Horacio Falcao

Professor of Management Practice
Five high school students are lured into working at a logistics warehouse for what they consider a high salary for their first job. After they start, their dreams are shattered. Over the next four months the workplace reality transforms into a nightmare.

Published 25 Mar 2019

Reference 6444

Topic Leadership & Organisations

Region Global

View case
Five high school students are lured into working at a logistics warehouse for what they consider a high salary for their first job. After they start, their dreams are shattered. Over the next four months the workplace reality transforms into a nightmare.

Published 25 Mar 2019

Reference 6444

Topic Leadership & Organisations

Region Global

View case
Five high school students are lured into working at a logistics warehouse for what they consider a high salary for their first job. After they start, their dreams are shattered. Over the next four months the workplace reality transforms into a nightmare.

Published 25 Mar 2019

Reference 6444

Topic Leadership & Organisations

Region Global

View case
Five high school students are lured into working at a logistics warehouse for what they consider a high salary for their first job. After they start, their dreams are shattered. Over the next four months the workplace reality transforms into a nightmare.

Published 25 Mar 2019

Reference 6444

Topic Leadership & Organisations

Region Global

View case
In this case, executives from a movie studio and a talent agency representing a (past his prime) movie star discuss their new project, the latest in a very successful film franchise which has declined in prestige over the last couple of installments.

Published 19 Dec 2018

Reference 6373

Topic Leadership & Organisations

Industry Motion Pictures and Film Media Production

Region North America

View case
In this case, executives from a movie studio and a talent agency representing a (past his prime) movie star discuss their new project, the latest in a very successful film franchise which has declined in prestige over the last couple of installments.

Published 19 Dec 2018

Reference 6373

Topic Leadership & Organisations

Industry Motion Pictures and Film Media Production

Region North America

View case
This 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.

Published 05 May 2018

Reference 5977

Topic Leadership & Organisations

Region South America

View case
This 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.

Published 05 May 2018

Reference 5977

Topic Leadership & Organisations

Region South America

View case
This 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.

Published 11 Dec 2017

Reference 5977

Topic Leadership & Organisations

Region South America

View case
This 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.

Published 11 Dec 2017

Reference 5977

Topic Leadership & Organisations

Region South America

View case
This two-party case is designed to teach negotiation within the context of turnaround management, stakeholder management, change management or public sector negotiation.

Published 22 Jul 2016

Reference 6211

Topic Leadership & Organisations

Industry Railroad Manufacture

Region Asia

View case
Negotiation