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Cinco estrategias para sumar en las negociaciones
Mehta, KandarpArticle ART-2273Entrepreneurship, Innovation and ChangeDe los pasillos del poder político a los consejos de administración, es fundamental saber manejar bien una negociación. En parte, el fracaso de muchas de ellas se debe a la incapacidad para poner sobre la mesa ofertas creativas e integradoras. La investigación existente muestra que esta habilidad es muy importante para cerrar un trato satisfactorio para ambas partes. Tras analizar 207 negociaciones diádicas realizadas durante un juego de rol, el ...Starting at €8.20
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Five Essential Strategies for Creative Negotiations
Mehta, KandarpArticle ART-2273-EEntrepreneurship, Innovation and ChangeFrom the corridors of political power to the boardroom, the ability to hold your own around the negotiating table is a vital element of success in today's world. Unfortunately, many negotiations end in deadlock. This is partly because many negotiators are unable to come up with creative, integrative deals, which research shows are a significant variable in reaching a conclusion satisfactory to both parties. Using a role-play-based experiment, the...Starting at €8.20
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Consejos para resolver conflictos en la empresa
Mehta, Kandarp; Ripol, IgnacioArticle ART-3056Leadership and People ManagementMuchos líderes creen ser expertos negociadores por el mero hecho de negociar con frecuencia. Pero negociar mucho no significa necesariamente hacerlo de forma eficaz y, en muchas ocasiones, las dificultades que se presentan durante el proceso pueden impedir llegar a un acuerdo cuando se carece de las habilidades adecuadas. Dado que la mediación es un recurso muy útil para superar estos momentos de bloqueo, conocer las capacidades propias de un med...Starting at €8.20
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5 Ways Managers Can Enhance Their Mediating Skills
Mehta, Kandarp; Ripol, IgnacioArticle ART-3056-ELeadership and People ManagementNegotiating is a skill that every manager needs to master, not only because it can help to solve problems and create value, but because thwarted negotiations undermine value, sap morale, waste resources and even escalate into greater conflict. But there is more to negotiation than just wearing down the other side. The use of mediation in corporate settings yields useful lessons for every manager in resolving disputes and negotiating positive outc...Starting at €8.20
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Tata Motors Limited: Ratan's Next Step
Biladeau, Andrew; Yemen, Gerry; Lenox, Michael; Harris, Jared D.Case DARDEN-S-0184-EStrategySuitable for MBA, EMBA, and executive education programs, this case uses Tata Motors' move to acquire Jaguar Land Rover (JLR) from Ford to analyze a growth-through-acquisition strategy. It offers a discussion about the firm’s overall strategy to acquire instead of growing organically. The case begins when Ratan Tata, chairman of Tata Motors, unveils the world’s cheapest car—the Nano. He had challenged the people around him to design and produce...Starting at €8.20
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Caprica Energy and Its Choices
Harris, Jared D.; Bodily, Samuel E.; Mead, Jenny; Adolphson, Donald; Carmack, Brad; Rogers, JamesCase DARDEN-QA-0765-EDecision AnalysisJane Barrow, CEO of Caprica Energy, must recommend to the board which of three potential "unconventional" natural-gas development sites in different parts of the United States the company should pursue. The case takes place in January 2011, when the "low-hanging fruit" of natural-gas production in the United States had essentially been picked. All three of the potential sites (shale, coalbed methane, and tight sands) would require hydraulic fract...Starting at €8.20
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Fair Play at Chisholm University
Grushka-Cockayne, Yael; Harris, Jared D.; Mead, Jenny; Adams, John; Shankar, MeeraCase DARDEN-QA-0789-EDecision AnalysisChisholm University’s new athletics director must reallocate the athletics budget in its entirety, balancing legal obligations with broader educational and financial goals. A committee appointed to work on this issue had failed to reach consensus due to disagreements about how to comply with Title IX, the law mandating gender parity in all educational offerings, including athletics. The athletics director has the facts organized into an optimizat...Starting at €8.20
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GE Healthcare in India: An (Ultra)Sound Strategy?
Harris, Jared D.; Mead, Jenny; Jain, MayankCase DARDEN-E-0337-EBusiness Ethics and Corporate Social ResponsibilityThis case outlines the dilemma of a president and CEO of GE Healthcare India. Its ultrasound machines were implicated in many cases of prenatal sex determination in a society that favored males, so too few girls were being born with potentially catastrophic results for future Indian society. The CEO knows GE Healthcare´s ultrasound machines were providing excellent medical care for Indians, particularly in rural communities, and that the company ...Starting at €8.20
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Moral Theory and Frameworks
Wicks, Andrew C.; Harris, Jared D.; Parmar, Bidhan L.Technical Note DARDEN-E-0339-EBusiness Ethics and Corporate Social ResponsibilityThis technical note outlines background theories of ethics that are relevant to managerial decision making and develops a framework that managers can use to enhance their ability to make good choices.Starting at €8.20
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Evergreen Enhancement
Harris, Jared D.; Mead, JennyCase DARDEN-E-0381-EBusiness Ethics and Corporate Social ResponsibilityRichard Alpert, senior partner at Evergreen Investments, must decide which of his two best employees to promote to the position of managing VP. He had initially preferred Charlie Pace over Daniel Faraday, but that decision had become less clear-cut when Alpert inadvertently overheard an office conversation and learned that Pace was taking Adderall, a stimulant primarily prescribed for people suffering from attention deficit/hyperactivity disorder...Starting at €8.20