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- Faculty Publications (220)
tactics
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- February 1997 (Revised January 2002)
- Case
Launching the BMW Z3 Roadster
By: Robert J. Dolan and Susan M. Fournier
James McDowell, vice president of marketing at BMW North America, Inc., must design Phase II communication strategies for the launch of the new BMW Z3 Roadster. The program follows an "out-of-the-box" prelaunch campaign centered on the placement of the product in the... View Details
- January 1997
- Case
Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (B)
Since the 1960s, SMI has quietly executed a series of brilliantly negotiated takeovers throughout Europe, often acquiring companies much larger than itself. Despite formidable obstacles, SMI has managed to acquire state-owned competitors in Italy and France, as well as... View Details
- November 1996 (Revised July 1997)
- Case
Alexander Plaza
By: Arthur I Segel and William J. Poorvu
In May 1996, Henry Bower, an asset manager for a real estate adviser, Medcem, has to negotiate the details of a lease after signing a letter of intent with a high technology company, Defentek, Inc. Defentek, Inc. is a fast-growing company with limited net worth that is... View Details
- April 1996 (Revised March 1997)
- Case
Jason Bosworth
By: William J. Poorvu and John H. Vogel Jr.
Jason Bosworth is a real estate investor who wants to purchase apartments for a $300 million limited partnership in which he is the general partner. This case is part of a negotiation game simulation that includes Sunshine Villas, Silver Lane Apartments, and Major... View Details
- April 1996 (Revised August 2005)
- Case
Jedi Bank
By: William J. Poorvu and John H. Vogel Jr.
Major Insurance Co. is a $15 billion insurance company that is an active, multi-family mortgage leader. This case is part of a negotiation game simulation that also includes Sunshine Villas, Silver Lane Apartments, and Jason Bosworth. View Details
- April 1996
- Case
Silver Lane Apartments
By: William J. Poorvu and John H. Vogel Jr.
Scott Johnson is a successful developer of single-family and multi-family housing who specializes in renovating and turning around poorly performing apartments in good locations. He plans to sell a 506-unit property for portfolio and estate planning purposes. This case... View Details
- April 1996
- Case
Sunshine Villas
By: William J. Poorvu and John H. Vogel Jr.
Ms. Courtney Lowe is president and sole owner of CL Development. She is looking to sell Sunshine Villas to pay off her bank and make a profit. This case is part of a negotiation game simulation that includes Jason Bosworth, Silver Lane Apartments, and Major Insurance... View Details
- November 1995 (Revised February 2017)
- Case
Luna Pen (A)
By: Kathleen McGinn and Michael Wheeler
Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm. View Details
- November 1995 (Revised February 2017)
- Supplement
Luna Pen (B)
By: Kathleen McGinn and Michael Wheeler
Presents a series of multiple choice options to be distributed and discussed in class. View Details
Keywords: Decisions; Strategy; Negotiation Tactics; Performance Evaluation; Gender; Culture; Power and Influence; Germany; Taiwan
- May 1995 (Revised September 1997)
- Case
Internationalizing the Cola Wars (A): The Battle for China and Asian Markets
By: David B. Yoffie
Analyzes the strategies pursued by Coke and Pepsi in the emerging Asian soft drink market. Analyzes the tactical battle of the cola giants in China specifically. View Details
- May 1995 (Revised August 1999)
- Case
Internationalizing the Cola Wars (B): The Battle for India
By: David B. Yoffie and Richard Seet
Analyzes the tactical battle of the cola giants in India. View Details
- November 1994 (Revised January 1995)
- Case
Wheeling and Dealing: The Zirconia GT
By: Howard Raiffa, James K. Sebenius, Craig Best and Scot Melland
A personal negotiation episode in purchasing a car is presented. Tactics and strategies commonly encountered by car buyers and car salespeople are illustrated. View Details
- May 1994 (Revised September 1994)
- Case
STAR TV (A)
By: Michael Y. Yoshino and J. Peter Williamson
Concerns the decision whether or not to launch a satellite television service in Asia in the 1990-1991 period. STAR TV was a joint venture between Hutchison Whampoa and Li-Ka Shing and was established to launch such a service. Li-Ka Shing's son, Richard, was CEO.... View Details
- February 1994 (Revised May 1994)
- Background Note
Exercising Influence
By: Linda A. Hill
Provides a framework for understanding the exercise of interpersonal influence in organizations. Describes some of the "myths and realities" of management that new managers discover--specifically, that managers are dependent on a complex network of relationships to get... View Details
Keywords: Power and Influence
- September 1992 (Revised November 1997)
- Case
DHL Worldwide Express
By: John A. Quelch
The worldwide sales and marketing manager must determine the degree to which pricing strategy and tactics should be standardized or left to the discretion of the DHL subsidiary in each country. View Details
- August 1992 (Revised July 2013)
- Case
ChemBright, Inc.
ChemBright is a small start-up company that manufactures private-label household chemicals. The company sells its products to grocery chains in the New England area. Its strategy is based on a significant logistics-based cost advantage. The primary case decisions are... View Details
- 1990
- Article
Tactical Behavior and Negotiation Outcomes
By: L. R. Weingart, L. L. Thompson, J. S. Carroll and M. H. Bazerman
- December 1989 (Revised June 2003)
- Case
Bayside
By: William J. Poorvu and Richard Ellis Crum
Explores the issues associated with leasing office space in a softening market from the perspective of a young leasing agent. Addresses market and lease analysis, negotiating tactics and strategy, and management of a financial partnership. View Details
- October 1988
- Case
Harris Seafoods Leveraged Buyout
Describes set of issues confronting Alison Lassiter, who is trying to help Charlie Harris arrange a leveraged buyout of the shrimp company he runs, a division of a publicly traded company, Katy Industries. Lassiter has prepared a memorandum discussing and analyzing the... View Details