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Welcome to our support website for the business case series “The Indian Railways 'Cash Cow'”.

Read inspection copies of the part A and part B.



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.

Teaching Objectives

  • Mapping out stakeholder engagement negotiations
  • Change management in power-distributed organizations
  • Negotiating under suspicion
  • Using negotiation to go from novice to expert
  • Negotiating corruption
  • Cross-cultural negotiations, but not cross-border or international
  • Negotiating conflicting financial and social goals

How to buy the case

  • Hard and soft copies of the case and teaching note (which contains the login and password to access the private area of this site) can be purchased via our distributors’ websites. To choose a distributor please visit the INSEAD Case Distributors page.
  • The case can also be purchased directly from INSEAD.
  • If you are not a registered instructor, follow the instructions on our distributors’ websites to identify yourself as such.