Journal of the International Academy of Case Studies, 2005
CASE DESCRIPTION The primary subject matter of the case concerns power asymmetries in negotiation... more CASE DESCRIPTION The primary subject matter of the case concerns power asymmetries in negotiation. Secondary issues examined include the effect of customer demands on price, time constraints involved in the negotiation and the contrast between distributive and integrative negotiation strategies. The case has a difficulty level of four. The case is expected to be taught in two hours with additional student preparation time of 30-45 minutes. Student preparation may be done inside or outside of the classroom. The case could be used in a strategy course, or as part of a conflict/negotiation module of a general course in business management. CASE SYNOPSIS Set in the context of a renegotiation of a sale agreement for equipment, this negotiation exercise explores the dynamics of two companies with power asymmetries. The role play activity highlights the difficulties of negotiating when there are changes occurring in the external and competitive environment. Several other concepts are illustrated including the effect of customer demands on price, time constraints involved in the negotiation and the contrast between distributive and integrative negotiation strategies. INSTRUCTORS' NOTES This case was written by: Paul Esqueda, Professor of Engineering, Division Head for Engineering, Business and Computing, Penn State Berks-Lehigh Valley College and Denise T. Ogden, Assistant Professor of Marketing, Penn State Berks-Lehigh Valley Collage. Both professors have experience in practice and teaching negotiation techniques. This case is based on an actual business situation and the story has been slightly changed for pedagogical reasons and to preserve the anonymity of the parties. Following are learning objectives, operational needs and operating procedures for implementing the case in a course. Lecture ideas, discussion questions and an explanation of what happened in the real-life negotiation are also included. Learning Objectives * To understand and gain practice in a conflict in which asymmetries in power exist * Consider whether integrative potential exists in a negotiation that has distributive features * Explore the role of power and alternatives in negotiation * Understand the effect of time demands on price * Demonstrate the potential for entrapment in a negotiation * To explore some of the dynamics of trust and suspicion between groups * Explore the role of ethics in a negotiation situation OPERATIONAL NEEDS Group size: Two small groups are used to role-play the company teams involved in the negotiation. Time required: About 30-45 minutes to read the case and prepare for the negotiation; 60 minutes to role-play; 50-60 minutes to discuss and summarize and discuss key principles. Materials: The case must be copied for the class in which the case is to be taught. The instructor should make one copy of each case for each student. Copies are also needed for the confidential information given to each team member participating in the role-play. Physical Requirements: A room that is big enough where the teams can discuss strategy privately within their teams. Where possible, two "break-out" rooms can be used for maximum privacy. OPERATING PROCEDURE * Choose two teams (3 to 5 members/team). Each team will role-play either the management team of Fresh Water Mining Co. or the management team of the Dutch Royal Fluorescence X-Ray B.V. company. The teams should sit far enough from each other to allow private meetings. If possible, a breakout room should be used to ensure privacy. * Have students read the background information for case and answer any preliminary questions. Next, hand out each team's "confidential information" sheets that provide additional information for the exercise. * Allow each team to read and discuss their negotiation strategy (20-30 minutes). …
Journal of the International Academy of Case Studies, Feb 1, 2010
... LIGHT OF CHANGE: A CASE OF ASSISTED RENEGOTIATION Paul Esqueda, Penn State University - Berks... more ... LIGHT OF CHANGE: A CASE OF ASSISTED RENEGOTIATION Paul Esqueda, Penn State University - Berks ... Two parties, Global Gas Inc. (GGI) and Gas Station Janet (Mr. Tony Martinez) agree to remodel an existing gas station and build two more. ...
International Journal of Procurement Management, 2012
Global supply chains (GSC) involve multiple stakeholders relying on public and private infrastruc... more Global supply chains (GSC) involve multiple stakeholders relying on public and private infrastructures run by an assortment of agencies. GSC development and operations require interactions between multiple agents collaborating efficiently and resolving conflicts equitably in a sustainable manner. Growth projections of supply chain infrastructure worldwide combined with expected goals in cost reduction and improved performance, predict that stakeholders involved in a development project will engage in multiparty negotiations to generate consensus for projects to move forward with wide support. This case simulates a multiparty negotiation for a 20-year infrastructure investment plan to convert a European city into global logistic hub. The target audience is practitioners in supply chain, operation managers, procurement officers, and MBA students needing to acquire skills and strategies to muster support for logistic infrastructure projects. The plan is presented with stakeholder positions on the project along with instructions for participants to develop a strategy to generate consensus.
Journal of the International Academy of Case Studies, Mar 1, 2005
CASE DESCRIPTION The primary subject matter of the case concerns power asymmetries in negotiation... more CASE DESCRIPTION The primary subject matter of the case concerns power asymmetries in negotiation. Secondary issues examined include the effect of customer demands on price, time constraints involved in the negotiation and the contrast between distributive and integrative negotiation strategies. The case has a difficulty level of four. The case is expected to be taught in two hours with additional student preparation time of 30-45 minutes. Student preparation may be done inside or outside of the classroom. The case could be used in a strategy course, or as part of a conflict/negotiation module of a general course in business management. CASE SYNOPSIS Set in the context of a renegotiation of a sale agreement for equipment, this negotiation exercise explores the dynamics of two companies with power asymmetries. The role play activity highlights the difficulties of negotiating when there are changes occurring in the external and competitive environment. Several other concepts are illustrated including the effect of customer demands on price, time constraints involved in the negotiation and the contrast between distributive and integrative negotiation strategies. INSTRUCTORS' NOTES This case was written by: Paul Esqueda, Professor of Engineering, Division Head for Engineering, Business and Computing, Penn State Berks-Lehigh Valley College and Denise T. Ogden, Assistant Professor of Marketing, Penn State Berks-Lehigh Valley Collage. Both professors have experience in practice and teaching negotiation techniques. This case is based on an actual business situation and the story has been slightly changed for pedagogical reasons and to preserve the anonymity of the parties. Following are learning objectives, operational needs and operating procedures for implementing the case in a course. Lecture ideas, discussion questions and an explanation of what happened in the real-life negotiation are also included. Learning Objectives * To understand and gain practice in a conflict in which asymmetries in power exist * Consider whether integrative potential exists in a negotiation that has distributive features * Explore the role of power and alternatives in negotiation * Understand the effect of time demands on price * Demonstrate the potential for entrapment in a negotiation * To explore some of the dynamics of trust and suspicion between groups * Explore the role of ethics in a negotiation situation OPERATIONAL NEEDS Group size: Two small groups are used to role-play the company teams involved in the negotiation. Time required: About 30-45 minutes to read the case and prepare for the negotiation; 60 minutes to role-play; 50-60 minutes to discuss and summarize and discuss key principles. Materials: The case must be copied for the class in which the case is to be taught. The instructor should make one copy of each case for each student. Copies are also needed for the confidential information given to each team member participating in the role-play. Physical Requirements: A room that is big enough where the teams can discuss strategy privately within their teams. Where possible, two "break-out" rooms can be used for maximum privacy. OPERATING PROCEDURE * Choose two teams (3 to 5 members/team). Each team will role-play either the management team of Fresh Water Mining Co. or the management team of the Dutch Royal Fluorescence X-Ray B.V. company. The teams should sit far enough from each other to allow private meetings. If possible, a breakout room should be used to ensure privacy. * Have students read the background information for case and answer any preliminary questions. Next, hand out each team's "confidential information" sheets that provide additional information for the exercise. * Allow each team to read and discuss their negotiation strategy (20-30 minutes). …
Academia-revista Latinoamericana De Administracion, Jun 1, 2005
El concepto de cadena de suministros es relativamente nuevo; no obstante, la idea que las empresa... more El concepto de cadena de suministros es relativamente nuevo; no obstante, la idea que las empresas tienen múltiples formas de cadenas y el hecho que las cadenas globales son inherentemente complejas, es un concepto que no se encuentra con facilidad en la literatura especializada. Las cadenas de suministros de cierta complejidad, particularmente cuando son globales por naturaleza, son con frecuencia inflexibles e inherentemente vulnerables a interrupciones y perturbaciones. Este trabajo presenta dos modelos de complejidad, uno antes del 11 de septiembre y otro posterior al 11 de septiembre. Igualmente, considera cómo las empresas latinoamericanas pueden ser más o menos atractivas como participantes globales. Mediante una revisión exhaustiva de la literatura de la cadena de suministros, los factores globales de complejidad, la vulnerabilidad y, en general, las empresas en América Latina, este trabajo identifica un conjunto de fortalezas y debilidades de las empresas latinoamericanas en el contexto global. Los autores pronostican innumerables oportunidades de investigación aplicada en esta área, al igual que ofrecen recomendaciones para futuros trabajos. Palabras clave: complejidad de la cadena de suministros, vulnerabilidad de la cadena de suministros, cadena de suministros latinoamericanas, procesos de importación y exportación, competitividad global.
Abstract The effcts of HCl on the bulk generation process in silicon has been investigated using ... more Abstract The effcts of HCl on the bulk generation process in silicon has been investigated using MOS diodes based on HCl-grown oxides. The current and capacitance transient responses have been combined to characterize the test devices using four different methods. The results indicate that with the increase in HCl concentration to 6% in the oxidizing ambient the generation lifetime improves significantly. This implies a corresponding reduction of the near-midgap residual defect concentration in silicon due to the gettering effects of HCl. In the test samples the energy level of the dominant residual defect has been identified at 0.128 eV above the midgap.
Abstract The paper describes experiments on thresholds switches, based on a multicomponent chalco... more Abstract The paper describes experiments on thresholds switches, based on a multicomponent chalcogenide glass (Te 40 As 35 Ge 7 Si 18 ) of about 1 μm thickness, and pyrolytic graphite electrodes. The results demonstrate that “forming processes” (of presumably electrolytic character) in the off-state affect only the contact area which is not engaged in filamentary conduction when the switch is in the on-state. The detailed on-state characteristics are shown to depend on (a) the maximum on-current reached during the switching event, and (b) the rate of voltage change, and this is why depend on the external series resistance. Forming processes in the on-state must arise from a very different mechanism, and the operational reality of the minimum holding current has been established. The resultsfavor non-thermal interpretations of threshold switching as such, albeit inevitably with certain “thermal overtones”.
Single-carrier space-charge controlled in n+n n+GaAs structures at 77°K have been studied. The ca... more Single-carrier space-charge controlled in n+n n+GaAs structures at 77°K have been studied. The calculated current-voltage relationships are compared with the ones obtained from the "ballistic" transport theory.
Abstract A fast transient current (TC) technique has been developed for the characterization of m... more Abstract A fast transient current (TC) technique has been developed for the characterization of majority carrier charge emission from surface states using MOS capacitors excited by a voltage step-function. This technique, with appropriate choice of initial and final biasing conditions, allows a rapid determination of the density of surface states (Nss) and their capture cross section values (σn) in preselected regions of band gap using suitable temperature ambients. A low temperature (113°K) was used for regions close to the bottom of conduction band and room temperature and moderately low temperatures were used for the mid-gap region. Results of transient current measurements were compared with those obtained from thermally stimulated current and low frequency C-V measurements. The MOS devices were fabricated using [100] oriented n-type (6–8 Ω-cm) silicon on n+ substrates with HCl added to the oxidizing ambient. The detectability limit of the TC technique has been found to be approximately 1 × 1010 cm−2 eV−1 for the device area used.
IEEE Transactions on Electron Devices, Jun 1, 1977
The characteristics of a proposed two-layer shortchannel FET structure are analyzed and compared ... more The characteristics of a proposed two-layer shortchannel FET structure are analyzed and compared with those of the conventional structure. The new structure provides improved amplifier linearity and enhanced unity-current-gain frequency. Suitable combinations of doping in the two layers and gate-to-drain electrode separation can effectively reduce the device noise arising due to hot electrons.
Abstract A novel MOSFET device structure is proposed that operates on the principle of majority c... more Abstract A novel MOSFET device structure is proposed that operates on the principle of majority carrier accumulation in the channel. The basic current equation is obtained for an n-channel structure.
“Hemos concertado un pacto con la naturaleza según el cual el difícil proceso de maduración del n... more “Hemos concertado un pacto con la naturaleza según el cual el difícil proceso de maduración del niño viene compensado por su capacidad de aprendizaje …” Carl Sagan Venezuela es un país en plena evolución. En sus últimos cincuenta años se han visto crecer y consolidarse una serie de instituciones básicas que constituyen los elementos esenciales de un Estado Moderno. Se ha recorrido un camino de progresiva adquisición de experiencia, de aprendizaje y el desarrollo de nuestra sociedad que no pod..
Journal of the International Academy of Case Studies, 2005
CASE DESCRIPTION The primary subject matter of the case concerns power asymmetries in negotiation... more CASE DESCRIPTION The primary subject matter of the case concerns power asymmetries in negotiation. Secondary issues examined include the effect of customer demands on price, time constraints involved in the negotiation and the contrast between distributive and integrative negotiation strategies. The case has a difficulty level of four. The case is expected to be taught in two hours with additional student preparation time of 30-45 minutes. Student preparation may be done inside or outside of the classroom. The case could be used in a strategy course, or as part of a conflict/negotiation module of a general course in business management. CASE SYNOPSIS Set in the context of a renegotiation of a sale agreement for equipment, this negotiation exercise explores the dynamics of two companies with power asymmetries. The role play activity highlights the difficulties of negotiating when there are changes occurring in the external and competitive environment. Several other concepts are illustrated including the effect of customer demands on price, time constraints involved in the negotiation and the contrast between distributive and integrative negotiation strategies. INSTRUCTORS' NOTES This case was written by: Paul Esqueda, Professor of Engineering, Division Head for Engineering, Business and Computing, Penn State Berks-Lehigh Valley College and Denise T. Ogden, Assistant Professor of Marketing, Penn State Berks-Lehigh Valley Collage. Both professors have experience in practice and teaching negotiation techniques. This case is based on an actual business situation and the story has been slightly changed for pedagogical reasons and to preserve the anonymity of the parties. Following are learning objectives, operational needs and operating procedures for implementing the case in a course. Lecture ideas, discussion questions and an explanation of what happened in the real-life negotiation are also included. Learning Objectives * To understand and gain practice in a conflict in which asymmetries in power exist * Consider whether integrative potential exists in a negotiation that has distributive features * Explore the role of power and alternatives in negotiation * Understand the effect of time demands on price * Demonstrate the potential for entrapment in a negotiation * To explore some of the dynamics of trust and suspicion between groups * Explore the role of ethics in a negotiation situation OPERATIONAL NEEDS Group size: Two small groups are used to role-play the company teams involved in the negotiation. Time required: About 30-45 minutes to read the case and prepare for the negotiation; 60 minutes to role-play; 50-60 minutes to discuss and summarize and discuss key principles. Materials: The case must be copied for the class in which the case is to be taught. The instructor should make one copy of each case for each student. Copies are also needed for the confidential information given to each team member participating in the role-play. Physical Requirements: A room that is big enough where the teams can discuss strategy privately within their teams. Where possible, two "break-out" rooms can be used for maximum privacy. OPERATING PROCEDURE * Choose two teams (3 to 5 members/team). Each team will role-play either the management team of Fresh Water Mining Co. or the management team of the Dutch Royal Fluorescence X-Ray B.V. company. The teams should sit far enough from each other to allow private meetings. If possible, a breakout room should be used to ensure privacy. * Have students read the background information for case and answer any preliminary questions. Next, hand out each team's "confidential information" sheets that provide additional information for the exercise. * Allow each team to read and discuss their negotiation strategy (20-30 minutes). …
Journal of the International Academy of Case Studies, Feb 1, 2010
... LIGHT OF CHANGE: A CASE OF ASSISTED RENEGOTIATION Paul Esqueda, Penn State University - Berks... more ... LIGHT OF CHANGE: A CASE OF ASSISTED RENEGOTIATION Paul Esqueda, Penn State University - Berks ... Two parties, Global Gas Inc. (GGI) and Gas Station Janet (Mr. Tony Martinez) agree to remodel an existing gas station and build two more. ...
International Journal of Procurement Management, 2012
Global supply chains (GSC) involve multiple stakeholders relying on public and private infrastruc... more Global supply chains (GSC) involve multiple stakeholders relying on public and private infrastructures run by an assortment of agencies. GSC development and operations require interactions between multiple agents collaborating efficiently and resolving conflicts equitably in a sustainable manner. Growth projections of supply chain infrastructure worldwide combined with expected goals in cost reduction and improved performance, predict that stakeholders involved in a development project will engage in multiparty negotiations to generate consensus for projects to move forward with wide support. This case simulates a multiparty negotiation for a 20-year infrastructure investment plan to convert a European city into global logistic hub. The target audience is practitioners in supply chain, operation managers, procurement officers, and MBA students needing to acquire skills and strategies to muster support for logistic infrastructure projects. The plan is presented with stakeholder positions on the project along with instructions for participants to develop a strategy to generate consensus.
Journal of the International Academy of Case Studies, Mar 1, 2005
CASE DESCRIPTION The primary subject matter of the case concerns power asymmetries in negotiation... more CASE DESCRIPTION The primary subject matter of the case concerns power asymmetries in negotiation. Secondary issues examined include the effect of customer demands on price, time constraints involved in the negotiation and the contrast between distributive and integrative negotiation strategies. The case has a difficulty level of four. The case is expected to be taught in two hours with additional student preparation time of 30-45 minutes. Student preparation may be done inside or outside of the classroom. The case could be used in a strategy course, or as part of a conflict/negotiation module of a general course in business management. CASE SYNOPSIS Set in the context of a renegotiation of a sale agreement for equipment, this negotiation exercise explores the dynamics of two companies with power asymmetries. The role play activity highlights the difficulties of negotiating when there are changes occurring in the external and competitive environment. Several other concepts are illustrated including the effect of customer demands on price, time constraints involved in the negotiation and the contrast between distributive and integrative negotiation strategies. INSTRUCTORS' NOTES This case was written by: Paul Esqueda, Professor of Engineering, Division Head for Engineering, Business and Computing, Penn State Berks-Lehigh Valley College and Denise T. Ogden, Assistant Professor of Marketing, Penn State Berks-Lehigh Valley Collage. Both professors have experience in practice and teaching negotiation techniques. This case is based on an actual business situation and the story has been slightly changed for pedagogical reasons and to preserve the anonymity of the parties. Following are learning objectives, operational needs and operating procedures for implementing the case in a course. Lecture ideas, discussion questions and an explanation of what happened in the real-life negotiation are also included. Learning Objectives * To understand and gain practice in a conflict in which asymmetries in power exist * Consider whether integrative potential exists in a negotiation that has distributive features * Explore the role of power and alternatives in negotiation * Understand the effect of time demands on price * Demonstrate the potential for entrapment in a negotiation * To explore some of the dynamics of trust and suspicion between groups * Explore the role of ethics in a negotiation situation OPERATIONAL NEEDS Group size: Two small groups are used to role-play the company teams involved in the negotiation. Time required: About 30-45 minutes to read the case and prepare for the negotiation; 60 minutes to role-play; 50-60 minutes to discuss and summarize and discuss key principles. Materials: The case must be copied for the class in which the case is to be taught. The instructor should make one copy of each case for each student. Copies are also needed for the confidential information given to each team member participating in the role-play. Physical Requirements: A room that is big enough where the teams can discuss strategy privately within their teams. Where possible, two "break-out" rooms can be used for maximum privacy. OPERATING PROCEDURE * Choose two teams (3 to 5 members/team). Each team will role-play either the management team of Fresh Water Mining Co. or the management team of the Dutch Royal Fluorescence X-Ray B.V. company. The teams should sit far enough from each other to allow private meetings. If possible, a breakout room should be used to ensure privacy. * Have students read the background information for case and answer any preliminary questions. Next, hand out each team's "confidential information" sheets that provide additional information for the exercise. * Allow each team to read and discuss their negotiation strategy (20-30 minutes). …
Academia-revista Latinoamericana De Administracion, Jun 1, 2005
El concepto de cadena de suministros es relativamente nuevo; no obstante, la idea que las empresa... more El concepto de cadena de suministros es relativamente nuevo; no obstante, la idea que las empresas tienen múltiples formas de cadenas y el hecho que las cadenas globales son inherentemente complejas, es un concepto que no se encuentra con facilidad en la literatura especializada. Las cadenas de suministros de cierta complejidad, particularmente cuando son globales por naturaleza, son con frecuencia inflexibles e inherentemente vulnerables a interrupciones y perturbaciones. Este trabajo presenta dos modelos de complejidad, uno antes del 11 de septiembre y otro posterior al 11 de septiembre. Igualmente, considera cómo las empresas latinoamericanas pueden ser más o menos atractivas como participantes globales. Mediante una revisión exhaustiva de la literatura de la cadena de suministros, los factores globales de complejidad, la vulnerabilidad y, en general, las empresas en América Latina, este trabajo identifica un conjunto de fortalezas y debilidades de las empresas latinoamericanas en el contexto global. Los autores pronostican innumerables oportunidades de investigación aplicada en esta área, al igual que ofrecen recomendaciones para futuros trabajos. Palabras clave: complejidad de la cadena de suministros, vulnerabilidad de la cadena de suministros, cadena de suministros latinoamericanas, procesos de importación y exportación, competitividad global.
Abstract The effcts of HCl on the bulk generation process in silicon has been investigated using ... more Abstract The effcts of HCl on the bulk generation process in silicon has been investigated using MOS diodes based on HCl-grown oxides. The current and capacitance transient responses have been combined to characterize the test devices using four different methods. The results indicate that with the increase in HCl concentration to 6% in the oxidizing ambient the generation lifetime improves significantly. This implies a corresponding reduction of the near-midgap residual defect concentration in silicon due to the gettering effects of HCl. In the test samples the energy level of the dominant residual defect has been identified at 0.128 eV above the midgap.
Abstract The paper describes experiments on thresholds switches, based on a multicomponent chalco... more Abstract The paper describes experiments on thresholds switches, based on a multicomponent chalcogenide glass (Te 40 As 35 Ge 7 Si 18 ) of about 1 μm thickness, and pyrolytic graphite electrodes. The results demonstrate that “forming processes” (of presumably electrolytic character) in the off-state affect only the contact area which is not engaged in filamentary conduction when the switch is in the on-state. The detailed on-state characteristics are shown to depend on (a) the maximum on-current reached during the switching event, and (b) the rate of voltage change, and this is why depend on the external series resistance. Forming processes in the on-state must arise from a very different mechanism, and the operational reality of the minimum holding current has been established. The resultsfavor non-thermal interpretations of threshold switching as such, albeit inevitably with certain “thermal overtones”.
Single-carrier space-charge controlled in n+n n+GaAs structures at 77°K have been studied. The ca... more Single-carrier space-charge controlled in n+n n+GaAs structures at 77°K have been studied. The calculated current-voltage relationships are compared with the ones obtained from the "ballistic" transport theory.
Abstract A fast transient current (TC) technique has been developed for the characterization of m... more Abstract A fast transient current (TC) technique has been developed for the characterization of majority carrier charge emission from surface states using MOS capacitors excited by a voltage step-function. This technique, with appropriate choice of initial and final biasing conditions, allows a rapid determination of the density of surface states (Nss) and their capture cross section values (σn) in preselected regions of band gap using suitable temperature ambients. A low temperature (113°K) was used for regions close to the bottom of conduction band and room temperature and moderately low temperatures were used for the mid-gap region. Results of transient current measurements were compared with those obtained from thermally stimulated current and low frequency C-V measurements. The MOS devices were fabricated using [100] oriented n-type (6–8 Ω-cm) silicon on n+ substrates with HCl added to the oxidizing ambient. The detectability limit of the TC technique has been found to be approximately 1 × 1010 cm−2 eV−1 for the device area used.
IEEE Transactions on Electron Devices, Jun 1, 1977
The characteristics of a proposed two-layer shortchannel FET structure are analyzed and compared ... more The characteristics of a proposed two-layer shortchannel FET structure are analyzed and compared with those of the conventional structure. The new structure provides improved amplifier linearity and enhanced unity-current-gain frequency. Suitable combinations of doping in the two layers and gate-to-drain electrode separation can effectively reduce the device noise arising due to hot electrons.
Abstract A novel MOSFET device structure is proposed that operates on the principle of majority c... more Abstract A novel MOSFET device structure is proposed that operates on the principle of majority carrier accumulation in the channel. The basic current equation is obtained for an n-channel structure.
“Hemos concertado un pacto con la naturaleza según el cual el difícil proceso de maduración del n... more “Hemos concertado un pacto con la naturaleza según el cual el difícil proceso de maduración del niño viene compensado por su capacidad de aprendizaje …” Carl Sagan Venezuela es un país en plena evolución. En sus últimos cincuenta años se han visto crecer y consolidarse una serie de instituciones básicas que constituyen los elementos esenciales de un Estado Moderno. Se ha recorrido un camino de progresiva adquisición de experiencia, de aprendizaje y el desarrollo de nuestra sociedad que no pod..
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