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Student spreadsheet supplement for case IN1178.

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 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.

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.

The Circle Chart is a simple framework that offers users a system to think through complex, multi-party or cross-cultural negotiations, as well as written negotiations. It can also be used to structure debriefing of negotiations.

The Circle Chart is a simple framework that offers users a system to think through complex, multi-party or cross-cultural negotiations, as well as written negotiations. It can also be used to structure debriefing of negotiations.

This case explores the events leading to the creating of a multi-stakeholder platform, the Roundtable on Sustainable Palm Oil (RSPO). The promotion of palm oil as an alternative to fossil fuels has increased demand, hence the "palm oil dilemma": to produce oil more sustainably or save the forests? The ability to respond to NGOs and the additional cost of certified palm oil are some of the future challenges facing the RSPO.

A two-party negotiation between a successful female manager in the private banking industry and her male boss about her bonus, her performance, and her potential for promotion competing against a male colleague, laden with gender issues.

A two-party negotiation between a successful female manager in the private banking industry and her male boss about her bonus, her performance, and her potential for promotion competing against a male colleague, laden with gender issues.

This case is a multi-party M&A negotiation between companies in the liquor business. The target company National Distilleries Corporation (NDC) is the target of two competitors, namely Liquor America (LA) and International Liquor (IL).

This case is a multi-party M&A negotiation between companies in the liquor business. The target company National Distilleries Corporation (NDC) is the target of two competitors, namely Liquor America (LA) and International Liquor (IL).

This case is a multi-party M&A negotiation between companies in the liquor business. The target company National Distilleries Corporation (NDC) is the target of two competitors, namely Liquor America (LA) and International Liquor (IL).

This case is a multi-party M&A negotiation between companies in the liquor business. The target company National Distilleries Corporation (NDC) is the target of two competitors, namely Liquor America (LA) and International Liquor (IL).