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.

, , , ,
RSM Case Development Centre

Based on generalised experience; Stage 1: 8 pages; Stage 2: 13 pages; Stage 3: 10 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
For external users: follow the link to purchase the Case Study and the Teaching Note.

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