Top 50 Bestselling Case Authors 2020/21: No. 36

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No. 36 - Horacio Falcão

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Reference no. 413-090-1

This is part of a negotiation role-play. Two companies, SuperPharma and PharmaCaring, both want to buy 10,000 rare Oxipouco fruits, which contain different compounds. This two-party negotiation is an ideal introductory negotiation role-play to raise issues of assumptions, win-win / win-lose, competition / collaboration, interests / positions, single- / multi-issue and, positions / options. This item provides confidential instructions for SuperPharma.

Reference no. 419-0001-1

This is part of a negotiation role-play in which executives from a movie studio and a talent agency representing a (past his prime) movie star discuss their new project, the latest in a very successful film franchise which has declined in prestige over the last couple of instalments. The parties also have to navigate challenges such as an ageing star in an action movie, a changing customer landscape and several other production problems to see if they can still build a valuable deal. This item provides confidential instructions for Xander Akt'Ionrreeru Agent.

Reference no. 419-0001-1B

This is part of a negotiation role-play in which executives from a movie studio and a talent agency representing a (past his prime) movie star discuss their new project, the latest in a very successful film franchise which has declined in prestige over the last couple of instalments. The parties also have to navigate challenges such as an ageing star in an action movie, a changing customer landscape and several other production problems to see if they can still build a valuable deal. This item provides confidential instructions for the Just Movies Studios Producer.

Bestselling case author in...

36 - 2020/21

“A business case defines the scope, boundaries, and possibilities of a class. A good business case allows professors to lead students into unexpected yet relevant business lessons. An excellent business case transports students and invites them to think, explore, and learn by themselves with the careful guidance of the professor. For me, writing a business case is about providing such excellent tools to elevate the learning experience.”

~ Horacio Falcão

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Intensive, practical and hands-on, our case training is ideal for teachers, writers and students.

Enjoy a safe, enjoyable learning experience, plus the chance to network with colleagues.

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