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Case Studies by Heather Grover

16 case studies

by Publication Date
published: 24 Jun 2016

  • Topic: Leadership & Organisations
  • Industry: Automotive
  • Region: Global

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Abstract:
A multi-issue 1-on-1 collective bargaining agreement (CBA) negotiation between the Senior Manager of Labor Relations (Monika Schmidt) and the new head of the Astra Workers’ Federation (Karim Faizal). Astra Precision is the Indian subsidiary of a German auto company. Recently, when violence erupted over working conditions, Astra went into a lockout and lost $300 million.

Pedagogical Objectives:
• Building trust after conflict • Negotiating under limited budget • Managing the value creation process • Overcoming value creation enemies • Managing complexity and trades in multi-issue negotiation • Moving from positions to interests • Claiming value using legitimacy • Managing early commitment and overcoming impasses

Keywords:
Labour-Management Negotiation, Complex Negotiation, Automotive Labour Unions, X-Cultural Differences, Bargaining and Value Claiming, Interests and Value Discovery, Conflict Management and Trust, Package Deals, Options and Value Creation

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published: 24 Jun 2016

  • Topic: Leadership & Organisations
  • Industry: Automotive
  • Region: Global

Show details ...

Abstract:
A multi-issue 1-on-1 collective bargaining agreement (CBA) negotiation between the Senior Manager of Labor Relations (Monika Schmidt) and the new head of the Astra Workers’ Federation (Karim Faizal). Astra Precision is the Indian subsidiary of a German auto company. Recently, when violence erupted over working conditions, Astra went into a lockout and lost $300 million.

Pedagogical Objectives:
• Building trust after conflict • Negotiating under limited budget • Managing the value creation process • Overcoming value creation enemies • Managing complexity and trades in multi-issue negotiation • Moving from positions to interests • Claiming value using legitimacy • Managing early commitment and overcoming impasses

Keywords:
Labour-Management Negotiation, Complex Negotiation, Automotive Labour Unions, X-Cultural Differences, Bargaining and Value Claiming, Interests and Value Discovery, Conflict Management and Trust, Package Deals, Options and Value Creation

Related:

published: 24 Jun 2016

  • Topic: Leadership & Organisations
  • Region: Global

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Abstract:
A scored 1-on-1 multi-issue negotiation between two romantic partners (an MBA student and medical doctor). After being away for one year and having promised to return to India, the MBA student receives an excellent offer to work abroad. Where will they settle and what will the couple do as regards their future plans and dreams?

Pedagogical Objectives:
• Different styles of decision-making • Impact of emotions on decision-making and negotiation • Process management for difficult conversations • Negotiating packages and creating value • Separating substance from relationship • How to handle personal negotiations • The “Three Conversations” in difficult conversations

Keywords:
Double Career Negotiation, Job Negotiation, Negotiating Relationship and Emotions, X-Cultural/gender Negotiation, Negotiation Difficult Conversations, Personal Vs Professional Negotiations, Options, Value Creation and Packages, Managing Conflict

Related:

published: 24 Jun 2016

  • Topic: Leadership & Organisations
  • Region: Global

Show details ...

Abstract:
A scored 1-on-1 multi-issue negotiation between two romantic partners (an MBA student and medical doctor). After being away for one year and having promised to return to India, the MBA student receives an excellent offer to work abroad. Where will they settle and what will the couple do as regards their future plans and dreams?

Pedagogical Objectives:
• Different styles of decision-making • Impact of emotions on decision-making and negotiation • Process management for difficult conversations • Negotiating packages and creating value • Separating substance from relationship • How to handle personal negotiations • The “Three Conversations” in difficult conversations

Keywords:
Double Career Negotiation, Job Negotiation, Negotiating Relationship and Emotions, X-Cultural/gender Negotiation, Negotiation Difficult Conversations, Personal Vs Professional Negotiations, Options, Value Creation and Packages, Managing Conflict

Related:

published: 27 May 2016

  • Topic: Leadership & Organisations
  • Industry: Internet
  • Region: Global

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Abstract:
A multi-issue 1-on-1 negotiation between an HR manager (May Hirewell) and a young MBA job candidate (Larry Dover). WABTY.com is one of the few internet companies still hiring despite the recent economic recession that has put a serious strain on the industry. Larry has been offered a job with WABTY.com and he is meeting with May to discuss the terms of a potential employment contract.

Pedagogical Objectives:
• Understanding value and the importance of value discovery • Thinking through and preparing interests • Maximizing the potential for value discovery • Managing the information disclosure tension • Moving from positions to interests • Understanding the concept of value creation • Learning how to negotiate for maximum value creation • Anticipating and managing value-creation enemies

Keywords:
Job Negotiation, Salary Negotiation, Internet Hiring, X-Cultural Differences, Bargaining and Value Claiming, Interest and Value Discovery, Options and Value Creation, Alternative Offers

Related:

published: 27 May 2016

  • Topic: Leadership & Organisations
  • Industry: Internet
  • Region: Global

Show details ...

Abstract:
A multi-issue 1-on-1 negotiation between an HR manager (May Hirewell) and a young MBA job candidate (Larry Dover). WABTY.com is one of the few internet companies still hiring despite the recent economic recession that has put a serious strain on the industry. Larry has been offered a job with WABTY.com and he is meeting with May to discuss the terms of a potential employment contract.

Pedagogical Objectives:
• Understanding value and the importance of value discovery • Thinking through and preparing interests • Maximizing the potential for value discovery • Managing the information disclosure tension • Moving from positions to interests • Understanding the concept of value creation • Learning how to negotiate for maximum value creation • Anticipating and managing value-creation enemies

Keywords:
Job Negotiation, Salary Negotiation, Internet Hiring, X-Cultural Differences, Bargaining and Value Claiming, Interest and Value Discovery, Options and Value Creation, Alternative Offers

Related:

published: 24 Mar 2016

  • Topic: Economics & Finance
  • Region: Global

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Abstract:
A multi-issue 1-on-1 negotiation between an aging Italian entrepreneur in North Africa (Luca Lombardi) and a young M&A specialist from a large Asian corporation (Anna Chuan). All the due diligence has been completed and the parties are now ready to discuss the price for the Lombardi company. Role-players can either fall into bargaining (an exchange of numbers) since their ideas of what the company is worth are completely at odds, or discuss the assumptions behind their numbers and valuations to reach a legitimate agreement for both parties.

Pedagogical Objectives:
. Negotiating M&A and one-shot transactions in a win-win way . The difference between win-lose bargaining and win-win value claiming . The use of process to maximize value claiming . Using legitimacy, justice and fairness to claim value, while avoiding concessions

Keywords:
Negotiating M&a, Start-Up and Entrepreneurship, Legitimacy, Fairness and Justice, X-Cultural Differences, Bargaining and Value Claiming, Communication and Process, First Offer and Counteroffer, Concessions

Related:

published: 24 Mar 2016

  • Topic: Economics & Finance
  • Region: Global

Show details ...

Abstract:
A multi-issue 1-on-1 negotiation between an aging Italian entrepreneur in North Africa (Luca Lombardi) and a young M&A specialist from a large Asian corporation (Anna Chuan). All the due diligence has been completed and the parties are now ready to discuss the price for the Lombardi company. Role-players can either fall into bargaining (an exchange of numbers) since their ideas of what the company is worth are completely at odds, or discuss the assumptions behind their numbers and valuations to reach a legitimate agreement for both parties.

Pedagogical Objectives:
. Negotiating M&A and one-shot transactions in a win-win way . The difference between win-lose bargaining and win-win value claiming . The use of process to maximize value claiming . Using legitimacy, justice and fairness to claim value, while avoiding concessions

Keywords:
Negotiating M&a, Start-Up and Entrepreneurship, Legitimacy, Fairness and Justice, X-Cultural Differences, Bargaining and Value Claiming, Communication and Process, First Offer and Counteroffer, Concessions

Related:

published: 25 Jan 2016

  • Topic: Entrepreneurship
  • Industry: Consulting & IT
  • Region: Global

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Abstract:
This is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.

Pedagogical Objectives:
• Value discovery, value creation and value claiming • The difference between interests, options and positions • Positional bargaining and its risks • Preparing and prioritizing interests • Creating options • Managing the risks of information disclosure • Identifying and using sources of legitimacy • Power in negotiation versus negotiation power (alternatives)

Keywords:
Sales Negotiation, Pricing Negotiation, Procurement Negotiation, Negotiation under Time Pressure, Managing Information Asymmetry, Value Discovery, Value Creation, Value Claiming, Alternatives and Power Perception

Related:

published: 25 Jan 2016

  • Topic: Entrepreneurship
  • Industry: Consulting & IT
  • Region: Global

Show details ...

Abstract:
This is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.

Pedagogical Objectives:
• Value discovery, value creation and value claiming • The difference between interests, options and positions • Positional bargaining and its risks • Preparing and prioritizing interests • Creating options • Managing the risks of information disclosure • Identifying and using sources of legitimacy • Power in negotiation versus negotiation power (alternatives)

Keywords:
Sales Negotiation, Pricing Negotiation, Procurement Negotiation, Negotiation under Time Pressure, Managing Information Asymmetry, Value Discovery, Value Creation, Value Claiming, Alternatives and Power Perception

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