Abstract
The case Nordic Wind Power is a scorable two-party negotiation simulation that takes place over three stages. It is about the potential for a pilot wind power installation project between the multinational enterprise (MNE) Nordic Wind Company, as one of the major players for wind power installations, and the Hamburg-based family business Schultz & Co. Each stage is designed in a way that the negotiation simulation can progress independent from the outcomes achieved in previous stages. The simulation provides a calculation mechanism without using artificial utility points for each issue, instead incorporating a simple discounted cash flow (DCF) evaluation for negotiation outcomes. The teaching focus of this case is about power, power change, influence, and relationships in negotiations.
| Original language | English |
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| Number of pages | 10 |
| Project No. | 314-170-1 |
| Publication status | Published - 2014 |
Publication series
| Series | RSM Case Development Centre |
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| Number | 314-170-1 |
Bibliographical note
Based on generalised experience; Stage 1: 8 pages; Stage 2: 13 pages; Stage 3: 10 pages.Follow the 'handle' link to access the Case Study on RePub.
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Series
- RSM Case Development Centre