Horacio Falcao

Professor of Management Practice
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
Seven years ago, two of the three partners of a company worked in tandem to remove the other partner through legal trickery.

Published 29 May 2017

Reference 6268

Topic Strategy

Region Europe

View case
Seven years ago, two of the three partners of a company worked in tandem to remove the other partner through legal trickery.

Published 29 May 2017

Reference 6268

Topic Strategy

Region Europe

View case
Seven years ago, two of the three partners of a company worked in tandem to remove the other partner through legal trickery.

Published 29 May 2017

Reference 6268

Topic Strategy

Region Europe

View case
Seven years ago, two of the three partners of a company worked in tandem to remove the other partner through legal trickery.

Published 29 May 2017

Reference 6268

Topic Strategy

Region Europe

View case
Seven years ago, two of the three partners of a company worked in tandem to remove the other partner through legal trickery.

Published 29 May 2017

Reference 6268

Topic Strategy

Region Europe

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
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