Horacio Falcao

Professor of Management Practice
This is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.

Published 26 Apr 2021

Reference 6099

Topic Entrepreneurship

Industry Consulting

Region Global

View case
This is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.

Published 26 Apr 2021

Reference 6099

Topic Entrepreneurship

Industry Consulting

Region Global

View case
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 case
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 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
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
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 case
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 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