Updated: 4 Aug 2017
Enron’s Indian Negotiation Debacle
Enron’s collapse in India was caused by the huge debt of the MSEB project, and renegotiations that were forced by strong Indian nationalist reactions.
The Panama Canal Negotiations
This case study reveals how different negotiation tactics can be employed to negotiate and conclude a better international agreement.
Contract Renegotiation with the Chilean Government
Although starting a contract renegotiation at a disadvantage, with a weak BATNA, US company Kennecott managed to enhance and turn things around with an offer the Chilean government