Horacio Falcao

Professor of Management Practice of Decision Sciences
Email [email protected]
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ClothesOnDemand - Getting a Great Job (A): The Decision

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 25 Mar 2019

    Reference 6444

    Topic Leadership & Organisations

    Industry Logistics and Supply Chain

    Region Global

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

    Add to cart
    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 case

      ClothesOnDemand - Getting a Great Job (B): Adventure

      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 25 Mar 2019

        Reference 6444

        Topic Leadership & Organisations

        Industry Logistics and Supply Chain

        Region Global

        View case

        ClothesOnDemand - Getting a Great Job (B): Adventure

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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 case

          ClothesOnDemand - Getting a Great Job (C): Machines

          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 25 Mar 2019

            Reference 6444

            Topic Leadership & Organisations

            Industry Logistics and Supply Chain

            Region Global

            View case

            ClothesOnDemand - Getting a Great Job (C): Machines

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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 case

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

              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 25 Mar 2019

                Reference 6444

                Topic Leadership & Organisations

                Industry Logistics and Supply Chain

                Region Global

                View case

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

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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 case

                  The Shooting Star - Contract Negotiation (A): Xander Akt'Ionrreeru's Agent - Confidential Instructions for MTG

                  By  Horacio Falcao,  Filip Hron,  Rodrigo Gouveia
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                  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

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                    The Shooting Star - Contract Negotiation (A): Xander Akt'Ionrreeru's Agent - Confidential Instructions for MTG

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                    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.
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                      The Shooting Star - Contract Negotiation (B): Just Movies Studios Producer - Confidential Instructions

                      By  Horacio Falcao,  Filip Hron,  Rodrigo Gouveia
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                      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 Shooting Star - Contract Negotiation (B): Just Movies Studios Producer - Confidential Instructions

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                        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.
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                          Oxipouco – An Endangered Species Resource Negotiation (A): SuperPharma - Confidential Instructions (Spanish)

                          By  Horacio Falcao
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                          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

                            Oxipouco – An Endangered Species Resource Negotiation (A): SuperPharma - Confidential Instructions (Spanish)

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                            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.
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                              Oxipouco – An Endangered Species Resource Negotiation (B): PharmaCaring - Confidential Instructions (Spanish)

                              By  Horacio Falcao
                              Add to cart extra
                              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

                                Oxipouco – An Endangered Species Resource Negotiation (B): PharmaCaring - Confidential Instructions (Spanish)

                                Add to cart extra
                                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.
                                  View case

                                  Oxipouco – An Endangered Species Resource Negotiation (A): SuperPharma - Confidential Instructions (Portuguese)

                                  By  Horacio Falcao
                                  Add to cart extra
                                  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

                                    Oxipouco – An Endangered Species Resource Negotiation (A): SuperPharma - Confidential Instructions (Portuguese)

                                    Add to cart extra
                                    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.
                                      View case

                                      Oxipouco – An Endangered Species Resource Negotiation (B): PharmaCaring - Confidential Instructions (Portuguese)

                                      By  Horacio Falcao
                                      Add to cart extra
                                      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

                                        Oxipouco – An Endangered Species Resource Negotiation (B): PharmaCaring - Confidential Instructions (Portuguese)

                                        Add to cart extra
                                        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.
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                                          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

                                            View case

                                            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.
                                              View case

                                              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 case

                                                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 case

                                                  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

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