個案總覽

Supplement to case IN1225. A scored 1-on-1 multi-issue negotiation between two romantic partners (an MBA student and medical doctor). After being away for one year and having promised to return to India, the MBA student receives an excellent offer to work abroad. Where will they settle and what will the couple do as regards their future plans and dreams?

A multi-issue 1-on-1 collective bargaining agreement (CBA) negotiation between the Senior Manager of Labor Relations (Monika Schmidt) and the new head of the Astra Workers' Federation (Karim Faizal). Astra Precision is the Indian subsidiary of a German auto company. Recently, when violence erupted over working conditions, Astra went into a lockout and lost $300 million.

Supplement to case IN1221. A multi-issue 1-on-1 collective bargaining agreement (CBA) negotiation between the Senior Manager of Labor Relations (Monika Schmidt) and the new head of the Astra Workers' Federation (Karim Faizal). Astra Precision is the Indian subsidiary of a German auto company. Recently, when violence erupted over working conditions, Astra went into a lockout and lost $300 million.

Student spreadsheet for case IN1220.

Student spreadsheet for case IN1221.

A scored 1-on-1 multi-issue negotiation between two romantic partners (an MBA student and medical doctor). After being away for one year and having promised to return to India, the MBA student receives an excellent offer to work abroad. Where will they settle and what will the couple do as regards their future plans and dreams?

A multi-issue 1-on-1 negotiation between an HR manager (May Hirewell) and a young MBA job candidate (Larry Dover). WABTY.com is one of the few internet companies still hiring despite the recent economic recession that has put a serious strain on the industry. Larry has been offered a job with WABTY.com and he is meeting with May to discuss the terms of a potential employment contract.

Supplement to case IN1207. A multi-issue 1-on-1 negotiation between an HR manager (May Hirewell) and a young MBA job candidate (Larry Dover). WABTY.com is one of the few internet companies still hiring despite the recent economic recession that has put a serious strain on the industry. Larry has been offered a job with WABTY.com and he is meeting with May to discuss the terms of a potential employment contract.

Student spreadsheet supplement for case IN1178.

Student spreadsheet supplement for case IN1177.

A multi-issue 1-on-1 negotiation between an aging Italian entrepreneur in North Africa (Luca Lombardi) and a young M&A specialist from a large Asian corporation (Anna Chuan). All the due diligence has been completed and the parties are now ready to discuss the price for the Lombardi company. Role-players can either fall into bargaining (an exchange of numbers) since their ideas of what the company is worth are completely at odds, or discuss the assumptions behind their numbers and valuations to reach a legitimate agreement for both parties.

A multi-issue 1-on-1 negotiation between an aging Italian entrepreneur in North Africa (Luca Lombardi) and a young M&A specialist from a large Asian corporation (Anna Chuan). All the due diligence has been completed and the parties are now ready to discuss the price for the Lombardi company. Role-players can either fall into bargaining (an exchange of numbers) since their ideas of what the company is worth are completely at odds, or discuss the assumptions behind their numbers and valuations to reach a legitimate agreement for both parties.

This is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.

This is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.

A multi-issue one-on-one negotiation between a young entrepreneur (John Ambitchious) and a close-to-retirement CEO of a large corporation (George Gried). John and George are considering becoming partners on a venture John is setting up. Besides negotiating the partnerhship details, George currently works for a potential competitor, thus raising ethical tensions that should be negotiated before committing to a final deal.

A multi-issue 1-on-1 internal negotiation between a manager (Sebastian) and his employee (Diane). Diane wants Sebastian's feedback on her recent performance on X-Caliber as this will have a significant impact on if and when she will be promoted, but it's not all good news.

A multi-issue 1-on-1 internal negotiation between a manager (Sebastian) and his employee (Diane). Diane wants Sebastian's feedback on her recent performance on X-Caliber as this will have a significant impact on if and when she will be promoted, but it's not all good news.

A multi-issue one-on-one negotiation between a young entrepreneur (John Ambitchious) and a close-to-retirement CEO of a large corporation (George Gried). John and George are considering becoming partners on a venture John is setting up. Besides negotiating the partnerhship details, George currently works for a potential competitor, thus raising ethical tensions that should be negotiated before committing to a final deal.

This is a multi-issue one-on-one internal negotiation between a recently promoted boss, Joanna, and an older-than-her employee, Rupert, who is disgruntled at having been passed over for promotion. Joanna needs his advice to design the new strategy for the Indonesia operations, which she must present to the board soon.

This is a multi-issue one-on-one internal negotiation between a recently promoted boss, Joanna, and an older-than-her employee, Rupert, who is disgruntled at having been passed over for promotion. Joanna needs his advice to design the new strategy for the Indonesia operations, which she must present to the board soon.