Developing Negotiation Case Studies

James K. Sebenius

Doing work Paper


Copyright © 2010 by simply James E. Sebenius Doing work papers are in draft form. This kind of working paper is sent out for functions of comment and debate only. It may not be reproduced without agreement of the copyright laws holder. Replications of doing work papers can be obtained from the writer.


Developing Negotiation Case Studiesi� Edited version forthcoming in the Negotiation Journal� October 6,  2010,  v2. 51� James K.  Sebenius,  [email protected] edu � Harvard Business School� � Abstract� � While a great deal of excellent advice exists for producing case studies on� managerially relevant topics in general,  negotiation cases have distinctive aspects that merit� explicit treatment.   This article offers three types of tailored advice for producing cases on� negotiation and related topics (such as mediation and diplomacy) that are primarily intended� for classroom discussion:  1) how to decide whether a negotiation­related case lead is worth� developing;  2) how to choose the perspective and case type most suited to one's objectives; � and 3) in by far the longest part of the discussion,  ten nuts and bolts suggestions for� structuring and producing an excellent negotiation case study. � � Suppose you read about,  participate in,  or otherwise become aware of a negotiation� that intrigues you as a possible candidate for a case study.  Perhaps a student,  colleague, � participant in an executive program,  or private client suggests such an episode.   You may� consider researching and writing up the case yourself or you might supervise someone else� for this purpose.  Should you proceed with an investment of your scarce time and� solutions?  If so,  how?  What's the best casewriting advice you can give to a research� helper,  a student (team) grappling with a course assignment to produce a case study,  or� someone else who is simply interested in writing up a negotiation for discussion� functions? ii�...


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