Adjusting International Agreements in Light of Change: A Case of Assisted Renegotiation (Case Study‪)‬

CASE DESCRIPTION The case is based on a true story. The primary subject matter of the case concerns conflict resolution via mediation and conciliation meetings. Secondary issues examined include the effect of economic conditions on price, personal and emotional involvement in the negotiation, the creation of effective business partnerships and the contrast between distributive and integrative negotiation strategies. The parties will engage a mediator to resolve their dispute. The exercise consists of simulating the mediation/conciliation meetings. Neither one of the two parties in the dispute is sure that they have a solid case. The case is expected to be taught in two hours with additional student preparation time of thirty minutes. Student preparation may be done inside or outside of the classroom. The case is designed for an upper level undergraduate or graduate course and could be used in a strategy course, or as part of a conflict/negotiation module of a general course in business management.