This case provides a minimum threshold and a range of value for a contract for janitorial services in an office building. A variety of facts are presented that negotiators can choose to pay more or less attention to when planning and conducting their negotiation. Mitchell, a shift supervisor, has been temporarily empowered to conduct the negotiation on behalf of his supervisor, Robert Eckhart, who is out sick. Jim Evans, the sales representative from Philly Cleans, is attempting to preserve his company's typical 25% profit margin, which is 10% above the industry norm of 15%. A contingency agreement is a possibility, which would likely take the form of a delivery reduction in the average price per room if in fact the average size of the rooms in this renovated office building is actually significantly smaller than the average size of rooms in newly constructed office buildings. This case contains two roles, one for each person in a two-party negotiation. They are relatively short in length and can be read in class just prior to a mock negotiation. This learning activity is appropriate for teaching negotiations skills to a broad audience, including undergraduate and graduate business school students, adult learners in a variety of settings, and in a corporate university.
B case to case UV8090. This case provides a minimum threshold and a range of value for a contract for janitorial services in an office building. A variety of facts are presented that negotiators can choose to pay more or less attention to when planning and conducting their negotiation. Mitchell, a shift supervisor, has been temporarily empowered to conduct the negotiation on behalf of his supervisor, Robert Eckhart, who is out sick. Jim Evans, the sales representative from Philly Cleans, is attempting to preserve his company's typical 25% profit margin, which is 10% above the industry norm of 15%. A contingency agreement is a possibility, which would likely take the form of a delivery reduction in the average price per room if in fact the average size of the rooms in this renovated office building is actually significantly smaller than the average size of rooms in newly constructed office buildings. This case contains two roles, one for each person in a two-party negotiation. They are relatively short in length and can be read in class just prior to a mock negotiation. This learning activity is appropriate for teaching negotiations skills to a broad audience, including undergraduate and graduate business school students, adult learners in a variety of settings, and in a corporate university.
This case contains two roles, one for each person in a two-party negotiation. They are relatively short in length and can be read in class just prior to negotiating. This learning activity is appropriate for teaching negotiation skills to a broad audience, including undergraduate and graduate business school students, adult learners, and in corporate university settings. At first glance, there is no immediate resolution to the negotiation. A couple is attempting to qualify for an apartment lease, and based on a percentage of guaranteed salary, they do not qualify. Students should learn that only by asking probing questions and seeking to understand more about one another's assets and interests can the landlords and potential renters identify a workable solution.
This case contains two roles, one for each person in a two-party negotiation. They are relatively short in length and can be read in class just prior to negotiating. This learning activity is appropriate for teaching negotiation skills to a broad audience, including undergraduate and graduate business school students, adult learners, and in corporate university settings. At first glance, there is no immediate resolution to the negotiation. A couple is attempting to qualify for an apartment lease, and based on a percentage of guaranteed salary, they do not qualify. Students should learn that only by asking probing questions and seeking to understand more about one another's assets and interests can the landlords and potential renters identify a workable solution.
This case contains two briefs, one for each person in a two-party negotiation. They are relatively short in length and can be read in class just prior to a mock negotiation. This learning activity is appropriate for teaching negotiations skills to a broad audience, including undergraduate and graduate business school students, adult learners in a variety of settings, and in a corporate university.
This case contains two briefs, one for each person in a two-party negotiation. They are relatively short in length and can be read in class just prior to a mock negotiation. This learning activity is appropriate for teaching negotiations skills to a broad audience, including undergraduate and graduate business school students, adult learners in a variety of settings, and in a corporate university.
This article focuses on crisis management and leadership by executives, boards, and institutions and applies research on resilience, power, and sensemaking in the analysis of the ousting and subsequent return of a chief executive by the board of directors. Insights are shared on the transparency of information, the power of social media, the role of leaders in a crisis, and the ability of different voices to be heard and exert influence in our social media age. This case study provides a set of recommendations for leadership and crisis management in the contemporary business environment by showing how a crisis can be fueled by social media. Twitter is analyzed as a source of real-time news and information, which can have a significant impact on organizations and their strategies. Furthermore, implications for new executives are highlighted, with a focus on how their initial sensemaking process shapes the ability to respond to a crisis.
Jess B. represents a strategic communications firm in the Washington, DC, area. He is currently considering his options for responding to a federal Request for Proposal (RFP) and negotiating with Change Analytics, a strategic partner with whom he would partner in responding to the proposal. The contract offering has been earmarked for an 8(a) certified small business.
Marissa Mayer has been asked to think about factors that were impacting Google's ability to innovate and adjust its strategy so that the organization could remain one of the world's foremost leaders in technology. In an industry (and at a company) that was changing and growing exponentially, it would be difficult to pinpoint specific variables and trends. But Mayer knew that one element crucial to Google's ongoing success would be its ability to recruit the best talent available and foster an environment that would encourage that talent to generate the best ideas. As Mayer contemplated how to ensure this, she considered that women currently represented only a small fraction of Google's engineers, suggesting a missed opportunity.