The family-run Balaji Wafers Pvt. Ltd. (Balaji Wafers), a savoury snack manufacturer, had adopted a phased strategy in taking on the likes of global multinational corporation PepsiCo in India, an emerging economy. After operating successfully for more than three decades in western India, Balaji Wafers was planning to grow and to go national with forays into north and south India. Balaji Wafers had a strong foothold in western India, where in Gujarat .....more

Teaching note for product 9B18M145.

Teaching note for product 9B14C008.

A newly appointed state program manager for a non-governmental organization (NGO) has been given the responsibility of managing several health centres in rural India. The state program manager quickly found that his new business environment was full of interpersonal difficulties and unprofessional conduct, which were threatening to derail the organization’s goals. Despite being a newcomer to a well-established and structured NGO, the manager knew .....more

This case presents a role play between a buyer, seller and consultant. In January 2012, India Steel Ltd., a successful, family-owned, mid-sized steel manufacturing company headquartered in India but with agents in Europe, the United States and some parts of the Middle East, is about to enter into a negotiation to buy a steel plant owned by Swedish Steel AB, a large Swedish steel company with more than 7,000 employees working in nine production facilities .....more

This case presents a role play between a buyer, seller and consultant. In January 2012, India Steel Ltd., a successful, family-owned, mid-sized steel manufacturing company headquartered in India but with agents in Europe, the United States and some parts of the Middle East, is about to enter into a negotiation to buy a steel plant owned by Swedish Steel AB, a large Swedish steel company with more than 7,000 employees working in nine production facilities .....more

This case presents a role play between a buyer, seller and consultant. In January 2012, India Steel Ltd., a successful, family-owned, mid-sized steel manufacturing company headquartered in India but with agents in Europe, the United States and some parts of the Middle East, is about to enter into a negotiation to buy a steel plant owned by Swedish Steel AB, a large Swedish steel company with more than 7,000 employees working in nine production facilities .....more

Teaching note for products 9B14C005, 9B14C006 and 9B14C007. This teaching note has an accompanying PowerPoint presentation: Indian Steel Ltd.: Tri-Party Negotiation – PP.

Teaching note for product 9B13C006

This case examines the mindset of a father who faces a complex situation when his adult son, who works with him in the family business in India, begins pressuring him to make a will. The father’s thought processes are revealed as he tries to understand the reasons behind his son’s motivation. The case explores the issue from the father’s point of view. It examines his hesitation to make a will and the points in favour of doing so.