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.

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.

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.

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.

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.