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 - Falklands/Malvinas: The Haig Mediation Effort (B)

    Falklands/Malvinas: The Haig Mediation Effort (B)

    $3.95

    Publication Date: January 01, 1987

    On April 2, 1982, Argentine forces overran the British-controlled Falklands, thus triggering a confrontation between the two nations over possession of the barren South Atlantic islands. Students can read Part A to learn about the history of the...

  • Teaching Case - Peabody's Trailer Parks

    Peabody's Trailer Parks

    $3.95

    Publication Date: January 01, 1987

    In the late 1984, when the owners of trailer parks housing 2,000 residents of Peabody, Massachusetts, threatened to evict their tenants and redevelop the land for other uses because they cannot get satisfactory rent increases under the city's...

  • Classic Case - Royal Kingdom of Nari

    Royal Kingdom of Nari

    Free

    Publication Date: January 1, 1986

    This is a two-player, multi-attribute negotiation exercise. The companion case is Geodesic Dynamos. Nari is an oil-producing state that wishes to upgrade its air force. With falling oil revenues, it decided to pursue a barter strategy and has...

  • Classic Case - The Geodesic Dynamos Case

    The Geodesic Dynamos Case

    Free

    Publication Date: January 1, 1986

    This is a two-player, multi-attribute negotiation exercise. The companion case is the Royal Kingdom of Nari. One of each pair of participants will represent Geodesic Dynamos, a defense contractor, attempting to reach a barter agreement under...

  • Teaching Case - Falklands/Malvinas: Breakdown of Negotiations (A)

    Falklands/Malvinas: Breakdown of Negotiations (A)

    $3.95

    Publication Date: January 01, 1986

    On April 2, 1982, Argentine forces overran the British-controlled Falklands, thus triggering a confrontation between the two nations over possession of the barren South Atlantic islands. Part A of this case presents a historical account of the...

  • Classic Case - Iowa State Legislative Computer (C)

    Iowa State Legislative Computer (C)

    Free

    Publication Date: January 01, 1985

    This case focuses on the Iowa State Legislature during the process of acquiring a $1 million computer system. The system was intended to handle bill processing, update the state's code of laws, and allow quick and efficient budget analysis. Part...

  • Classic Case - Iowa State Legislative Computer (B)

    Iowa State Legislative Computer (B)

    Free

    Publication Date: January 01, 1985

    This case focuses on the Iowa State Legislature during the process of acquiring a $1 million computer system. The system was intended to handle bill processing, update the state's code of laws, and allow quick and efficient budget analysis. Part...

  • Classic Case - Iowa State Legislative Computer (A)

    Iowa State Legislative Computer (A)

    Free

    Publication Date: January 01, 1985

    This case focuses on the Iowa State Legislature during the process of acquiring a $1 million computer system. The system was intended to handle bill processing, update the state's code of laws, and allow quick and efficient budget analysis. Part...

  • Classic Case - International Harvester

    International Harvester

    Free

    Publication Date: January 01, 1984

    In 1982, faced with serious financial difficulties, International Harvester recognized a need to reduce costs at their Fort Wayne, Indiana and Springfield, Ohio truck assembly operations. That same year, the firm began negotiations with both...

  • Classic Case - Les Aspin and the MX (Sequel)

    Les Aspin and the MX (Sequel)

    Free

    Publication Date: January 01, 1983

    This case describes the situation facing President Reagan in the fall of 1982 and early 1983 as he sought congressional support for the MX missile. Two proposals for MX basing had already failed to secure congressional authorization. The case...