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Case Studies by Horacio Falcao

53 case studies

by Publication Date
published: 25 Mar 2019

  • Topic: Leadership & Organisations
  • Industry: Logistics
  • Region: Global

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Abstract:
Five high school students are lured into working at a logistics warehouse for what they consider a high salary for their first job. After they start, their dreams are shattered. Over the next four months the workplace reality transforms into a nightmare.

Pedagogical Objectives:
. Analysis of psychological biases which influence career choices . Identification of burnout potential due to motivated reasoning and the sunk-cost fallacy . Importance of information gathering for negotiation effectiveness . The self-fulfilling prophecy of Theory X and its effects on workforce motivation and productivity

Keywords:
Organisational Behaviour, Group Dynamics, Work-Life Balance, Motivation and Stress, Social Psychology, Career Management, Recruitment, Human Resources, Decision Making and Biases

Related:

published: 25 Mar 2019

  • Topic: Leadership & Organisations
  • Industry: Logistics
  • Region: Global

Show details ...

Abstract:
Five high school students are lured into working at a logistics warehouse for what they consider a high salary for their first job. After they start, their dreams are shattered. Over the next four months the workplace reality transforms into a nightmare.

Pedagogical Objectives:
. Analysis of psychological biases which influence career choices . Identification of burnout potential due to motivated reasoning and the sunk-cost fallacy . Importance of information gathering for negotiation effectiveness . The self-fulfilling prophecy of Theory X and its effects on workforce motivation and productivity

Keywords:
Organisational Behaviour, Group Dynamics, Work-Life Balance, Motivation and Stress, Social Psychology, Career Management, Recruitment, Human Resources, Decision Making and Biases

Related:

published: 25 Mar 2019

  • Topic: Leadership & Organisations
  • Industry: Logistics
  • Region: Global

Show details ...

Abstract:
Five high school students are lured into working at a logistics warehouse for what they consider a high salary for their first job. After they start, their dreams are shattered. Over the next four months the workplace reality transforms into a nightmare.

Pedagogical Objectives:
. Analysis of psychological biases which influence career choices . Identification of burnout potential due to motivated reasoning and the sunk-cost fallacy . Importance of information gathering for negotiation effectiveness . The self-fulfilling prophecy of Theory X and its effects on workforce motivation and productivity

Keywords:
Organisational Behaviour, Group Dynamics, Work-Life Balance, Motivation and Stress, Social Psychology, Career Management, Recruitment, Human Resources, Decision Making and Biases

Related:

published: 25 Mar 2019

  • Topic: Leadership & Organisations
  • Industry: Logistics
  • Region: Global

Show details ...

Abstract:
Five high school students are lured into working at a logistics warehouse for what they consider a high salary for their first job. After they start, their dreams are shattered. Over the next four months the workplace reality transforms into a nightmare.

Pedagogical Objectives:
. Analysis of psychological biases which influence career choices . Identification of burnout potential due to motivated reasoning and the sunk-cost fallacy . Importance of information gathering for negotiation effectiveness . The self-fulfilling prophecy of Theory X and its effects on workforce motivation and productivity

Keywords:
Organisational Behaviour, Group Dynamics, Work-Life Balance, Motivation and Stress, Social Psychology, Career Management, Recruitment, Human Resources, Decision Making and Biases

Related:

published: 19 Dec 2018

  • Topic: Leadership & Organisations
  • Region: North America

Show details ...

Abstract:
In this case, 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 installments. 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. On the positive side, there are opportunities for value creation available if the parties are brave and transparent enough to find them. This case is an excellent role play to use in a course after the Oxipouco role play, for example. It has about the same size and several of the same structural dynamics as the Sally Soprano case, but enriches the context and allows for more exploration of additional aspects of negotiation theory. As such, this role play is ideal for a negotiation teacher/professor who wants to upgrade, differentiate or just move away from Sally Soprano without having to learn or experiment with a completely new case.

Pedagogical Objectives:
• The differences between interests, positions and options • How to uncover and exchange interests to create value • How to build value creating options • How to use legitimacy to claim value • Opening offers, ZOPA, reservation price & aspiration price • How to understand and manage power in the absence of a good BATNA • How to reframe a negotiation from power to value • When to share interests and options • How to handle positions, preferences and non-negotiables

Keywords:
Interest, Position, Options, Legitimacy, Value Creation, Value Claiming, Opening Offer, Zopa, Reservation Price & Aspiration Price, Batna, Win-Win, Win-Lose, Power, Value, Preference, Preferences, Priority, Priorities, Non-Negotiable

Related:

published: 19 Dec 2018

  • Topic: Leadership & Organisations
  • Region: North America

Show details ...

Abstract:
In this case, 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 installments. 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. On the positive side, there are opportunities for value creation available if the parties are brave and transparent enough to find them. This case is an excellent role play to use in a course after the Oxipouco role play, for example. It has about the same size and several of the same structural dynamics as the Sally Soprano case, but enriches the context and allows for more exploration of additional aspects of negotiation theory. As such, this role play is ideal for a negotiation teacher/professor who wants to upgrade, differentiate or just move away from Sally Soprano without having to learn or experiment with a completely new case.

Pedagogical Objectives:
• The differences between interests, positions and options • How to uncover and exchange interests to create value • How to build value creating options • How to use legitimacy to claim value • Opening offers, ZOPA, reservation price & aspiration price • How to understand and manage power in the absence of a good BATNA • How to reframe a negotiation from power to value • When to share interests and options • How to handle positions, preferences and non-negotiables

Keywords:
Interest, Position, Options, Legitimacy, Value Creation, Value Claiming, Opening Offer, Zopa, Reservation Price & Aspiration Price, Batna, Win-Win, Win-Lose, Power, Value, Preference, Preferences, Priority, Priorities, Non-Negotiable

Related:

published: 05 May 2018

  • Topic: Leadership & Organisations
  • Industry: Pharma
  • Region: South America

Show details ...

Abstract:
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, positions/options. Two companies, SuperPharma and PharmaCaring, both want to buy 10,000 rare Oxipouco fruits, which contain different compounds. Students tend to focus on the fruits rather than on the compounds.

Pedagogical Objectives:
1. Win-lose vs. win-win assumptions (or zero-sum vs. positive sum or integrative vs. distributive or competition vs. collaboration) 2. Interests vs. position 3. Single-issue vs. multi-issue negotiations (options) 4. Communication/preparation vs information asymmetry 5. Risk/reward analysis

Keywords:
Win-Lose Vs. Win-Win Assumptions, Zero-Sum Vs. Positive Sum, Integrative Vs. Distributive, Competition Vs. Collaboration, Interests Vs. Position, Single-Issue Vs. Multi-Issue Negotiations (options), Communication/preparation Vs Information Asymmetry, Risk/reward Analysis

Related:

published: 05 May 2018

  • Topic: Leadership & Organisations
  • Industry: Pharma
  • Region: South America

Show details ...

Abstract:
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, positions/options. Two companies, SuperPharma and PharmaCaring, both want to buy 10,000 rare Oxipouco fruits, which contain different compounds. Students tend to focus on the fruits rather than on the compounds.

Pedagogical Objectives:
1. Win-lose vs. win-win assumptions (or zero-sum vs. positive sum or integrative vs. distributive or competition vs. collaboration) 2. Interests vs. position 3. Single-issue vs. multi-issue negotiations (options) 4. Communication/preparation vs information asymmetry 5. Risk/reward analysis

Keywords:
Win-Lose Vs. Win-Win Assumptions, Zero-Sum Vs. Positive Sum, Integrative Vs. Distributive, Competition Vs. Collaboration, Interests Vs. Position, Single-Issue Vs. Multi-Issue Negotiations (options), Communication/preparation Vs Information Asymmetry, Risk/reward Analysis

Related:

published: 11 Dec 2017

  • Topic: Leadership & Organisations
  • Industry: Pharma
  • Region: South America

Show details ...

Abstract:
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, positions/options. Two companies, SuperPharma and PharmaCaring, both want to buy 10,000 rare Oxipouco fruits, which contain different compounds. Students tend to focus on the fruits rather than on the compounds.

Pedagogical Objectives:
1. Win-lose vs. win-win assumptions (or zero-sum vs. positive sum or integrative vs. distributive or competition vs. collaboration) 2. Interests vs. position 3. Single-issue vs. multi-issue negotiations (options) 4. Communication/preparation vs information asymmetry 5. Risk/reward analysis

Keywords:
Win-Lose Vs. Win-Win Assumptions, Zero-Sum Vs. Positive Sum, Integrative Vs. Distributive, Competition Vs. Collaboration, Interests Vs. Position, Single-Issue Vs. Multi-Issue Negotiations (options), Communication/preparation Vs Information Asymmetry, Risk/reward Analysis.

Related:

published: 11 Dec 2017

  • Topic: Leadership & Organisations
  • Industry: Pharma
  • Region: South America

Show details ...

Abstract:
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, positions/options. Two companies, SuperPharma and PharmaCaring, both want to buy 10,000 rare Oxipouco fruits, which contain different compounds. Students tend to focus on the fruits rather than on the compounds.

Pedagogical Objectives:
1. Win-lose vs. win-win assumptions (or zero-sum vs. positive sum or integrative vs. distributive or competition vs. collaboration) 2. Interests vs. position 3. Single-issue vs. multi-issue negotiations (options) 4. Communication/preparation vs information asymmetry 5. Risk/reward analysis

Keywords:
Win-Lose Vs. Win-Win Assumptions, Zero-Sum Vs. Positive Sum, Integrative Vs. Distributive, Competition Vs. Collaboration, Interests Vs. Position, Single-Issue Vs. Multi-Issue Negotiations (options), Communication/preparation Vs Information Asymmetry, Risk/reward Analysis.

Related:

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