Developing Negotiation Case Studies

Topics: Evaluation methods, Case study Pages: 3 (7441 words) Published: March 10, 2013
Developing Negotiation Case Studies
James K. Sebenius

Working Paper
11-008

Copyright © 2010 by James K. Sebenius Working papers are in draft form. This working paper is distributed for purposes of comment and discussion only. It may not be reproduced without permission of the copyright holder. Copies of working papers are available from the author.

  Developing Negotiation Case Studiesi  Edited version forthcoming in the Negotiation Journal  October 6, 2010, v2.51  James K. Sebenius, [email protected]   Harvard Business School    Abstract    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 article offers three types of tailored advice for producing cases on  negotiation and related topics (such as mediation and diplomacy) that are primarily intended  for classroom discussion: 1) how to decide whether a negotiation­related 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.    Suppose you read about, participate in, or otherwise become aware of a negotiation  that intrigues you as a possible candidate for a case study. Perhaps a student, colleague,  participant in an executive program, or private client suggests such an episode.  You may  consider researching and writing up the case yourself or you might supervise someone else  for this purpose. Should you proceed with an investment of your scarce time and  resources? If so, how? What’s the best casewriting advice you can give to a research  assistant, a student (team) grappling with a course assignment to produce a case study, or  someone else who is simply interested in writing up a negotiation for discussion  purposes?ii ...
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