Developing Negotiation Case Studies
James K. Sebenius
Doing work Paper
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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�...