Horacio Falcao

Professor of Management Practice of Decision Sciences
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
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
A multi-issue 1-on-1 collective bargaining agreement (CBA) negotiation between the Senior Manager of Labor Relations (Monika Schmidt) and the new head of the Astra Workers’ Federation (Karim Faizal). Astra Precision is the Indian subsidiary of a German auto company. Recently, when violence erupted over working conditions, Astra went into a lockout and lost $300 million.

Published 24 Jun 2016

Reference 6131

Topic Leadership & Organisations

Industry Automotive Transportation/Trucking/Railroad

Region Global

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A scored 1-on-1 multi-issue negotiation between two romantic partners (an MBA student and medical doctor). After being away for one year and having promised to return to India, the MBA student receives an excellent offer to work abroad. Where will they settle and what will the couple do as regards their future plans and dreams?

Published 24 Jun 2016

Reference 6219

Topic Leadership & Organisations

Region Global

View case
A multi-issue 1-on-1 collective bargaining agreement (CBA) negotiation between the Senior Manager of Labor Relations (Monika Schmidt) and the new head of the Astra Workers’ Federation (Karim Faizal). Astra Precision is the Indian subsidiary of a German auto company. Recently, when violence erupted over working conditions, Astra went into a lockout and lost $300 million.

Published 24 Jun 2016

Reference 6131

Topic Leadership & Organisations

Industry Automotive Transportation/Trucking/Railroad

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
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