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    13 cases found.

    Boost M6700 (A): Buyer-Seller Negotiation - Confidential Instructions for John Payne

    By  Horacio Falcao,  Kriti Jain,  Heather Grover
    Add to cart popular award
    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 25 Jan 2016

      Reference 6099

      Topic Entrepreneurship

      Region Global

      Industry Consulting

      View case

      Boost M6700 (A): Buyer-Seller Negotiation - Confidential Instructions for John Payne

      Add to cart popular award
      • By  Horacio Falcao,  Kriti Jain,  Heather Grover
      • Reference 6099

      • Published 25 Jan 2016

      • Topic Entrepreneurship

      • Region Global

      • Industry Consulting

      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.
        View case

        Boost M6700 (B): Buyer-Seller Negotiation - Confidential Instructions for Cindy Tan

        By  Horacio Falcao,  Kriti Jain,  Heather Grover
        Add to cart popular award
        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 25 Jan 2016

          Reference 6099

          Topic Entrepreneurship

          Region Global

          Industry Consulting

          View case

          Boost M6700 (B): Buyer-Seller Negotiation - Confidential Instructions for Cindy Tan

          Add to cart popular award
          • By  Horacio Falcao,  Kriti Jain,  Heather Grover
          • Reference 6099

          • Published 25 Jan 2016

          • Topic Entrepreneurship

          • Region Global

          • Industry Consulting

          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.
            View case

            Crisis at the Mill: Weaving an Indian Turnaround - Alvarez & Marsal

            By  Claudia Zeisberger,  Anne-Marie Carrick
            Add to cart award extra
            Emerging markets are challenging and require special expertise. India in particular is known to be a tricky business environment. The case follows two senior executives from Alvarez & Marsal’s India practice as they deal with an urgent request from one of their US private equity clients, Sapphire Capital.

              Published 24 Apr 2015

              Reference 6069

              Topic Entrepreneurship

              Region Asia

              Industry Textiles

              View case

              Crisis at the Mill: Weaving an Indian Turnaround - Alvarez & Marsal

              Add to cart award extra
              • By  Claudia Zeisberger,  Anne-Marie Carrick
              • Reference 6069

              • Published 24 Apr 2015

              • Topic Entrepreneurship

              • Region Asia

              • Industry Textiles

              Emerging markets are challenging and require special expertise. India in particular is known to be a tricky business environment. The case follows two senior executives from Alvarez & Marsal’s India practice as they deal with an urgent request from one of their US private equity clients, Sapphire Capital.
                View case

                Accelerace: Accelerating Start-up Growth in Denmark

                By  Soumitra Dutta,  Lutz Finger
                Add to cart award
                Accelerace is a unique partnership between the Danish government and the private sector to accelerate the growth of high-potential start-ups in Denmark. The case focuses on the challenges involved in managing the process of accelerating growth in start-ups and measuring success in entrepreneurship.

                  Published 27 Sep 2012

                  Reference 5902

                  Topic Entrepreneurship

                  Region Europe

                  View case

                  Accelerace: Accelerating Start-up Growth in Denmark

                  Add to cart award
                  • By  Soumitra Dutta,  Lutz Finger
                  • Reference 5902

                  • Published 27 Sep 2012

                  • Topic Entrepreneurship

                  • Region Europe

                  Accelerace is a unique partnership between the Danish government and the private sector to accelerate the growth of high-potential start-ups in Denmark. The case focuses on the challenges involved in managing the process of accelerating growth in start-ups and measuring success in entrepreneurship.
                    View case

                    Nuru Energy (A): Financing a Social Enterprise

                    By  Filipe Santos,  Anne-Marie Carrick
                    Add to cart popular award extra
                    Case A describes the creation and growth of Nuru Energy. Starting from nothing, the founder 'bootstraps' a social venture with the goal of providing affordable and effective lighting solutions for 800 million people without access to the electricity grid in sub-Saharan Africa and India.

                      Published 26 Feb 2013

                      Reference 5847

                      Topic Entrepreneurship

                      Region Global

                      Industry Renewables & Environment

                      View case

                      Nuru Energy (A): Financing a Social Enterprise

                      Add to cart popular award extra
                      • By  Filipe Santos,  Anne-Marie Carrick
                      • Reference 5847

                      • Published 26 Feb 2013

                      • Topic Entrepreneurship

                      • Region Global

                      • Industry Renewables & Environment

                      Case A describes the creation and growth of Nuru Energy. Starting from nothing, the founder 'bootstraps' a social venture with the goal of providing affordable and effective lighting solutions for 800 million people without access to the electricity grid in sub-Saharan Africa and India.
                        View case

                        Nuru Energy (B): From Breakdowns to Breakthroughs

                        By  Filipe Santos,  Anne-Marie Carrick
                        Add to cart popular award
                        Case A describes the creation and growth of Nuru Energy. Starting from nothing, the founder 'bootstraps' a social venture with the goal of providing affordable and effective lighting solutions for 800 million people without access to the electricity grid in sub-Saharan Africa and India.

                          Published 26 Feb 2013

                          Reference 5847

                          Topic Entrepreneurship

                          Region Other Regions

                          Industry Renewables & Environment

                          View case

                          Nuru Energy (B): From Breakdowns to Breakthroughs

                          Add to cart popular award
                          • By  Filipe Santos,  Anne-Marie Carrick
                          • Reference 5847

                          • Published 26 Feb 2013

                          • Topic Entrepreneurship

                          • Region Other Regions

                          • Industry Renewables & Environment

                          Case A describes the creation and growth of Nuru Energy. Starting from nothing, the founder 'bootstraps' a social venture with the goal of providing affordable and effective lighting solutions for 800 million people without access to the electricity grid in sub-Saharan Africa and India.
                            View case

                            Farmstar Goes Global: Corporate Entrepreneurship Bringing Sustainable Value Innovation to Agribusiness

                            By  Benjamin Warr,  Anne-Marie Carrick,  Luk Van Wassenhove
                            Add to cart award
                            This case tells the story of successful corporate entrepreneurship bringing sustainable value innovation to agribusiness. It recounts the history of EADS-Astrium, subsidiary Infoterra and the development of a new product-service called Farmstar to help farmers reduce costs and increase yields.

                              Published 28 Jun 2010

                              Reference 5698

                              Topic Entrepreneurship

                              Region Europe

                              Industry Farming,  Logistics and Supply Chain

                              View case

                              Farmstar Goes Global: Corporate Entrepreneurship Bringing Sustainable Value Innovation to Agribusiness

                              Add to cart award
                              • By  Benjamin Warr,  Anne-Marie Carrick,  Luk Van Wassenhove
                              • Reference 5698

                              • Published 28 Jun 2010

                              • Topic Entrepreneurship

                              • Region Europe

                              • Industry Farming,  Logistics and Supply Chain

                              This case tells the story of successful corporate entrepreneurship bringing sustainable value innovation to agribusiness. It recounts the history of EADS-Astrium, subsidiary Infoterra and the development of a new product-service called Farmstar to help farmers reduce costs and increase yields.
                                View case

                                Cumberland Entertainment (A): Expanding with Private Equity?

                                By  Christoph Zott,  Abigail Leland
                                Add to cart popular award
                                Cumberland Entertainment, a niche music producer, was looking for capital to finance its planned expansion. CEO, Tom Smith, entered into negotiations with private equity firms, and struck an agreement that turned out to be incomplete. As a result, serious problems arose between financial investors and management.

                                  Published 01 Dec 2004

                                  Reference 5242

                                  Topic Entrepreneurship

                                  Region Other Regions

                                  View case

                                  Cumberland Entertainment (A): Expanding with Private Equity?

                                  Add to cart popular award
                                  • By  Christoph Zott,  Abigail Leland
                                  • Reference 5242

                                  • Published 01 Dec 2004

                                  • Topic Entrepreneurship

                                  • Region Other Regions

                                  Cumberland Entertainment, a niche music producer, was looking for capital to finance its planned expansion. CEO, Tom Smith, entered into negotiations with private equity firms, and struck an agreement that turned out to be incomplete. As a result, serious problems arose between financial investors and management.
                                    View case

                                    Cumberland Entertainment (B): The Revised Offer

                                    By  Christoph Zott,  Abigail Leland
                                    Add to cart award
                                    This is the second of a four-case series. Cumberland Entertainment, a niche music producer, was looking for capital to finance its planned expansion. CEO Tom Smith entered into negotiations with private equity firms, and struck an agreement that turned out to be incomplete. As a result, serious problems arose between financial investors and management.

                                      Published 01 Dec 2004

                                      Reference 5242

                                      Topic Entrepreneurship

                                      Region Other Regions

                                      View case

                                      Cumberland Entertainment (B): The Revised Offer

                                      Add to cart award
                                      • By  Christoph Zott,  Abigail Leland
                                      • Reference 5242

                                      • Published 01 Dec 2004

                                      • Topic Entrepreneurship

                                      • Region Other Regions

                                      This is the second of a four-case series. Cumberland Entertainment, a niche music producer, was looking for capital to finance its planned expansion. CEO Tom Smith entered into negotiations with private equity firms, and struck an agreement that turned out to be incomplete. As a result, serious problems arose between financial investors and management.
                                        View case

                                        Mikhail Khodorkovsky and Yukos

                                        By  Manfred F. R. Kets de Vries,  Konstantin Korotov,  Stanislav Shekshnia,  Elizabeth Florent-Treacy
                                        Add to cart award
                                        In Fall 2003, Mikhail Khodorkovsky, Russia's richest man and the CEO of Yukos, the second-largest Russian oil producer with a market capitalization of US$26 billion, was arrested and thrown into jail on charges of fraud. Several days later he resigned as CEO of Yukos.

                                          Published 07 Jan 2005

                                          Reference 5176

                                          Topic Entrepreneurship

                                          Region Other Regions

                                          View case

                                          Mikhail Khodorkovsky and Yukos

                                          Add to cart award
                                          • By  Manfred F. R. Kets de Vries,  Konstantin Korotov,  Stanislav Shekshnia,  Elizabeth Florent-Treacy
                                          • Reference 5176

                                          • Published 07 Jan 2005

                                          • Topic Entrepreneurship

                                          • Region Other Regions

                                          In Fall 2003, Mikhail Khodorkovsky, Russia's richest man and the CEO of Yukos, the second-largest Russian oil producer with a market capitalization of US$26 billion, was arrested and thrown into jail on charges of fraud. Several days later he resigned as CEO of Yukos.
                                            View case

                                            Louis Robert (B): The Deal

                                            By  Benoit Leleux,  Daniel Muzyka
                                            Add to cart award
                                            In mid 1993, Louis Robert, a recent INSEAD graduate with significant consulting experience but limited financial resources, begins the search for a company to acquire. The case describes the search process and focuses on one opportunity, the Carter-Presser Company.

                                              Published 31 Dec 1995

                                              Reference 4450

                                              Topic Entrepreneurship

                                              Region Europe

                                              Industry Consumer Goods

                                              View case

                                              Louis Robert (B): The Deal

                                              Add to cart award
                                              • By  Benoit Leleux,  Daniel Muzyka
                                              • Reference 4450

                                              • Published 31 Dec 1995

                                              • Topic Entrepreneurship

                                              • Region Europe

                                              • Industry Consumer Goods

                                              In mid 1993, Louis Robert, a recent INSEAD graduate with significant consulting experience but limited financial resources, begins the search for a company to acquire. The case describes the search process and focuses on one opportunity, the Carter-Presser Company.
                                                View case

                                                The 3M Company (A): Integrating Europe

                                                By  Neil Churchill,  Daniel Muzyka,  Mary Ackenhusen
                                                Add to cart award
                                                This two part case series presents the reorganisation of 3M's European operations in 1992 from a strong, autonomous country structure to a pan-European product line structure matrixed with a regional structure.

                                                  Published 01 Jan 1994

                                                  Reference 4317

                                                  Topic Entrepreneurship

                                                  Region Europe

                                                  Industry Information Technology and Services

                                                  View case

                                                  The 3M Company (A): Integrating Europe

                                                  Add to cart award
                                                  • By  Neil Churchill,  Daniel Muzyka,  Mary Ackenhusen
                                                  • Reference 4317

                                                  • Published 01 Jan 1994

                                                  • Topic Entrepreneurship

                                                  • Region Europe

                                                  • Industry Information Technology and Services

                                                  This two part case series presents the reorganisation of 3M's European operations in 1992 from a strong, autonomous country structure to a pan-European product line structure matrixed with a regional structure.
                                                    View case
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