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Cultural Notes on Chinese Negotiating Behavior

Working Paper 09-076

Authors: Sebenius, James K.; Qian, Cheng
Product Type: Research Notes / Working Papers
Source: Harvard Business School
Publication Year: 2008

[This document has not yet been rated] 1012 views

Many westerners find Chinese negotiators to be inefficient, indirect, and even dishonest; Chinese negotiators frequently perceive their western counterparts to be aggressive, impersonal, and insincere.

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Beyond Gender and Negotiation to Gendered Negotiations

Working Paper 09-064

Authors: Kolb, Deborah; McGinn, Kathleen L.
Product Type: Research Notes / Working Papers
Source: Harvard Business School
Publication Year: 2008

[This document has not yet been rated] 974 views

Where do we start if we are interested in understanding how gender plays out in negotiations that take place within organizations?

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The Flaxil Label (A, B, C)

Author: Barron, Gregory
Product Type: Cases
Source: Harvard Business School Publishing
Publication Year: 2008

[This document has not yet been rated] 2983 views

These cases focus on the 2001 negotiation between Mytex Pharmaceuticals and the U.S. Food and Drug Administration .

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Name Your Price: Compensation Negotiation at Whole Health Management (A, B, C)

Authors: Hall, Brian J.; Malhotra, Deepak; Bennett, Nicole
Product Type: Cases
Source: Harvard Business School
Publication Year: 2008

[This document has not yet been rated] 3109 views

MBA student Monroe Davies is asked by a potential employer to determine his own compensation package...

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Advising Environmental Defense

Authors: Elias, Jaan; Rosenthal, Jean
Product Type: Cases
Source: Yale School of Management
Publication Year: 2008

[This document has not yet been rated] 2097 views

A private equity firm wants two environmental groups at the table as they complete a deal to acquire a Texas electrical utility. Students must assess the economic value of an environmental groups' blessing to the private equity firms, as well as the level of environmental concessions that the environmental groups should accept before condoning the deal.

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Phil Chan (A, B)

Authors: Beamish, Paul W.; Schaan, Jean-Louis
Product Type: Cases
Source: Richard Ivey School of Business
Publication Year: 2008

[This document has not yet been rated] 3425 views

The case deals with a scam that has been run out of Nigeria since 1990. In it, foreign companies are approached for their assistance in facilitating an international transfer of funds in order to receive a very large but unearned commission...

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Restructuring at Delphi Corporation

Authors: Gilson, Stuart C.; Abbott, Sarah L.
Product Type: Cases
Source: Harvard Business School
Publication Year: 2008

[This document has not yet been rated] 2328 views

To understand the complex issues involved in restructuring a distressed company in Chapter 11, including the treatment of pensions and other post-employment labor claims, and to understand how such a business should be valued.

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Strike at British Airways: Unavoidable or Set Up to Fail?

Authors: Barsoux, J.; Manzoni, J.
Product Type: Cases
Source: IMD - International Institute for Management Development
Publication Year: 2008

[This document has not yet been rated] 1895 views

This case covers Bob Ayling's efforts to cut costs at British Airways even as the airline was reporting record profits. The case considers the steadily deteriorating relationship between BA's top management and its cabin crew union - and highlights the self-fulfilling and self-reinforcing nature of the dysfunctional dynamic that develops between the three key parties.

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Collective Bargaining: The General Motors-United Auto Workers Deal

Authors: Purkayastha, Debapratim; Faheem, Hadiya
Product Type: Cases
Source: ICMR Center for Management Research
Publication Year: 2008

Faculty Rating: 4 stars4 stars4 stars4 stars4 stars [1 Faculty Rating] 6542 views

This case is about the collective bargaining agreement between one of the world's leading automobile manufacturers, General Motors Corporation (GM), and the United Auto Workers (UAW) in late 2007.

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Communication Strategies

Simmons College: 460 B

Author: Shapiro, Mary
Product Type: Syllabi
Source: Simmons College: School of Management
Publication Year: 2007

[This document has not yet been rated] 1725 views

The goal of GSM460 is to provide students with the skills and strategies necessary to be effective in enlisting the support of others, permitting them to use their business communication as a tool for advancing their vision, agenda and career.

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