Negotiation Case Studies

For those who can't enjoy our case studies intensive business negotiating courses, this section shares free real life stories about business negotiation cases. We hope you enjoy and decide to share with your friends and colleagues.

Third Party Agents

This case study discusses how third party agents can negatively impact our business contracts

Chinese Negotiation Training on Sales Price

Chinese sales price negotiation and bargaining tactics yields hard knock school of training lessons to foreigners who make costly concessions.

Chinese Business Negotiations' 'Guanxi'

This instructive negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".

Microsoft Finessed Netscape in the Browser War

Microsoft won negotiations with AOL competing against the browser market leader Netscape by getting the best out of their marketing resources.

Negotiation Style and Frameworks

A case study that shows how important it is to consider whether or not to accept concessions by taking a reasonable perspective and framework.

How Giving Face Can Brew Success

Shows how understanding cultural differences and learning to work within them is the key to successful negotiations. Find out how knowing the importance of giving face in China gained trust and landed a series of important contracts.

Negotiating with Wal-Mart Buyers

Analyzes a series of successful deal-making strategies useful when negotiating with a powerful buyer.

Scientists and Bureaucrats - Orientation Issues

This negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".

Gaming in Shanghai

This case is typical of what vendors face in a competitive, hi-tech environment, and illustrates the opportunity they have to reduce their price. Handled appropriately, a win-win outcome is not difficult to achieve. This negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".

Chinese Water Selling Negotiation

Negotiation training lessons on selling water in China are presented in this negotiation case, published with permission from Dr Bob March's excellent book "Chinese Negotiator".

The Panama Canal Negotiations

This case study reveals how different negotiation tactics can be employed to negotiate and conclude a better international agreement.

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.

Andorra versus the European Community (EC)

After five years of negotiations between Andorra and the European Community, Andorra succeeded in obtaining sovereignty in 1993.

Business Expansion Woven From Trust

This negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".

Nepal-India Water Negotiations (Power Asymmetry)

Negotiations between India and Nepal on water resource projects are a good illustration of negotiation power asymmetry.

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 couldn’t refuse.

Unequal Foreign Negotiation

This case study shows how a weaker negotiating party can negotiate successfully with a stronger negotiating party in an international agreement.

The Negotiation Problem

This case study shows how two parties can find a successful negotiation resolution by tackling the issues in a creative and mutually beneficial manner.

Third Party Intervener

This case study shows how a third party intervener can assist two dead locked parties in a negotiation and find a resolution.

Win-Win Negotiation Badly Executed

This case study discusses some of the critical errors that can be made in a Management and Union Labour negotiation, where Management were trying to achieve a win-win negotiation.

The Fixed Pie Syndrome in Union Negotiation

This case study shows how a limited fixed pie distributive negotiation style can damage negotiations with labour unions.

The Importance of Business Communications

A case study that shows how a business relationship can fall apart when communications between the partners are not maintained.

Using Mediation for Resolving Disputes

This case study shows how mediation can be more beneficial to a business relationship than other dispute resolution mechanisms.

Power Negotiation

This case study shows how a weaker negotiating partner can successfully use power negotiation to win a good agreement with a stronger negotiating partner.

Negotiation Overconfidence

This case study reveals how can negatively affect the outcome.

Political Impact on Global Negotiations

A case study that reveals how a foreign political system can impact the manner in which we conduct an international business agreement in an international negotiation.

Negotiation Alliances

This case study shows the importance and power of forming alliances within a multi party negotiation.

Group Negotiations Style

This case study show what happens when management fails to use group negotiations to resolve their competing interests.

Distributive Negotiation

This case study shows how most out of court settlements are resolved through a distributive negotiation style.

Foreign Currency Agreement

This case study reveals the importance of deciding on and making a foreign currency agreement with an international business partner.

A Rare Success in China - The Celanese Joint Venture

The importance of taking a long-term view when planning one's objectives despite various cultural values and practices is shown by this case study.

Creative Problem Solving in Negotiations

A study that shows how effective creative problem solving can benefit any negotiation.

Union Constituency Authority

This case study examines the constituency authority that a union negotiator must observe in labour negotiations, and what are the consequences of exceeding this authority.

VW's Long-Term Negotiation Thinking pays off in China

Reveals how Volkswagen, the first Western auto manufacturer to enter China, has managed to build a leading position in the Chinese car market and the key business negotiation factors behind Volkswagen's success in China for many years.

Competitive Conflict Escalation

Discusses irrational competition and the damage caused by conflict escalation between competing businesses.


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