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.

  • Classic Case - Les Aspin and the MX

    Les Aspin and the MX

    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...

  • Classic Case - Title IV-A Social Services Claims  Resolution

    Title IV-A Social Services Claims Resolution

    $3.95

    Publication Date: January 01, 1981

    The 1962 Public Welfare Amendments Act authorized HEW to grant funds to states for social services delivered to both actual and potential welfare recipients. The ambiguity of the law and the Great Society zeal of several bureaucrats who...

  • Classic Case - Age Discrimination

    Age Discrimination

    Free

    Publication Date: January 01, 1981

    In this disguised case, Nick Werden, a 59-year-old scientist and former division head at the Kennedy Space Exploration and Research Administration, brings an age discrimination suit against his employers after he loses his bid for a new position...

  • Classic Case - Police Negotiations in Barkfield, MA (C)

    Police Negotiations in Barkfield, MA (C)

    Free

    Publication Date: January 01, 1980

    This disguised case concerns contract negotiations between the town of Barkfield, Massachusetts, and its ten-officer police local. After an impasse was reached, the Joint Labor management Committee, a state-appointed standing committee with...

  • Classic Case - Police Negotiations in Barkfield, MA (B)

    Police Negotiations in Barkfield, MA (B)

    Free

    Publication Date: January 01, 1980

    This disguised case concerns contract negotiations between the town of Barkfield, Massachusetts, and its ten--officer police local. After an impasse was reached, the Joint Labor management Committee, a state--appointed standing committee with...

  • Classic Case - Police Negotiations in Barkfield, MA (A)

    Police Negotiations in Barkfield, MA (A)

    Free

    Publication Date: January 01, 1980

    This disguised case concerns contract negotiations between the town of Barkfield, Massachusetts, and its ten-officer police local. After an impasse was reached, the Joint Labor management Committee, a state-appointed standing committee with...

  • Classic Case - Steel Seizure (C): Supplement

    Steel Seizure (C): Supplement

    Free

    Publication Date: January 01, 1980

    In 1952, with steel deemed a necessity for national defense, the US faced the prospect of a national steelworkers' strike. This three-part case examines the Truman administration's response to the threatened strike and particularly Truman's...

  • Classic Case - Steel Seizure (C)

    Steel Seizure (C)

    Free

    Publication Date: January 01, 1980

    In 1952, with steel deemed a necessity for national defense, the US faced the prospect of a national steelworkers' strike. This three-part case examines the Truman administration's response to the threatened strike and particularly Truman's...

  • Classic Case - Steel Seizure (B)

    Steel Seizure (B)

    Free

    Publication Date: January 01, 1980

    In 1952, with steel deemed a necessity for national defense, the US faced the prospect of a national steelworkers' strike. This three-part case examines the Truman administration's response to the threatened strike and particularly Truman's...

  • Classic Case - Steel Seizure (A): Supplement

    Steel Seizure (A): Supplement

    Free

    Publication Date: January 01, 1980

    In 1952, with steel deemed a necessity for national defense, the US faced the prospect of a national steelworkers' strike. This three-part case examines the Truman administration's response to the threatened strike and particularly Truman's...

  • Classic Case - Steel Seizure (A): Summary Case

    Steel Seizure (A): Summary Case

    Free

    Publication Date: January 01, 1980

    In 1952, with steel deemed a necessity for national defense, the US faced the prospect of a national steelworkers' strike. This three-part case examines the Truman administration's response to the threatened strike and particularly Truman's...

  • Teaching Case - Panama Canal Treaty Negotiations: Concluding a Treaty (B)

    Panama Canal Treaty Negotiations: Concluding a Treaty (B)

    $3.95

    Publication Date: January 01, 1979

    On April 18, 1978, the US Senate ratified the Panama Canal Treaty, effectively returning control of the canal to the Panamanians after 75 years of US rule. This case examines the events leading up to this ratification. In Part A, students will...