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 - The Reykjavik Summit: Watershed or Washout?

    The Reykjavik Summit: Watershed or Washout?

    $3.95

    Publication Date: January 01, 1988

    On October 11 and 12, 1986, at Reykjavik, Iceland, Soviet General Secretary Mikhail Gorbachev and US President Ronald Reagan met for the second time. The issues they intended to address--nuclear arms reductions, the future relationship of...

  • Teaching Case - Extradition of Mohammed Hamadei

    Extradition of Mohammed Hamadei

    $3.95

    Publication Date: January 01, 1988

    On January 13, 1987, Mohammed Hamadei, a 22-year-old Lebanese man wanted in the US for his alleged role in the brutal 1985 hijacking of TWA Flight 847, was arrested in Frankfurt by West German police. Within hours, the US formally requested that...

  • Teaching Case - Trident Contracting (Epilogue 1988)

    Trident Contracting (Epilogue 1988)

    $2.45

    Publication Date: January 01, 1988

    This case describes the Navy's efforts to contract for what was generally considered an impossible task--the construction in less than five years of a nuclear-powered submarine of unprecedented size and complexity. The first part focuses on...

  • Teaching Case - Trident Contracting: Negotiating the Contract (C)

    Trident Contracting: Negotiating the Contract (C)

    $3.95

    Publication Date: January 01, 1988

    This case describes the Navy's efforts to contract for what was generally considered an impossible task--the construction in less than five years of a nuclear-powered submarine of unprecedented size and complexity. The first part focuses on...

  • Teaching Case - Trident Contracting: Evaluating the Bids (B)

    Trident Contracting: Evaluating the Bids (B)

    $3.95

    Publication Date: January 01, 1988

    This case describes the Navy's efforts to contract for what was generally considered an impossible task--the construction in less than five years of a nuclear-powered submarine of unprecedented size and complexity. The first part focuses on...

  • Teaching Case - Trident Contracting: Drafting the RFP (A)

    Trident Contracting: Drafting the RFP (A)

    $3.95

    Publication Date: January 01, 1988

    This case describes the Navy's efforts to contract for what was generally considered an impossible task--the construction in less than five years of a nuclear-powered submarine of unprecedented size and complexity. The first part focuses on...

  • Teaching Case - Beagle Channel Negotiations (C)

    Beagle Channel Negotiations (C)

    $3.95

    Publication Date: January 01, 1988

    This three-part case concerns a territorial dispute between Argentina and Chile involving three small islands in the Beagle Channel at the southern tip of South America. Part A provides background on the 19th century origins of the dispute, and...

  • Teaching Case - Beagle Channel Negotiations (B)

    Beagle Channel Negotiations (B)

    $3.95

    Publication Date: January 01, 1988

    This three-part case concerns a territorial dispute between Argentina and Chile involving three small islands in the Beagle Channel at the southern tip of South America. Part A provides background on the 19th century origins of the dispute, and...

  • Teaching Case - Beagle Channel Negotiations (A)

    Beagle Channel Negotiations (A)

    $3.95

    Publication Date: January 01, 1988

    This three-part case concerns a territorial dispute between Argentina and Chile involving three small islands in the Beagle Channel at the southern tip of South America. Part A provides background on the 19th century origins of the dispute, and...