Negotiation

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.

  • Teaching Case - Seeking the Extradition of Mohammed Rashid

    Seeking the Extradition of Mohammed Rashid

    $3.95

    Publication Date: January 01, 1990

    This is the culminating case in a series of six which explore the relationship among terrorism, politics, and Western legal systems. In this, the focus is on the domestic political consequences in Greece which result from a US request that the...

  • Teaching Case - INF: The Second Zero

    INF: The Second Zero

    $3.95

    Publication Date: January 01, 1989

    The 1987 intermediate nuclear forces treaty can be called the first true disarmament treaty of the nuclear age for having eliminated both short- and intermediate-range nuclear weapons from western Europe. This case examines the potential risks...

  • Teaching Case - The International Diamond Cartel: Facing the Threats (B)

    The International Diamond Cartel: Facing the Threats (B)

    $3.95

    Publication Date: January 01, 1989

    How do bargaining and negotiation work among the partners of an international trade cartel? The international diamond cartel, established in 1888 and controlled by the South Africa-based DeBeers Corporation, faced a series of crises beginning in...

  • Teaching Case - The International Diamond Cartel (A)

    The International Diamond Cartel (A)

    $3.95

    Publication Date: January 01, 1989

    How do bargaining and negotiation work among the partners of an international trade cartel? The international diamond cartel, established in 1888 and controlled by the South Africa-based DeBeers Corporation, faced a series of crises beginning in...

  • Teaching Case - The Indian Ocean Negotiations

    The Indian Ocean Negotiations

    $3.95

    Publication Date: January 01, 1988

    In June 1977, US and Soviet negotiators met in Moscow for the first round of talks on arms control in the Indian Ocean. Over the preceding decade, the growing political importance of that area had led both nations to establish a limited naval...