Technical Notes

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  Winning Strategies for Team Negotiations

Mehta, Kandarp; Stein, Guido 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. Read article

  Inbound Marketing: How to Make Your Clients Come to You

Capizzani, Mario; Valdés, Pau Web 2.0 has changed how we look for, compare and acquire products and services. Building on this change in behavior, a new form of marketing works to attract customers organically instead of trying to "push" people into purchases. IESE's Mario Capizzani breaks it down. Read article

  20 Tips for Making Intuitive Decisions

García-Castro, Roberto; García-Méndez, Isabel Although we live in the age of big data, most strategic decisions are still guided by intuition. To improve our gut decisions, it's wise to work on the inputs that tacitly inform them. Here are 20 tips to guide the intuition process. Read article

  10 Steps to Start a Management Position on the Right Foot

Stein, Guido Taking on a new management position can create certain doubts and insecurities. A clash between expectations and reality is almost inevitable -- but it can be minimized. Professor Guido Stein offers 10 tips to streamline your adaptation to a new executive role. Read article

  9 Tips for Managing Millennials

Stein, Guido; Mesa, Rafael; Martín, Miguel By 2025, the millennial generation will make up 75 percent of the world's working population. Ready for some changes in your company's management policies and leadership styles? Taking into account the distinctive features of this cohort, IESE's Guido Stein offers practical advice to better recruit, develop and retain top millennial talent in the years to come. Read article

  5 Steps to a Successful New Product

de Toro, Juan Manuel The vast majority of new products fail, and many resources could be saved by reducing this number. IESE's Juan Manuel de Toro argues that a tight focus on brand image, communication and other intangible attributes can pave the way to success these days. Drawing from examples that include innovative chef Ferrán Adrià, he suggests a five-step process. Read article

  Mobile Marketing: Responsive Website or App?

Capizzani, Mario; Bhargava, Neeti; Cañigueral, Xavier; Chaudhry, Shruti Up to 58 percent of smartphone users have shopped with their phone at some point, making the mobile market a force that cannot be ignored. But how should companies adapt their marketing strategies to suit these mobile devices? Is an optimized website the answer, or would they be better served by an app? Read article

  What Is the Ideal Price of a Product?

Villanueva, Julián; Segarra, José Antonio; Ferrer, Iciar How can you optimize the price of a product or service? Julián Villanueva, José Antonio Segarra and Iciar Ferrer outline the variables to keep in mind and explain how to tailor your pricing policy. For starters, remember that most buying decisions are far from rational, as they are influenced by certain psychological factors. Read article

  Say Goodbye to Just-in-Time, Lean and Agile Management Models

Muñoz-Seca, Beatriz Many cultural institutions ought to streamline their operations to increase efficiency. But what's the best way to go about it? Using Spain's National Institute of Performing Arts and Music as a case in point, IESE's Beatriz Muñoz-Seca presents an innovative model for service companies looking to optimize operations. Read article

  Is a Matrix Organization Right for You?

Lavezzolo, Sebastián E.; Rodríguez-Lluesma, Carlos Companies often confront complex situations that require agility and innovation. In such situations, a matrix model of management with multiple chains of command can be a great help. Yet implementing this model is not always easy and may be risky, explain Sebastián E. Lavezzolo and Carlos Rodríguez Lluesma. What really is at stake? Read article
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