About the authors
Sameh Abadir
Adjunct Professor of Leadership and Negotiation IMD
Antoine Duvauchelle
Adjunct Professor Entrepreneurship INSEAD
Content
S1 A Standstill in Negotiations!
When negotiations between the Springfield Port Authority and the Employee Union intensify, you must step in and lead the collective negotiations.
E1: Immersion
Welcome to Springfield Port Authority!
E2: Emergency at the Port!
Just when you're getting started, an unfortunate surprise interrupts the day.
E3: Circumvent a Strike
With the tension over the top, this is your chance to keep the Union from a strike.
E4: Negotiation Retrospective
After having a negotiation, it's important to reflect on how it went.
S2 Stakeholder Negotiations
With a crisis situation on your hands, you must go into negotiations with local stakeholders that are concerned about the situation and may have some influence on the Union's position.
E1: Discover Multiple Fronts
There are many sides to a story and many perspectives to look from.
E2: First Round of Stakeholder Negotiations
Have a discussion and find a new perspective.
E3: Process New Information
Consider what was gained and what needs to be done next
E4: Second Round of Stakeholder Negotiations
Bring people together and find solutions
S3 An Offer They Can't Refuse
With a new perspective and having done several additional negotiations, the Port is in better position to find a positive resolution with the Union.
E1: Plan the Offer
What has been learned and what can be leveraged?
E2: A Second Chance!
The final and ultimate negotiation!
E3: A Satisfying Wrap-Up
Reflect on how far we've come and what we've accomplished.
Pricing
Duration: ~4h
Works on: Desktop, mobile, tablets
Requires: Web browser
Categories: Negotiations,Business Essentials,Business Strategy,Business Strategy,Labor negotiations,Negotiation strategies,Risk analysis,Risk management,Salary negotiation,Stress management,Strikes,Suppliers,Supply and demand