個案總覽

This exercise provides students with an engaging two-person negotiation between an employer and a job candidate over the details of a sales role with The Peak, a small but rapidly growing news-media start-up in Canada. The Peak's co-founder and chief executive officer wants a new salesperson who is willing to take on responsibilities outside the scope of a typical salesperson and to work with little supervision. The candidate is a seasoned professional with an entrepreneurial spirit and a desire to join a small start-up, where she can take more ownership over her work and liaise with the co-founders to grow the company. By role-playing as the employer or the candidate, students will determine how best to achieve satisfactory job-offer terms.

This exercise provides students with an engaging two-person negotiation between an employer and a job candidate over the details of a sales role with The Peak, a small but rapidly growing news-media start-up in Canada. The Peak's co-founder and chief executive officer wants a new salesperson who is willing to take on responsibilities outside the scope of a typical salesperson and to work with little supervision. The candidate is a seasoned professional with an entrepreneurial spirit and a desire to join a small start-up, where she can take more ownership over her work and liaise with the co-founders to grow the company. By role-playing as the employer or the candidate, students will determine how best to achieve satisfactory job-offer terms.

This exercise provides students with an engaging two-person negotiation between an employer and a job candidate over the details of a sales role with The Peak, a small but rapidly growing news-media start-up in Canada. The Peak's co-founder and chief executive officer wants a new salesperson who is willing to take on responsibilities outside the scope of a typical salesperson and to work with little supervision. The candidate is a seasoned professional with an entrepreneurial spirit and a desire to join a small start-up, where she can take more ownership over her work and liaise with the co-founders to grow the company. By role-playing as the employer or the candidate, students will determine how best to achieve satisfactory job-offer terms.

Additional Supplement to accompany product W37477.

This exercise provides students with an engaging two-person negotiation between an employer and a job candidate over the details of a sales role with The Peak, a small but rapidly growing news-media start-up in Canada. The Peak’s co-founder and chief executive officer wants a new salesperson who is willing to take on responsibilities outside the scope of a typical salesperson and to work with little supervision. The candidate is a seasoned professional with an entrepreneurial spirit and a desire to join a small start-up, where she can take more ownership over her work and liaise with the co-founders to grow the company. By role-playing as the employer or the candidate, students will determine how best to achieve satisfactory job-offer terms.

Additional Supplement to accompany product W37477.

The exercise directs students to watch specific scenes from the movie Hidden Figures, which is loosely based on the book by Margot Lee Shetterly that tells the story of three African American women who were mathematicians working at the Langley Research Center in Virginia in the 1960s. The women encountered racism and sexism as they attempted to contribute to the Center's work for the National Aeronautics and Space Administration (NASA) and its space race with the Soviet Union. The clips assigned to students for viewing portray moments of leadership in the story of the three Black women who were considered "human computers." The students are expected to view the assigned clips and consider how the scenes portray leadership and what character dimensions the actors demonstrate in their roles.

Supplement for product W21390.

Supplement for product W21390.

Supplement for product W21390.

Supplement for product 9B21C029.

Supplement for product W21390.

Supplement for product W21390.

Supplement for product W21390.

Supplement for product 9B21C029.

Supplement for product 9B21C029.

Supplement for product 9B21C029.

Supplement for product 9B21C029.

Supplement for product 9B21C029.

This negotiating exercise is set at the time of the 2020 round of collective bargaining between the National Football League (NFL) owners and representatives from the NFL Players Association. The six parties at the bargaining table (three representatives on each side) have interests-both conflicting and compatible-regarding the preferred ultimate outcomes as well as a strained previous relationship, which serves to complicate the bargaining process.