Working Paper | HBS Working Paper Series | 2010

Developing Negotiation Case Studies

by James K. Sebenius


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 case lead is worth developing; 2) how to choose the perspective and case type most suited to one's objectives; and, in the by far the longest part of the discussion, 3) ten nuts and bolts suggestions for structuring and producing an excellent case study.

Keywords: Debates; Cases; Goals and Objectives; Negotiation; Perspective;


Sebenius, James K. "Developing Negotiation Case Studies." Harvard Business School Working Paper, No. 11-008, July 2010. (Revised October 2010.)