More search options
Basket icon
No items
Basket icon

Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Compact case
Case
-
Reference no. UVA-OB-1021
Subject category: Human Resource Management / Organisational Behaviour
Authors: Christoph Burger; James G Clawson
Published by: Darden Business Publishing
Originally published in: 2011
Version: 28 September 2011
Length: 3 pages
Data source: Published sources
Topics: Agreements; Win; Decision making; Hexagonal model; Net Present Value; NPV; Negotiated agreement; Best alternatives; Deal; Negotiation principals; Concessions
Share a link: https://casecent.re/p/104253
| No reviews for this item
View our pricing guide or login to see prices.

Abstract

Suitable for MBA, EMBA, GEMBA, and executive education program in coursed on negotiation and intercultural management. This case is based on actual negotiations and data. The scenario has been adjusted and simplified for teaching purposes. The case describes the situation of Philip Fisch, a sales representative of a German midsize engineering company, in his negotiation efforts to close his second deal with Juan Antonio Fajardo Duque, vice minister of the Cuban Ministry of Foreign Trade. It provides general information about the situation (the A case) and confidential information for students playing the roles of Fajardo and Fisch (the B and C cases, respectively).
Industry:
Agriculture
Compact case
Case
-
Reference no. UVA-OB-1019
Subject category: Human Resource Management / Organisational Behaviour
Authors: Christoph Burger; James G Clawson
Published by: Darden Business Publishing
Originally published in: 2011
Version: 10 December 2013
Revision date: 17-Jan-2014
Length: 2 pages
Data source: Published sources
Topics: Agreements; Win; Decision making; Hexagonal model; Net Present Value; NPV; Negotiated agreement; Best alternatives; Deal; Negotiation principals; Concessions; Negotiations; Cross-border; Two-party; Leadership and organizational behavior; Conflict; Engagement; Interpersonal behavior; Leadership
View full details
Compact case
Case
-
Reference no. UVA-OB-1020
Subject category: Human Resource Management / Organisational Behaviour
Authors: Christoph Burger; James G Clawson
Published by: Darden Business Publishing
Originally published in: 2011
Version: 28 September 2011
Length: 2 pages
Data source: Published sources
Topics: Agreements; Win; Decision making; Hexagonal model; Net Present Value; NPV; Negotiated agreement; Best alternatives; Deal; Negotiation principals; Concessions
View full details
Compact case
Case
-
Reference no. UVA-OB-1065
Russian language
Subject category: Human Resource Management / Organisational Behaviour
Authors: James G Clawson; Christoph Burger
Published by: Darden Business Publishing
Originally published in: 2011
Version: 23 September 2011
Revision date: 02-Mar-2015
Length: 2 pages
Data source: Published sources
Topics: Agreements; Win; Decision making; Hexagonal model; Net Present Value; NPV; Negotiated agreement, Best alternatives; Deal; Negotiation principals; Concessions; Leadership and organizational behavior; Conflict; Engagement; Interpersonal behavior; Leadership
View full details
Compact case
Case
-
Reference no. UVA-OB-1067
Russian language
Subject category: Human Resource Management / Organisational Behaviour
Authors: James G Clawson; Christoph Burger
Published by: Darden Business Publishing
Originally published in: 2011
Version: 23 September 2011
Revision date: 02-Mar-2015
Length: 2 pages
Data source: Published sources
Topics: Agreements; Win; Decision making; Hexagonal model; Net Present Value; NPV; Negotiated agreement; Best alternatives; Deal; Negotiation principals; Concessions; Leadership and organizational behavior; Conflict; Engagement; Interpersonal behavior; Leadership
View full details

About

Abstract

Suitable for MBA, EMBA, GEMBA, and executive education program in coursed on negotiation and intercultural management. This case is based on actual negotiations and data. The scenario has been adjusted and simplified for teaching purposes. The case describes the situation of Philip Fisch, a sales representative of a German midsize engineering company, in his negotiation efforts to close his second deal with Juan Antonio Fajardo Duque, vice minister of the Cuban Ministry of Foreign Trade. It provides general information about the situation (the A case) and confidential information for students playing the roles of Fajardo and Fisch (the B and C cases, respectively).

Settings

Industry:
Agriculture

Related

Compact case
Case
-
Reference no. UVA-OB-1019
Subject category: Human Resource Management / Organisational Behaviour
Authors: Christoph Burger; James G Clawson
Published by: Darden Business Publishing
Originally published in: 2011
Version: 10 December 2013
Revision date: 17-Jan-2014
Length: 2 pages
Data source: Published sources
Topics: Agreements; Win; Decision making; Hexagonal model; Net Present Value; NPV; Negotiated agreement; Best alternatives; Deal; Negotiation principals; Concessions; Negotiations; Cross-border; Two-party; Leadership and organizational behavior; Conflict; Engagement; Interpersonal behavior; Leadership
View full details
Compact case
Case
-
Reference no. UVA-OB-1020
Subject category: Human Resource Management / Organisational Behaviour
Authors: Christoph Burger; James G Clawson
Published by: Darden Business Publishing
Originally published in: 2011
Version: 28 September 2011
Length: 2 pages
Data source: Published sources
Topics: Agreements; Win; Decision making; Hexagonal model; Net Present Value; NPV; Negotiated agreement; Best alternatives; Deal; Negotiation principals; Concessions
View full details
Compact case
Case
-
Reference no. UVA-OB-1065
Russian language
Subject category: Human Resource Management / Organisational Behaviour
Authors: James G Clawson; Christoph Burger
Published by: Darden Business Publishing
Originally published in: 2011
Version: 23 September 2011
Revision date: 02-Mar-2015
Length: 2 pages
Data source: Published sources
Topics: Agreements; Win; Decision making; Hexagonal model; Net Present Value; NPV; Negotiated agreement, Best alternatives; Deal; Negotiation principals; Concessions; Leadership and organizational behavior; Conflict; Engagement; Interpersonal behavior; Leadership
View full details
Compact case
Case
-
Reference no. UVA-OB-1067
Russian language
Subject category: Human Resource Management / Organisational Behaviour
Authors: James G Clawson; Christoph Burger
Published by: Darden Business Publishing
Originally published in: 2011
Version: 23 September 2011
Revision date: 02-Mar-2015
Length: 2 pages
Data source: Published sources
Topics: Agreements; Win; Decision making; Hexagonal model; Net Present Value; NPV; Negotiated agreement; Best alternatives; Deal; Negotiation principals; Concessions; Leadership and organizational behavior; Conflict; Engagement; Interpersonal behavior; Leadership
View full details