SEARCH RESULTS

Search for: Negotiations

Found: 9 Products

Show: Sort:

Cases

VIEW
CASE

Harley Davidson Purchase (B): Seller

by Andrew Hoffman

Product Type: Exercise Publication Date: 04/2010 Product ID#: 1-429-085 Length: 4pages

This is going to be your last Harley-Davidson! You've had enough. You’re tired of the oil stain in your garage and the joke about why it’s there: “How do you know when your Harley needs oil? When it stops leaking!” You bought this Low Rider Custom new in 1989, before the whole Harley craze. So, you were able to pick your model and color — black, of course. In your opinion, that’s t...

VIEW
CASE

Augusta Richards: Plagiarism (A)

by Andrew Hoffman

Product Type: Case Publication Date: 04/2010 Product ID#: 1-429-044 Length: 8pages

This is an ethics case about a dilemma facing Augusta Richards, professor of business at the Boston University School of Management. She has been informed by an international colleague in her field that one of her papers has been plagiarized and published in the Basic Handbook of Entrepreneurship Research. The perpetrators are a group of authors, including a doctoral student, a new...

VIEW
CASE

Augusta Richards: Plagiarism (B)

by Andrew Hoffman

Product Type: Case Publication Date: 04/2010 Product ID#: 1-429-045 Length: 2pages

This is the second part of the three-part case, Augusta Richards: Responding to Plagiarism. Richards has made the first step toward rectifying the plagiarism of her work, and part (B) describes the reaction of Chris Beta, the esteemed professor in her field who was one of the authors of the plagiarized text.

VIEW
CASE

Augusta Richards: Plagiarism (C)

by Andrew Hoffman

Product Type: Case Publication Date: 04/2010 Product ID#: 1-429-046 Length: 8pages

This is the third part of the three-part case, Augusta Richards: Responding to Plagiarism. In part (C), Richards has made the second step toward rectifying the plagiarism of her work. Part (C) describes the reaction of Terry Alpha, the first author of the plagiarized text, and how Richards and the perpetrating authors brought the matter to a close.

VIEW
CASE

Harley Davidson Purchase (A): Buyer

by Andrew Hoffman

Product Type: Exercise Publication Date: 04/2010 Product ID#: 1-429-043 Length: 3pages

This is going to be your first Harley-Davidson! You can't wait! For the past two years, you've been riding a beat-up 1981 Honda with a 750-cubic-centimeter engine that you bought for $450. All the while, you have been dreaming of owning your very own “hog.” Now is the time. Your bank account now has $12,000. You can't spend any more than that. You’re stretching as it is. Your credi...

VIEW
CASE

Buyer/Seller Exchanges Relationship

by Robert J. Dolan

Product Type: Case Publication Date: 12/2009 Product ID#: 1-428-995 Length: 5pages

This case introduces students to the different market-making mechanisms. It distinguishes the ways in which buyers and sellers interact (posted price, negotiation, horizontal interaction), provides daily examples of each kind, and compares their advantages and disadvantages. This case is included in Module 1 of the course Business Thought & Action.

VIEW
CASE

BP & Whiting Refinery (B)

by Tom Lyon

Product Type: Mini-Case Publication Date: 12/2009 Product ID#: 1-428-736 Length: 4pages

This mini-case is a follow-up to the BP and the Whiting Refinery Case (A), which describes the situation facing BP America's President Bob Malone in late 2007. Malone could not understand where they had gone wrong while attempting to expand the refining capacity at their Whiting, Indiana plant. They had followed all the rules set out by the Indiana Department of Environmental Manag...

VIEW
CASE

Job Crafting at Burt's Bees

by Jane Dutton

Product Type: Case Publication Date: 11/2009 Product ID#: 1-428-854 Length: 6pages

Job designs are typically created by managers for employees. But employees are often motivated to make changes to their formal job designs to customize a more desirable experience for themselves at work. The concept of “job crafting” captures these changes. This case describes how four employees at Burt’s Bees Inc. crafted their formal job designs to better align their jobs with th...

VIEW
CASE

BP & Whiting Refinery (A)

by Tom Lyon

Product Type: Case Publication Date: 12/2008 Product ID#: 1-428-727 Length: 11pages

Teaching Note available to Registered Educators This case describes the situation facing BP America's President Bob Malone in late 2007. Malone could not understand where they had gone wrong while attempting to expand the refining capacity at their Whiting, Indiana plant. They had followed all the rules set out by the Indiana Department of Environmental Management and legally obta...