ABSTRACT
Negotiation as a subject of study is likely to receive attention in the future as European companies become hybrid in organizational form and management style, and transmute into unrecognizable organizational structures and forms, as a result of the process of globalization. One can expect that European integration will accelerate the need for negotiation to become a subject worthy of academic study as it allows students to better understand the cultural context in which international business decisions are made and how people manipulate by others through communicative processes. The case study method is an acceptable vehicle through which theory can be translated into practice, as it represents a simulation. The case method can require the student to undertake data collection, but its main strengths from an educational perspective are analysis, interpretation and the implementation of a theoretically derived solution. A negotiation case allows a student to take responsibility for their learning and to develop their project management and interpersonal skills.
