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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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Balance-Statement Reporting at Premium Capital Funds (B)
Lopez-Jimenez, Liliana; Orozco, Luis Antonio; Gentile, MaryCase DARDEN-OB-1307-ELeadership and People ManagementThis case is part of the Giving Voice to Values (GVV) curriculum. To see other material in the GVV curriculum, please visit http://store.darden.virginia.edu/giving-voice-to-values. This B case contains a video and a transcript of an interview the case authors conducted with Ricardo Martinez on July 15, 2019, concerning his reflections on the ethical conflict described in the case and what he actually did about it.Starting at €5.74
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Balance-Statement Reporting at Premium Capital Funds (A)
Lopez-Jimenez, Liliana; Orozco, Luis Antonio; Martinez-Gomez, Ricardo Emilio; Gentile, MaryCase DARDEN-OB-1306-ELeadership and People ManagementThis case is part of the Giving Voice to Values (GVV) curriculum. To see other material in the GVV curriculum, please visit http://store.darden.virginia.edu/giving-voice-to-values. In 2009, Ricardo Martinez, management assistant at Premium Capital Investment Advisors (PCIA), was asked to fabricate some of the information to be included in the monthly account balance statements addressed to five shareholders in Premium Capital Funds (Premium), a p...Starting at €8.20
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Programming a "Fairer" System: Assessing Bias in Enterprise AI Products (A)
Gentile, Mary; Krasniansky, AdrianaCase DARDEN-OB-1340-ELeadership and People ManagementThis case is part of the Giving Voice to Values (GVV) curriculum. To see other material in the GVV curriculum, please visit http://store.darden.virginia.edu/giving-voice-to-values. In this case, Timothy Brennan is the founder and CEO of technology company Northpointe, Inc. (Northpointe), and the creator of its flagship software program, COMPAS, an artificially intelligent software tool for US court systems that predicts a defendant’s likelihood t...Starting at €8.20
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Programming a "Fairer" System: Assessing Bias in Enterprise AI Products (B)
Gentile, Mary; Krasniansky, AdrianaCase DARDEN-OB-1341-ELeadership and People ManagementThis case is part of the Giving Voice to Values (GVV) curriculum. To see other material in the GVV curriculum, please visit http://store.darden.virginia.edu/giving-voice-to-values. In this case, Timothy Brennan is the founder and CEO of technology company Northpointe, Inc. (Northpointe), and the creator of its flagship software program, COMPAS, an artificially intelligent software tool for US court systems that predicts a defendant’s likelihood t...Starting at €5.74
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The Information Dilemma (A)
Hoch, Julia; Jain, Sonal; Benavente, Julie Calderon; Akolade-Yilu, Damisola; Castellanos, Laura; Gentile, MaryCase DARDEN-OB-1346-ELeadership and People ManagementThis case is part of the Giving Voice to Values (GVV) curriculum. To see other material in the GVV curriculum, please visit http://store.darden.virginia.edu/giving-voice-to-values. Maria Pérez has been working at IBB, one of the largest investment banksStarting at €8.20
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The Information Dilemma (A) and (B) - Teaching Note
Hoch, Julia; Jain, Sonal; Benavente, Julie Calderon; Akolade-Yilu, Damisola; Castellanos, Laura; Gentile, MaryTeaching Note DARDEN-OB-1346TN-ELeadership and People ManagementTeaching note for product OB-1346Starting at €0.00