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- Faculty Publications (422)
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- October 2003 (Revised January 2016)
- Supplement
The BCPC Internet Strategy Team: Terry Maneri
By: Amy C. Edmondson and Laura Feldman
Accompanies The BCPC Internet Strategy Team: An Exercise and provides unique background information on one of the team members. View Details
- September 2003
- Case
Growing Up in China: The Financing of BabyCare Ltd.
By: Mihir A. Desai and Mark Veblen
The CFO of this infant nutritional products company must choose among competing financing offers. The interplay of Chinese legal and customs restrictions and venture capitalists' bargaining techniques challenge the CFO to navigate a tricky negotiation and to devise a... View Details
- September 2003 (Revised October 2020)
- Exercise
RetailMax: Role for Cam Archer
By: Kathleen McGinn and Dina Witter
This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that... View Details
- September 2003 (Revised September 2018)
- Exercise
RetailMax: Role for Regan Kessel
By: Kathleen McGinn and Dina Witter
This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that... View Details
- March 2003
- Teaching Note
Developing Products on Internet Time: A Process Design Exercise (TN)
By: Stefan H. Thomke
Teaching Note for (9-600-121). View Details
- March 2003 (Revised December 2003)
- Exercise
Organizational Alignment Exercise
By: Michael Beer and John J. Gabarro
Presents an overview of a method for diagnosing and developing an organization's capability to achieve its goals and implement its strategy, with exercises for application. A rewritten version of an earlier exercise. View Details
- February 2003
- Exercise
Restructuring the U.S. Steel Industry: Spreadsheet Exercise
Description of an EXCEL spreadsheet exercise to test the impact of changes in wage rates on the value of debt and equity securities. View Details
- January 2003 (Revised July 2006)
- Exercise
Travelexis.com Role for Jackie Hoff from Travelexis.com
By: Kathleen L. McGinn and Nicole Nasser
Two fictional travel companies, SCOUT and TravelPlanner, engage in competitive bidding to acquire a third party, Travelexis. This exercise consists of three roles, one representative from each of the three companies. It is based on the actual negotiations between... View Details
- January 2003 (Revised July 2006)
- Exercise
Travelexis.com Role for Pat Young from SCOUT
By: Kathleen L. McGinn and Nicole Nasser
Two fictional travel companies, SCOUT and TravelPlanner, engage in competitive bidding to acquire a third party, Travelexis. This exercise is consists of three roles, one representative from each of the three companies. It is based on the actual negotiations between... View Details
- January 2003 (Revised July 2006)
- Exercise
Travelexis.com Role for Robin Knight from TravelPlanner.com
By: Kathleen L. McGinn and Nicole Nasser
Two fictional travel companies, SCOUT and TravelPlanner, engage in competitive bidding to acquire a third party, Travelexis. This exercise consists of three roles, one representative from each of the three companies. It is based on the actual negotiations between... View Details
- November 2002 (Revised May 2003)
- Supplement
Charles Schwab in 2002: Spreadsheet Exercise
By: Lynda M. Applegate, Jamie Ladge and Shuchi Grover
Supplements Charles Schwab in 2002. View Details
Keywords: Financial Services Industry
- May 2002 (Revised June 2002)
- Exercise
Negotiation Self-Assessment
This exercise helps students evaluate their negotiating style on traditional measures of creating versus claiming, and empathy and assertiveness. In just a few minutes, they can see where their natural style lies on a matrix. View Details
- 01 Apr 2002
- Conference Presentation
To Beta or Not to Beta?: The Pedagogy and Execution of a Web-based New Product Development Exercise
By: Andrew McAfee and Alan MacCormack
- February 2002 (Revised December 2003)
- Exercise
Incentives Game, The
By: Jason R. Barro, Brian J. Hall and Jonathan Lim
This exercise provides an opportunity to gain insight about designing, negotiating, and responding to incentives. The setting is investment management. A class is divided into a certain number of investment firms. Each company has one CEO and begins with four portfolio... View Details
- February 2002
- Case
Strategy of the Firm Under Regulatory Review: The Case of Chilectra
By: Rafael M. Di Tella and Alexander Dyck
Discusses the largest electric distribution company in Chile and one of the five largest private Chilean companies. Introduces the exercise of operating control in order to improve the profitability of the investments, privatization, and international expansions. View Details
- February 2002 (Revised February 2002)
- Case
Morgan Stanley Japan, 2002
By: Tarun Khanna and Louis P. DiLorenzo, Jr
Thierry Porte, president of Morgan Stanley Japan, had spent the brisk November day in Tokyo with Eric Best, Morgan Stanley's head of scenario planning, outlining the exercise that all of the managing directors in Japan would participate in shortly. Japan remained mired... View Details
- December 2001 (Revised April 2003)
- Case
Financing PPL Corporation's Growth Strategy
By: Benjamin C. Esty and Carrie Ferman
PPL Corp., an electric utility in Pennsylvania, needs to finance $1 billion of peaking plants as part of its new growth strategy. In February 2001, Steve May, director of finance for PPL's Global Division, is responsible for recommending a finance plan. After... View Details
- December 2001
- Exercise
Exercise on Employee Stock Option Dilution
By: Brian J. Hall
Discusses the effects of option dilution on stock prices and shareholder value. To simplify the example and isolate the complexity of option dilution, we make a number of simplifying assumptions. View Details
- July 2001
- Exercise
Working with Your "Shadow Partner": Building a High Tech Investment Portfolio
By: Dwight B. Crane and Richard L. Nolan
Team-based exercise designed to illustrate the use of the Internet directly by executives. Requires going on the Internet to search for information required to construct a high-tech investment portfolio. View Details