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Nord Stream and the Danish fishermen
The case describes the situation of Dirk von Ameln, the permitting director of Nord Stream, in his negotiation efforts to obtain the national permits for the construction of the Nord Stream pipeline. In order to procure the Danish construction permit, Dirk had to reach an agreement with the Danish fishermen, who were fearful of a negative impact on their trade from the construction and operation of the pipeline. This case serves to understand the steps in preparing negotiations; the difference between distributive and integrative negotiations; and the process of negotiations in European cross-border infrastructure projects. The case may also be used to analyze different approaches to negotiations and their implication for current negotiation strategies.