Negotiation

US-Canada Free Trade Negotiations (I): Gaining Approval to Proceed (B: Sequel)

Publication Date: January 01, 1987

In 1985, US Trade Representative Clayton Yeutter began preparing for trade talks with Canada, the largest US trading partner. The goal was an agreement that would virtually eliminate trade barriers between the two nations. But by the mid-1980s,...

US-Canada Free Trade Negotiations (I): Gaining Approval to Proceed (B)

Publication Date: January 01, 1987

In 1985, US Trade Representative Clayton Yeutter began preparing for trade talks with Canada, the largest US trading partner. The goal was an agreement that would virtually eliminate trade barriers between the two nations. But by the mid-1980s,...

US-Canada Free Trade Negotiations (I): Gaining Approval to Proceed (A)

Publication Date: January 01, 1987

In 1985, US Trade Representative Clayton Yeutter began preparing for trade talks with Canada, the largest US trading partner. The goal was an agreement that would virtually eliminate trade barriers between the two nations. But by the mid-1980s,...

Falklands/Malvinas: The Haig Mediation Effort (B)

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...

Peabody's Trailer Parks

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...

Royal Kingdom of Nari

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...

The Geodesic Dynamos Case

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...

Falklands/Malvinas: Breakdown of Negotiations (A)

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...

Iowa State Legislative Computer (C)

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...

Iowa State Legislative Computer (B)

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...

Iowa State Legislative Computer (A)

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...

International Harvester

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...