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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 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 €
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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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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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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 €
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Moral Decision-Making: Reason, Emotion & Luck
Wheeler, Michael A.; Pillemer, JuliannaCaso HBS-910029-EThis extensive note synthesizes current psychological and neuroscientific research on how people make decisions with moral implications. Research summaries and scenarios illustrate critical issues.Desde 8,20 €
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Nonverbal Communication: Distinguishing Truth and Lies, Teaching Note
Wheeler, Michael A.Nota del Instructor HBS-908016-ETeaching note to (908-702).Desde 0,00 €