Horacio-Falcao-12726_73.jpg

Horacio Falcao

Professor of Management Practice of Decision Sciences

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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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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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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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

Industry Pharmaceuticals

Region South America

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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

Industry Pharmaceuticals

Region South America

View

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

Industry Pharmaceuticals

Region South America

View

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 12 Nov 2017

Reference 5977

Topic Leadership & Organisations

Industry Pharmaceuticals

Region South America

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Seven years ago, two of the three partners of a company worked in tandem to remove the other partner through legal trickery. Now, if they are to save their company, they need to resolve their differences with the partner they expelled, who is still angry with them.

Published 29 May 2017

Reference 6268

Topic Strategy

Region Europe

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Seven years ago, two of the three partners of a company worked in tandem to remove the other partner through legal trickery. Now, if they are to save their company, they need to resolve their differences with the partner they expelled, who is still angry with them.

Published 29 May 2017

Reference 6268

Topic Strategy

Region Europe

View

Seven years ago, two of the three partners of a company worked in tandem to remove the other partner through legal trickery. Now, if they are to save their company, they need to resolve their differences with the partner they expelled, who is still angry with them.

Published 29 May 2017

Reference 6268

Topic Strategy

Region Europe

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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 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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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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Negotiation