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Oxipouco - An Endangered Species Resource Negotiation (A): SuperPharma - Confidential Instructions (Portuguese Version)
Falcao, HoracioCase INSEAD-5977APT-PPLeadership and People ManagementThis two-party negotiation is an ideal introductory negotiation role-play to raise issues of assumptions, win-win/win-lose, competition/collaboration, interests/positions, single-/multi-issue, positions/options. Two companies, SuperPharma and PharmaCaring, both want to buy 10,000 rare Oxipouco fruits, which contain different compounds. Students tend to focus on the fruits rather than on the compounds.Starting at €8.20
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Oxipouco - An Endangered Species Resource Negotiation (B): PharmaCaring - Confidential Instructions (Portuguese Version)
Falcao, HoracioCase INSEAD-5977BPT-PPLeadership and People ManagementThis two-party negotiation is an ideal introductory negotiation role-play to raise issues of assumptions, win-win/win-lose, competition/collaboration, interests/positions, single-/multi-issue, positions/options. Two companies, SuperPharma and PharmaCaring, both want to buy 10,000 rare Oxipouco fruits, which contain different compounds. Students tend to focus on the fruits rather than on the compounds.Starting at €5.74
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Coaching at Banco Azucarero de Cali (BAC) (A) (Portuguese Version, Portugal)
Susaeta Erburu, Lourdes; Serrano, Germán; Pin Arboledas, José Ramón; Cardona Soriano, PabloCase DPO-34-PPLeadership and People ManagementThis case presents two complementary themes: the management by competencies interview and management coaching. The case is set in a bank. In case (A) the area director undergoes his first 180º evaluation, and has to make a self-assessment. His results and the pasive role of his own coach are discussed.Starting at €8.20
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Coaching at Banco Azucarero de Cali (BAC) (B) (Portuguese version, Portugal)
Susaeta Erburu, Lourdes; Serrano, Germán; Pin Arboledas, José Ramón; Cardona Soriano, PabloCase DPO-35-PPLeadership and People ManagementIn Case (B), the area manager - and new coach - takes on the evaluation interview and professional development plans of two branch managers - coachees - one with high potential and the other with limited perspectives in the bank. The exhibits show the evaluation tools used: the 180º Evaluation Chart and the "Spiders", which show the competency profiles.Starting at €5.74