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This is information for one of the six roles to be used in the V-Cola negotiation exercise. Please see V-Cola General Instructions (912043) and Teaching note (912042) for full information.

This is information for one of the six roles to be used in the V-Cola negotiation exercise. Please see V-Cola General Instructions (912043) and Teaching note (912042) for full information.

This is information for one of the six roles to be used in the V-Cola negotiation exercise. Please see V-Cola General Instructions (912043) and Teaching note (912042) for full information.

This is information for one of the six roles to be used in the V-Cola negotiation exercise. Please see V-Cola General Instructions (912043) and Teaching note (912042) for full information.

This is information for one of the six roles to be used in the V-Cola negotiation exercise. Please see V-Cola General Instructions (912043) and Teaching note (912042) for full information.

The Dutch professional service firm Schuberg Philis has within a few years grown into a well-known player in the Dutch IT outsourcing market and regularly wins high customer satisfaction marks. The growing workload and 100% promise to customers have increased the pressure on its non-hierarchical teams of engineers, as well as the hiring speed, which some fear could dilute their corporate culture. The three owner-directors must decide whether it is time to stop customer acquisition for a while to "get their house in order". At that moment, though, one of Shuberg Philis perhaps most important business opportunities so far arises.

The chief executive officer of Mission Hills, a Chinese golf course operator, is reviewing a handful of expansion options. In August 2011, Mission Hills has three large land holdings in Shenzhen, Dongguan, and Haikou, 12,000 employees and 22 golf courses. In addition to golf courses, it owned two luxury hotels and sold houses built within its properties. Mission Hills occupies an average of 60 per cent of the land it currently owns, and Chu is trying to decide if growth should come by expanding to a third Chinese province or if it should continue building in its current land holdings. He wants to identify and mitigate some of the risks that come with running a high growth business.

Each of us possesses an inner force that enables us to be optimally effective in all aspects of life. The power of one is much more than an abstraction that animates our actions. It has practical applications for day to day life, from school to work, and throughout our personal lives. The power of one provides a way to converse with ourselves, to crystallize what is important, thereby enabling us to make coherent decisions. And because it emanates from the core of who we are and what we stand for, it allows us to identify and think through our priorities.

Winner of the 2012 Oikos Foundation Casewriting Competition. Swiss Re, a large global reinsurance company, has partnered with Oxfam America, an international relief and development organization, to provide the poor with risk reduction support. The partnership's evolution shows students many common inter- and intra-organizational challenges. For example, the need to overcome internal biases, adapt to organizational differences, and build the capacity to learn from one another. Students will experience what is required to maintain this type of relationship, as well as understand adjustments needed when partnerships scale.

The case describes two pilot projects on applying activity-based costing to measuring the cost of treating patients. It presents process maps and financial data relating to the processes used during (1) an office visit to a plastic surgeon for three different diagnoses, and (2) application and removal of three different casts in the orthopedic cast room. Students calculate and compare the costs and margins of the three procedures at the two different sites using the hospital's existing cost system and a proposed new system based on time-driven activity-based costing.

We provide a primer on the market for securities' lending of equities in the United States. We describe the basic market structure, along with descriptions of the relevant market participants. We build intuition for the basic economic forces in this decentralized market through a series of examples that sequentially build on each other layering on the particular fees and collateral requirements commonly levied in short-selling transactions. We also provide a survey of the academic literature to date on the relationship between short selling and securities' prices.

Protagonist leads an apple industry association that hopes to develop a market for New England apple slices to improve demand for apple products. Apples grown for slicing have characteristics that differ from most apples grown in New England. Case allows students to examine whether it makes sense for a farmer to begin to grow apples for slicing. The case also describes the distribution of apples and apple products so that students can examine how a market for sliced apples might get developed and which industry participants might enjoy a position of power in the market.

In 2011, the PNC Financial Services Group announced the addition of $250 million to the $100 million that it had pledged to its early childhood education program, Group Up Great, in 2003. The case serves as an update to the "PNC Financial: Grow Up Great (A)" case, which outlined the design and implementation of the program and presented key challenges. The (B) case will show some of the program's responses to challenges like the strategic integration to Grow Up Great into the bank's business; the introduction of the program to new markets following the bank's geographical expansion; and the measurement of the programs' social impact.

In November 2011, just days before the holiday shopping rush, the senior leadership team of The Home Depot, Inc., (Home Depot), the world's largest home improvement chain, discussed how best to navigate the new interconnected world of retail. Retailers across the board faced a rapidly changing environment with the growing acceptance of on-line retailing that empowered customers by providing greater price transparency and more options. Marketing channels and communication touch points continued to shift. Home Depot's leadership grappled with the challenges of operating in an interconnected world, how best to leverage Home Depot's brick-and-mortar success in the new environment, and continuing to build and sustain lasting emotional connections with customers.

This case continues the story from the revised 2006 case study "CEMEX's Patrimonio Hoy: At the Tipping Point?" This case describes CEMEX's Patrimonio Hoy in 2012, which is a startup initiative designed to help low-income customers construct their own homes. Israel Moreno, Director of Patrimonio Hoy, must present his recommendations to CEMEX's top management that outline a growth strategy for the initiative and its expansion into new markets.

When a professor found out that one of the groups in her management information systems (MIS) MBA class plagiarized part of their assignment, she did not know what to do. Plagiarism was not an unusual situation to her; in the past, she had always reported it. Her university also took plagiarism seriously, and students who were caught were expelled. But this situation seemed somewhat different, as the four members of the group in question might not all be equally guilty. She wondered whether reporting the students and having them expelled was the sensible approach this time.

Ponce de Leon (POL) is a four-party negotiation exercise in which a film studio is trying to sign a major actress to star in an upcoming movie. The negotiation centers around the different extrinsic and intrinsic motivations underlying each of these party's approach to the movie, and therefore to the negotiation. The exercise allows exploration of the risks of "monetizing" different types of extrinsic (e.g. pay, awards, status) and intrinsic (e.g. love of the work, values) motivation.

V-Cola is a six-party exercise that simulates a negotiation between a boutique advertising agency and a beverage company that is launching a new product. Each of the six parties has different incentives and information, which leads to a complex, realistic simulation about agency issues, misaligned incentives, and the (mis)use of contingent contracts.

Ponce de Leon (POL) is a four-party negotiation exercise in which a film studio is trying to sign a major actress to star in an upcoming movie. The negotiation centers around the different extrinsic and intrinsic motivations underlying each of these party's approach to the movie, and therefore to the negotiation. The exercise allows exploration of the risks of "monetizing" different types of extrinsic (e.g. pay, awards, status) and intrinsic (e.g. love of the work, values) motivation.

Ponce de Leon (POL) is a four-party negotiation exercise in which a film studio is trying to sign a major actress to star in an upcoming movie. The negotiation centers around the different extrinsic and intrinsic motivations underlying each of these party's approach to the movie, and therefore to the negotiation. The exercise allows exploration of the risks of "monetizing" different types of extrinsic (e.g. pay, awards, status) and intrinsic (e.g. love of the work, values) motivation.