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Horacio Falcao

Professor of Management Practice of Decision Sciences
Email [email protected]
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CASE STUDY

Springfield Rental (A): Logan Jones, Potential Renter

By  Horacio Falcao,  Rodrigo Gouveia
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The scenario is the rental of a 2-bedroom apartment between the owner and a potential renter. The renter wants to optimize its use of money, and the owner wants to be sure it has a renter they can trust, minimize hassle and time waste, and maximize financial value. There is potential for creating value in several different ways.

    Published 20 Feb 2026

    Reference 6979

    Topic Leadership & Organisations

    Industry Real Estate,  Alternative Dispute Resolution

    Region Other Regions

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    Springfield Rental (A): Logan Jones, Potential Renter

    Add to Cart new

    The scenario is the rental of a 2-bedroom apartment between the owner and a potential renter. The renter wants to optimize its use of money, and the owner wants to be sure it has a renter they can trust, minimize hassle and time waste, and maximize financial value. There is potential for creating value in several different ways.

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      CASE STUDY

      Springfield Rental (B): Avery Kane, Owner

      By  Horacio Falcao,  Rodrigo Gouveia
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      The scenario is the rental of a 2-bedroom apartment between the owner and a potential renter. The renter wants to optimize its use of money, and the owner wants to be sure it has a renter they can trust, minimize hassle and time waste, and maximize financial value. There is potential for creating value in several different ways.

        Published 20 Feb 2026

        Reference 6979

        Topic Leadership & Organisations

        Industry Real Estate,  Alternative Dispute Resolution

        Region Other Regions

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        Springfield Rental (B): Avery Kane, Owner

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        The scenario is the rental of a 2-bedroom apartment between the owner and a potential renter. The renter wants to optimize its use of money, and the owner wants to be sure it has a renter they can trust, minimize hassle and time waste, and maximize financial value. There is potential for creating value in several different ways.

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          CASE STUDY

          Zāyed bin Sultān Āl Nahyān: The Negotiator for the United Arab Emirates (A) - His Brief History

          By  Horacio Falcao,  Anja Merz
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          This case explores the negotiation skills of Sheikh Zayed bin Sultan Al Nahyan, founding father of the United Arab Emirates, as he navigated critical turning points in the federation’s formation.

            Published 23 Jan 2026

            Reference 7049

            Topic Leadership & Organisations

            Industry Government Administration,  Government Relations

            Region Middle-East

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            Zāyed bin Sultān Āl Nahyān: The Negotiator for the United Arab Emirates (A) - His Brief History

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            This case explores the negotiation skills of Sheikh Zayed bin Sultan Al Nahyan, founding father of the United Arab Emirates, as he navigated critical turning points in the federation’s formation.

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              CASE STUDY

              Zāyed bin Sultān Āl Nahyān: The Negotiator for the United Arab Emirates (B) - Selected Negotiations as the Ruler’s Representative of Eastern Abu Dhabi

              By  Horacio Falcao,  Anja Merz
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              This case explores the negotiation skills of Sheikh Zayed bin Sultan Al Nahyan, founding father of the United Arab Emirates, as he navigated critical turning points in the federation’s formation.

                Published 23 Jan 2026

                Reference 7049

                Topic Leadership & Organisations

                Industry Government Administration,  Government Relations

                Region Middle-East

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                Zāyed bin Sultān Āl Nahyān: The Negotiator for the United Arab Emirates (B) - Selected Negotiations as the Ruler’s Representative of Eastern Abu Dhabi

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                This case explores the negotiation skills of Sheikh Zayed bin Sultan Al Nahyan, founding father of the United Arab Emirates, as he navigated critical turning points in the federation’s formation.

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                  CASE STUDY

                  Zāyed bin Sultān Āl Nahyān: The Negotiator for the United Arab Emirates (C) - The Ruler of Abu Dhabi & the UAE Negotiation

                  By  Horacio Falcao,  Anja Merz
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                  This case explores the negotiation skills of Sheikh Zayed bin Sultan Al Nahyan, founding father of the United Arab Emirates, as he navigated critical turning points in the federation’s formation.

                    Published 23 Jan 2026

                    Reference 7049

                    Topic Leadership & Organisations

                    Industry Government Administration,  Government Relations

                    Region Middle-East

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                    Zāyed bin Sultān Āl Nahyān: The Negotiator for the United Arab Emirates (C) - The Ruler of Abu Dhabi & the UAE Negotiation

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                    This case explores the negotiation skills of Sheikh Zayed bin Sultan Al Nahyan, founding father of the United Arab Emirates, as he navigated critical turning points in the federation’s formation.

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                      CASE STUDY

                      Zāyed bin Sultān Āl Nahyān: The Negotiator for the United Arab Emirates (D) - The President of the UAE & The Future of a New Nation Negotiation

                      By  Horacio Falcao,  Anja Merz
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                      This case explores the negotiation skills of Sheikh Zayed bin Sultan Al Nahyan, founding father of the United Arab Emirates, as he navigated critical turning points in the federation’s formation.

                        Published 23 Jan 2026

                        Reference 7049

                        Topic Leadership & Organisations

                        Industry Government Administration,  Government Relations

                        Region Middle-East

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                        Zāyed bin Sultān Āl Nahyān: The Negotiator for the United Arab Emirates (D) - The President of the UAE & The Future of a New Nation Negotiation

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                        This case explores the negotiation skills of Sheikh Zayed bin Sultan Al Nahyan, founding father of the United Arab Emirates, as he navigated critical turning points in the federation’s formation.

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                          ROLE PLAY

                          ClothesOnDemand - Getting a Great Job (A): The Decision (Japanese)

                          By  Horacio Falcao,  Andrew Hafenbrack,  Patrick Hartmann,  Maria Letizia Locapo,  Maria Beatriz Velez
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                          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 11 Aug 2023

                            Reference 6444

                            Topic Leadership & Organisations

                            Industry Logistics and Supply Chain

                            Region Global

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                            ClothesOnDemand - Getting a Great Job (A): The Decision (Japanese)

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                            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.

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                              ROLE PLAY

                              ClothesOnDemand - Getting a Great Job (B): Adventure (Japanese)

                              By  Horacio Falcao,  Andrew Hafenbrack,  Patrick Hartmann,  Maria Letizia Locapo,  Maria Beatriz Velez
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                              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 11 Aug 2023

                                Reference 6444

                                Topic Leadership & Organisations

                                Industry Logistics and Supply Chain

                                Region Global

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                                ClothesOnDemand - Getting a Great Job (B): Adventure (Japanese)

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                                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.

                                  View
                                  ROLE PLAY

                                  ClothesOnDemand - Getting a Great Job (C): Machines (Japanese)

                                  By  Horacio Falcao,  Andrew Hafenbrack,  Patrick Hartmann,  Maria Letizia Locapo,  Maria Beatriz Velez
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                                  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 11 Aug 2023

                                    Reference 6444

                                    Topic Leadership & Organisations

                                    Industry Logistics and Supply Chain

                                    Region Global

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                                    ClothesOnDemand - Getting a Great Job (C): Machines (Japanese)

                                    Add to Cart extra

                                    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.

                                      View
                                      ROLE PLAY

                                      ClothesOnDemand - Getting a Great Job (D): The End? (Japanese)

                                      By  Horacio Falcao,  Andrew Hafenbrack,  Patrick Hartmann,  Maria Letizia Locapo,  Maria Beatriz Velez
                                      Add to Cart extra

                                      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 11 Aug 2023

                                        Reference 6444

                                        Topic Leadership & Organisations

                                        Industry Logistics and Supply Chain

                                        Region Global

                                        View

                                        ClothesOnDemand - Getting a Great Job (D): The End? (Japanese)

                                        Add to Cart extra

                                        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.

                                          View
                                          ROLE PLAY

                                          The Dual Career Negotiation: Role of Alma

                                          By  Lara Bekhazi,  Martin Schweinsberg,  Horacio Falcao,  Eric Luis Uhlmann
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                                          The Dual Career Negotiation is a two-party, multi-issue role-play based on the true story of a real couple. Alma and Pierre (not their real names) are employed by the same company, Rikoff Projects, a French firm specializing in the design and construction of large-scale infrastructure.

                                            Published 12 Apr 2021

                                            Reference 6621

                                            Topic Leadership & Organisations

                                            Region Global

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                                            The Dual Career Negotiation: Role of Alma

                                            Add to Cart Free Case award extra

                                            The Dual Career Negotiation is a two-party, multi-issue role-play based on the true story of a real couple. Alma and Pierre (not their real names) are employed by the same company, Rikoff Projects, a French firm specializing in the design and construction of large-scale infrastructure.

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                                              ROLE PLAY

                                              The Dual Career Negotiation: Role of Pierre

                                              By  Lara Bekhazi,  Martin Schweinsberg,  Horacio Falcao,  Eric Luis Uhlmann
                                              Add to Cart Free Case award extra

                                              The Dual Career Negotiation is a two-party, multi-issue role-play based on the true story of a real couple. Alma and Pierre (not their real names) are employed by the same company, Rikoff Projects, a French firm specializing in the design and construction of large-scale infrastructure.

                                                Published 12 Apr 2021

                                                Reference 6621

                                                Topic Leadership & Organisations

                                                Region Global

                                                View

                                                The Dual Career Negotiation: Role of Pierre

                                                Add to Cart Free Case award extra

                                                The Dual Career Negotiation is a two-party, multi-issue role-play based on the true story of a real couple. Alma and Pierre (not their real names) are employed by the same company, Rikoff Projects, a French firm specializing in the design and construction of large-scale infrastructure.

                                                  View
                                                  ROLE PLAY

                                                  The Indian Railways 'Cash Cow' - Over or Extra Loading? (A): Confidential Instructions for Sudhir Kumar

                                                  By  Horacio Falcao,  Claudia Zeisberger,  Claudia Gehlen
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                                                  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

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                                                    The Indian Railways 'Cash Cow' - Over or Extra Loading? (A): Confidential Instructions for Sudhir Kumar

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

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                                                      DIGITAL RESOURCE - VR EXPERIENCE

                                                      Negotiating the future of Spiral Flow: Navigating through Leadership, Governance, and Conflict

                                                      By  Horacio Falcao

                                                      See how leadership, decision making, and negotiation come to life in this immersive experience, based on a real-life case. Participants take on a first-person role in an unfolding organizational conflict, when called upon to help make strategic decisions in the evolving narrative of a high-paced Fintech services company.

                                                        Published 10 Mar 2023

                                                        Reference 7033

                                                        Topic Leadership & Organisations

                                                        Industry International Trade and Development

                                                        Duration 4 hours

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                                                        Negotiating the future of Spiral Flow: Navigating through Leadership, Governance, and Conflict

                                                        See how leadership, decision making, and negotiation come to life in this immersive experience, based on a real-life case. Participants take on a first-person role in an unfolding organizational conflict, when called upon to help make strategic decisions in the evolving narrative of a high-paced Fintech services company.

                                                          View

                                                          Negotiation