starting at €8.20
-
Ambar: From a Guild Mentality to "Liquid Lawyers"
Stein, Guido; Stein, JaimeCase DPO-730-EInnovation and Change, Leadership and People Management, StrategyAs of October 2020, the internal teams were closed and running smoothly, with 60 attorneys covering all areas of business law practice. But this was only the beginning. Manuel Deó and Rosa Espín knew that there were bigger challenges ahead for their "on-demand" law firm that was challenging predominant business models in the sector. They were busy managing projects with their sixty lawyers, and wondered how it would be when there were two hundre...Starting at €8.20
-
Jesús de Benito at S&P (B): The sale and subsequent integration in Gedas
Stein, Guido; Vázquez- Dodero, Juan CarlosCase ASN-54-EBusiness Ethics and Corporate Social Responsibility, EntrepreneurshipJesús decided to sell the company. Due diligence started in February 2000. The first predictions suggested that the deal would be closed in the fall, as the German partners had to give its approval. Jesús urged the buyer to speed up the process, as, according to him, the company was completely sound, with no debt or hidden liabilities. He faced the future without neglecting the commitment he had acquired to a workforce that had helped him get to ...Starting at €5.74
-
Jesús de Benito en S&P (C): Outcome
Stein, Guido; Vázquez- Dodero, Juan CarlosCase ASN-55-EBusiness Ethics and Corporate Social Responsibility, EntrepreneurshipIn April 2004 Jesús received 15%, instead of the 50% of the selling price that had been deferred. Although under his contract Jesús could be dismissed because of poor company performance, he remained in his post. The two months he was off work on account of an accident gave him time to think. Lately there had been further setbacks: the business was not going according to plan and the financial situation in Gedas had got more complicated. Jesús th...Starting at €5.74
-
House for Sale: The Seller
Stein, Guido; Bergareche Sans, BorjaCase NEG-42-EInnovation and Change, Leadership and People ManagementYou are married with three children, your wife is seven months pregnant, and you live in a commodious three-bedroom apartment. Your wife's family lives outside town but often visits you. When this happens, the apartment is overcrowded. For obvious reasons, to improve your family situation, you plan to move out of your current apartment, and the new house that you purchased two years ago, which is under construction, will soon be ready for occupat...Starting at €8.20
-
Business Culture in the Incorporation of a New Executive
Ortiz, Alberto; Cuadrado, Marta; Stein, GuidoTechnical Note DPON-125-ECorporate Governance, Innovation and Change, Leadership and People ManagementToday there are any number of research articles and books for executives that reflect on the importance of culture within companies. However, there are not so many that focus on how this culture affects the process when an executive is starting a new job. Experience tells us that trying to change the culture is no easy task, nor is it free of risk. It also shows us that, by using the right tools, culture can become an effective weapon to help the...Starting at €8.20
-
Eye Care Multifocal Lenses: Information for the Business Manager
Cebrecos, Enrique; Stein, GuidoCase E-128-EMarketing, Service and Operations ManagementOn Monday January 12, 2009 the medical director of Buenavista, had just made a telephone call to Alejandro asking for a quotation for 4,000 DifraCare multifocal lenses and 8,000 MonoCare monofocals. After months of careful preparation, Alejandro Lanzagorta, a Business Manager at Eye Care, the market leader in the development and marketing of ophthalmic products was at last going to be able to sit down and negotiate with Dr. Rud Mackay, the medica...Starting at €8.20
-
360º Evaluation: More Than a Technique
Rábago, Eduardo; Stein, GuidoTechnical Note DPON-112-EInnovation and Change, Leadership and People ManagementMany companies aim to provide more detailed information to employees beyond that which is provided directly by their superiors. This aim is often formalized through 360° feedback techniques and processes. The use of these techniques proves that this information can be applied for more than merely facilitating individual development, and raises the question about whether they can also serve for operational decision making. The objective of this...Starting at €8.20
-
BBVA: A Different Communication Strategy
Plaza, Salvador; Villoch, Ignacio; Pin Arboledas, José Ramón; Stein, GuidoCase M-1272-EEntrepreneurship, Knowledge and CommunicationBBVA's communications department, led by Gregorio Panadero, decided to get involved with branded content as a way of spreading the company's image. Initiatives including lending its name to sports competitions (The League), sponsorship of world-class sports competitions (the NBA), and production of a web series and movie serve as examples to date. Gregorio Panadero was pleased with the development of this new way of communicating. However, at the...Starting at €8.20