Partida doble Part: B

IE code:
Language:   Spanish
also available in English
Nr. Of Pages:
Academic Area:
Type of publication:
Case Study


This document is part of an exercise to train in managing of the basic elements in the negotiation methodology. In particular: interests, objectives, alternatives, BATNA and external criteria of legitimacy.

This case has the reader take on the role of Mr. Brown, a headhunter from HHC who has just been put in charge of the ETTIOLED account, one of the largest clients and the country’s top auditing firm. ETTIOLED wants to hire an external person who can develop a new area of auditing specialized in banking. Mr. Brown will have a meeting with Mr. Pacioli and the reader is asked to prepare it from Mr. Brown’s point of view.

This case goes along with part A, where the reader takes on the role of Mr. Pacioli.