ABSTRACT
This chapter presents some case studies for use on negotiation skills training workshops. Each case study offers practice in analysing a negotiation problem, which the various parties involved wish to resolve in favour of their own interests. The case studies cover a number of different negotiation situations; some are of the simple commercial kind and some are more complex, such as between two countries in a cross-border water dispute. The learning mode when using a case study is different from that in the negotiation simulations. The case study approach requires: the selection and application of basic negotiation concepts to a business problem; the evaluation of what is at stake from the point of view of the parties; and the determination of the appropriate policy in search of a solution. In a negotiation simulation, the participants undertake many of the above tasks and actively try to resolve the negotiation problem.
