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ADR Choices
Wheeler, Michael A.; Sebenius, James K.; Aaron, Marjorie CCaso HBS-908040-ESix different business disputes, all in the shadow of pending litigation, are described. Students are asked to recommend the appropriate method of dispute resolution (mediation, arbitration, mini-trial, etc.) for each one, depending on the circumstances, especially to assess likely barriers to unassisted negotiation.Desde 8,20 €
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Learning to Negotiate
Wheeler, Michael A.Caso HBS-912004-EThis brief note introduces to the student the challenges and rewards of learning to be a more skilled negotiator. Negotiation requires the integration of keen analytic insight with emotional intelligence capabilities.Desde 8,20 €
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Negotiation-360, Teaching Note
Wheeler, Michael A.Nota del Instructor HBS-8866-ETeaching note for Negotiation-360 (8865).Desde 0,00 €
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Negotiation-360, Debrief Slides
Wheeler, Michael A.Caso HBS-8865DF-EDebrief slides for Negotiation-360 (8865).Desde 8,20 €
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Negotiation-360, Play Guide
Wheeler, Michael A.Caso HBS-8865PG-EPlay guide for Negotiation-360 (8865).Desde 8,20 €
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Nest Wealth Asset Management Inc. - Teaching Note
Chuck Grace; Andrew SartaNota del Instructor IVEY-8B17M114-EDirección estratégicaTeaching Note for product 9B17M114.Desde 0,00 €
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Negotiation Strategy: Pattern Recognition Game
Barron, Gregory; Wheeler, Michael A.Caso HBS-908015-EIn negotiation, correctly identifying your counterpart's strategy is vital. Only then can you constructively influence their behavior--or adapt appropriately to what they are doing. This case--and its related computer-based exercise (Negotiation Strategy Simulation)--illuminate how through a thoughtful process of probing and testing, a negotiator may determine whether the other party tends to be cooperative or competitive. The material also demon...Desde 8,20 €
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Duckworth Asset Management Inc.
Chuck GraceCaso IVEY-9B09N021-EFinanzasIn October 2008, the manager of client services at Duckworth Asset Management Inc. (Duckworth), an investment firm headquartered in St. John's, Newfoundland, was preparing for a briefing with Duckworth's vice-president of investments. The vice-president had been fielding several phone calls in the past few weeks, all from clients concerned about the significant drop in global financial markets. Since its June 2008 peak, Canada's S&P/TSX had dropp...Desde 8,20 €
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Freedom's Hedge
Chuck GraceCaso IVEY-9B09N019-EFinanzasIn September 2007, the marketing manager for London Life Insurance Company's (London Life) Freedom Funds was preoccupied by thoughts of his upcoming meeting with London Life's vice-president of Marketing, Individual Retirement and Investment Services. The vice-president was concerned with the past summer's appreciation of the Canadian dollar versus the U.S. dollar. Since March of 2007, the Canadian dollar had appreciated over 10 per cent against ...Desde 8,20 €
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Negotiating with Emotion
Leary, Kimberlyn; Pillemer, Julianna; Wheeler, Michael A.Artículo HBS-R1301G-ESome people are practically phobic about going to the bargaining table. If their minimum needs are met, they'll sign on the dotted line just to end the stress of dealing with people who have different agendas and styles. But that can be an expensive aversion, the authors write. When you're facing an important negotiation, rigorous preparation--running the numbers, scouting the marketplace, developing a Plan B--is essential. But it's only half the...Desde 8,20 €