... that can accompany even well-intentioned, absolutely-necessary business decisions. Drawing on Fisher and Ury’s Method of Principled Negotiation, the case invites students to practice separating people from problems, focusing on underlying interests, generating options for mutual gain and using objective...

... to a standstill over the summer and fall of 2023. As film and TV productions continued to be delayed and actors remained out of work, Drescher’s leadership style faced criticism, not only from the opposing side in the negotiation process but from her own constituents as well. Through the case, students explore...

... Psychological contracts Organizational behavior Expectancy theory Employee motivation Decision-making Negotiation Managing expectations Information technology (IT) Kofi Nyarkoh was startled out of thought by the sound of his ringing phone. At first, he contemplated whether or not to answer...

...Michael E. Ricco; Patrik Hultberg Synopsis The dilemma down under is a two-party distributive negotiation with integrative potential. A large airline, Transpacific Airlines (TPA), created an internal tour operator brand named Transpacific Vacations as a separate profit center. After licensing its...

... for the analysis of HRM issues of a small company in a nontraditional, international context. Real and perceptual issues surrounding expatriate employee compensation, including wages and benefits relative to home country, cost indices, inflation, and currency fluctuations, are analyzed. Motivation and negotiation...