Project Management

Developing Negotiation Case Studies

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Executive Summary

While a great deal of excellent advice exists for producing case studies on managerially relevant topics in general, negotiation cases have distinctive aspects that merit explicit treatment. This paper offers three types of tailored advice for producing cases on negotiation and related topics that are primarily intended for classroom discussion: 1) how to decide whether a negotiation related case lead is worth developing; 2) how to choose the perspective and case type most suited to one's objectives; and 3) in by far the longest part of the discussion, ten nuts and bolts suggestions for structuring and producing an excellent negotiation case study.

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