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Disney (C): The Mouse in Times Square
Wheeler, Michael A.; Levenson, Georgia; Dretler, Thomas D.Caso HBS-898020-EDirección estratégicaDisney's first foray into an urban environment, is the restoration and development of the landmark New Amsterdam Theater in New York's Times Square. Disney must negotiate with the city, state, and various nonprofit organizations focused on the redevelopment of Times Square.Desde 5,74 €
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Disney (A), (B), (C), and (D), Teaching Note
Wheeler, Michael A.; Levenson, GeorgiaNota del Instructor HBS-898022-EDirección estratégicaTeaching Note for (9-898-018), (9-898-019), (9-898-020), and (9-898-021).Desde 0,00 €
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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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Disney (D): The Mouse in Times Square
Wheeler, Michael A.; Levenson, Georgia; Dretler, Thomas D.Caso HBS-898021-EDirección estratégicaSupplements the (C) case.Desde 5,74 €
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Confidential Information for RIGGS ENGINEERING (Seller) (Spanish version)
Wheeler, Michael A.Caso HBS-812S11Dirección estratégicaThe seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis that would apply in any situation--specifically, potential sources of joint gains and the tension between creating and claiming value. While it may be possible to reach a deal on pr...Desde 8,20 €
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Confidential Information for VERICOMP (Buyer) (Spanish version)
Wheeler, Michael A.Caso HBS-812S12Dirección estratégicaThe seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis that would apply in any situation--specifically, potential sources of joint gains and the tension between creating and claiming value. While it may be possible to reach a deal on pr...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 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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Negotiation-360, Debrief Slides
Wheeler, Michael A.Caso HBS-8865DF-EDebrief slides for Negotiation-360 (8865).Desde 8,20 €