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Winning Strategies for Team Negotiations 

Date: 20/07/2017 Author(s): IESE Insight Interviewee(s): Mehta, Kandarp; Stein, Guido Document type: Supplementary Material Negotiating as a team has definite advantages over going solo, but it also presents major challenges along the way. Preparation is key. Certain strategies can help you meet team challenges and negotiate better. More information  

Strategy and Geopolitics 

Date: 07/07/2017 Author(s): Rosenberg, Mike Document type: Book Large western companies are accelerating their expansion into emerging economies, while relying on oversimplified frameworks to make decisions and complex matrix organizations to make things happen. When critical events do happen (such as terrorist attacks or civil wars), senior executives and the companies they lead are often taken by surprise. As ... More information   Read related article

Social selling: la influencia de la redes sociales en la venta 

Date: 07/07/2017 Author(s): Chiesa, Cosimo; Morales, Laia Document type: Technical Note En estos últimos años, estamos viviendo una acelerada transformación en muchos aspectos de nuestra vida profesional y personal. Esto se debe, en gran parte, a la incorporación de las nuevas tecnologías en nuestra rutina diaria. Vivimos en un entorno de cambio constante en el que hemos modificado nuestra manera de comunicarnos, de comportarnos, de ... More information  

Globalization in the Age of Trump 

Date: 07/2017 Author(s): Ghemawat, Pankaj Document type: Non-refereed article Business leaders are scrambling to adjust to a world few imagined possible just a year ago. The myth of a borderless world has come crashing down. Traditional pillars of open markets--the United States and the UK--are wobbling, and China is positioning itself as globalization's staunchest defender. In June 2016, the Brexit vote stunned the European ... More information  

Apple contra Leviatán o "Esos empleos no van a volver" 

Date: 27/06/2017 Author(s): Calleja, Ricardo; Sánchez, Bruno Document type: Case Apple ha desarrollado una identidad fuerte basada en los valores de creatividad, expresión individual, emancipación y disrupción, entre otros. El sucesor de Steve Jobs, Tim Cook, defiende vehementemente distintas causas sociales que se encuentran en línea con dichos valores. Sin embargo, se duda acerca de la verdadera consistencia de las políticas ... More information  

La gestión de la furia 

Date: 19/06/2017 Author(s): Ghemawat, Pankaj Editor(s): Cátedra Anselmo Rubiralta de Estrategia y Globalización Document type: Non-refereed article Los efectos de la globalización han exacerbado una reacción en contra que explica el auge de los populismos, la elección de Trump y el Brexit. Vale la pena examinar los datos reales para calibrar los supuestos perjuicios del proceso globalizador, a menudo exagerados, pero también hay que entender y gestionar la furia en contra. More information  

As Brexit Negotiations Start, Companies Need Contingency Plans 

Date: 16/06/2017 Author(s): Ghemawat, Pankaj Document type: Opinion Any company with substantial exposure to Brexit that hasn't yet devised contingency plans to deal with a range of outcomes, including very bad ones, is about as far behind the curve as Britain's current government seems to be right now. After a surprising parliamentary election result, uncertainty surrounds how the UK will handle the Brexit negotiations. ... More information  

IESE Insight. Issue 33. Second Quarter 2016  Premium

Date: 16/06/2017 Author(s): IESE Insight Document type: Review From infrastructure changes to emerging business models to cybersecurity, this dossier is your survival guide. Marc Sachon explains Industry 4.0 and its implications, so that companies can move to protect their value chains and find new opportunities for growth. Javier Zamora presents a framework to help businesses tap connected data and pinpoint the ... More information  

The Only Way Is Up  Premium

Date: 16/06/2017 Author(s): IESE Insight Collaborator(s): Moohan, Marcella Document type: Non-refereed article Never has the phrase "blue-sky thinking" been more apt than for the design and construction of the Burj Khalifa, which, seven years since its opening, still holds the title as the world's tallest building. Besides the lessons for innovation and collaboration on a project of this scale, the Burj Khalifa must also be viewed as part of a bigger trend ... More information  

Etnia: Time to Bet on 3-D Printing? 

Date: 16/06/2017 Author(s): IESE Insight Collaborator(s): Doering, Wolfgang; Hernández, Miguel A.; Mercier, Laurent Document type: Non-refereed article Wolfgang Doering (Elix Polymers), Miguel A. Hernandez (AF-Mercados EMI) and Laurent Mercier (Eurofragance) debate whether now is the time to abandon current production plans and bet on a promising technology. More information  
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