The Power Game in Negotiation (Stage 3)
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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|RSM Case Development Centre|
Based on generalised experience; Stage 1: 8 pages; Stage 2: 13 pages; Stage 3: 10 pages.
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|Organisation||Erasmus Research Institute of Management|
Asmus, S, Doll, D, & Yue, T. (2014). The Power Game in Negotiation (Stage 3). RSM Case Development Centre. Retrieved from http://hdl.handle.net/1765/137150
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