The teaching cases in this section introduce students to the theory and practice of negotiation by emphasizing both analytical and interpersonal skills. Several lessons can be found, including how to trade on differences to create value, overcome a status and power imbalance, build a multi-party coalition, and balance the demands of internal vs. external negotiations.

  • Evelyn Diop

    Evelyn Diop


    Publication Date: May 30, 2023

     Evelyn is a seasoned nonprofit fundraising professional with roots in the corporate world, who thrives when faced with a strategic challenge. While she had been successfully leading change as a chief development officer (CDO) at...

  • Simulation - Galvis City

    Galvis City Schools Collective Bargaining Simulation


    Publication Date: June 8, 2022

    This is a seven-party exercise, with six negotiators and one facilitator. Representatives from a large school district and its affiliated teachers’ union must negotiate for three rounds. The Mayor serves as a facilitator and convening...

  • When Gender Matters in Organizational Negotiations

    When Gender Matters in Organizational Negotiations


    Publication Date: March 18, 2022

    Learning Objective:The overarching learning objective is to help students recognize the situational circumstances that moderate gender effects in negotiation. Core lessons include: (a) A person’s gender is not a reliable predictor of their...

  • Teaching Case - Maryam Hassan

    Maryam Hassan


    Publication Date: March 8, 2021

    Maryam and Sameer, brother and sister, were searching for an apartment in Hitech City, Hyderabad. Recent college graduates who were now starting jobs with high-profile technology firms, they wanted to lease an apartment together. The case...

  • Teaching Case - Shahana Patel

    Shahana Patel


    Publication Date: March 8, 2021

    Shahana had just received a job offer from a trendy global startup in India, but she was getting married in five months and wanted to negotiate for a short leave for the wedding and a transfer to the company’s Hong Kong office to be with...

  • Teaching Case - Priya Iman

    Priya Iman


    Publication Date: March 8, 2021

    Priya, a graduate student of public policy, was offered internships from two units within the International Development Fund. One offered a good salary, took advantage of her past work experience but was longer than she wanted; the other,...

  • Teaching Case - Angel Torres Sequel

    Angel Torres Sequel


    Publication Date: March 8, 2021

    The Angel case was developed from accounts by students and managers about challenges and opportunities in early career employment opportunities for students in technology and engineering jobs, particularly those from less privileged and...