2014-08-01
The Power Game in Negotiation (Stage 1)
Publication
Publication
The case Nordic Wind Power is a scorable two-party negotiation simulation that takes place over three stages. It is about the potential for a pilot wind power installation project between the multinational enterprise (MNE) Nordic Wind Company, as one of the major players for wind power installations, and the Hamburg-based family business Schultz & Co. Each stage is designed in a way that the negotiation simulation can progress independent from the outcomes achieved in previous stages. The simulation provides a calculation mechanism without using artificial utility points for each issue, instead incorporating a simple discounted cash flow (DCF) evaluation for negotiation outcomes. The teaching focus of this case is about power, power change, influence, and relationships in negotiations.
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| hdl.handle.net/1765/51726 | |
| RSM Case Development Centre | |
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Based on generalised experience; 8 pages. Follow the 'handle' link to access the Case Study on RePub. For EUR staff members: the Teaching Note is available on request, you can contact us at rsm.nl/cdc/contact/ For external users: follow the link to purchase the Case Study and the Teaching Note. |
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| Organisation | Rotterdam School of Management (RSM), Erasmus University |
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Asmus, S., Doll, D., & Yue, T. (2014). The Power Game in Negotiation (Stage 1). RSM Case Development Centre. Retrieved from http://hdl.handle.net/1765/51726 |
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