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Eye Care (E): A Second Assesment
Cebrecos, Enrique; Stein, GuidoCaso DPO-205-ELiderazgo y Dirección de personasIn February, as usual, Alejandro had his 2009 Global Perfomance and Development meeting with his superior, Tiago de Vasconcelos. His results had been very good: sales growth was 12.5%, reaching 100.3% of budgeted sales, above 98.1% of the business unit. In the new refractive line he had achieved 98%, compared to the average of 87%. Alejandro declared that communication had improved significantly, but even so he was nervous about his meetings with...Desde 5,74 €
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Clínicas Buenavista: Information for the Medical Director
Stein, Guido; Cebrecos, EnriqueCaso E-127-EServicios y operacionesThe following Wednesday Dr. Mackay, medical director and major shareholder in the Clínicas Buenavista was to have a meeting with Alejandro Lanzagorta, Business Manager at Eye Care, to negotiate lens prices for 2009. He had already told him on the phone that the group's buying potential was 4,000 multifocal lenses and 8,000 monofocal lenses so he should make a suitable offer, as they want to finalize the decision as soon as possible. However they ...Desde 8,20 €
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The Loft (A): Lessee
Stein, Guido; Mehta, Kandarp; Zapatero, Miguel ÁngelCaso E-160-EIniciativa emprendedoraYour 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...Desde 8,20 €
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The Loft (B): Lessor
Stein, Guido; Mehta, Kandarp; Zapatero, Miguel ÁngelCaso E-161-EIniciativa emprendedoraYou 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...Desde 5,74 €
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Eye Care Multifocal Lenses: Information for the Business Manager
Cebrecos, Enrique; Stein, GuidoCaso E-128-EMarketing, Servicios y operacionesOn 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...Desde 8,20 €
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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, RobertoCaso E-174-EAnálisis de decisiones, Gobierno corporativoSeguros 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...Desde 8,20 €
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Multiparty Negotiation
Mehta, Kandarp; Stein, GuidoNota técnica NEGN-4-ELiderazgo y Dirección de personasIn 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.Desde 8,20 €
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Millennials and Technology
Stein, Guido; Martín, MiguelNota técnica DPON-138-EInnovación y cambio, Liderazgo y Dirección de personas, Tecnologías de la informaciónDesde 8,20 €
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From Power to Influence
Pin Arboledas, José Ramón; Stein, GuidoNota técnica DPON-70-EÉtica empresarial y Responsabilidad Social Corporativa, Liderazgo y Dirección de personasThis technical note discusses the distance there is between power and using it effectively. It does not aim to produce a theory based on logic, nor systematize a reality, but instead to give a brief description of the phenomenon of power among business people and executives, so as to focus on some strategic thoughts. The authors have tried to condense their own accumulated experiences from working as "Management" professors, executives and busine...Desde 8,20 €
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Effectiveness and Leadership
Stein, GuidoNota técnica DPON-50-ELiderazgo y Dirección de personasAn examination and discussion of the relationship between leadership and effectiveness, starting out from the assumption that leadership and results are bound up together. In the first place it examines the obstacles, principally related to the style of individual management, which a director must overcome to do their job effectively and in order to focus on how to maximize personal and executive effectiveness, and concludes with reflections on w...Desde 8,20 €