Dynamic Negotiations class - trainer materials:

Links to the materials:

The Case Studies

1. The Tangelo Deal

This is to be run at the class opening. Participants get to test their listening abilities trying to identify the «hidden key» to unblock the solution.

2. The Veggie Connection

This case is run after the «Preparing the Negotiation» module. They should practice using the tools discussed in class (BATNA, ZOPA, …etc.).

3. Cable TV

This case study is run directly after having discussed the different approaches to negotiating. Participants may choose to apply any of the approaches discussed in order to resolve the challenging situation.

4. Garden Way

A different scenario than the previous cases. Here the objective is to reach an agreement between the eight different/often conflicting situations in order to exploit a common opportunity.