The Indian Railways 'Cash Cow' - over or Extra Loading? (A): Confidential Instructions for Sudhir Kumar

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The Indian Railways 'Cash Cow' - over or Extra Loading? (A): Confidential Instructions for Sudhir Kumar

Role-play

Reference no. 416-0077-1

Subject category: Human Resource Management / Organisational Behaviour

Authors: Horacio Falcão (INSEAD); Claudia Zeisberger (INSEAD); Claudia Gehlen (INSEAD)

Published by: INSEAD

Originally published in: 2016

Version: 03/2020

Revision date: 25-Mar-2020

Length: 7 pages

Data source: Published sources

Topics: Negotiation; Turnaround in power-distributed organizations; Stakeholder management; Change management; Suspicion; Corruption; Public sector; Railway; Rolling stock; Train; Cross-cultural negotiation; Conflict of interests; Internal negotiations; Power asymmetry; From novice to expert

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Abstract

This two-party case is designed to teach negotiation within the context of turnaround management, stakeholder management, change management or public sector negotiation. The negotiation between Sudhir Kumar, Officer on Special Duty to the Minister of Railways, and Gaurav Malik, Chief Engineer, is about how to maximise revenues for the ailing Indian Railways, notably by increasing rolling stock axle loads without compromising safety. The case emphasizes the tension between commercial gains and social needs, but also lends itself to discussions about safety, corruption, government and business in India.

Location:

Asia

Industry:

Railroad manufacture

Other setting(s):

2007 - 2008