Citation Note

Based on generalised experience; Stage 1: 8 pages; Stage 2: 13 pages; Stage 3: 10 pages.

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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.


The case serves the following main objectives: 1. To understand the impact of influence and power on negotiation. 2. To practice using and changing power structures to best position oneself in a negotiation. 3. To understand the interdependency between relationship building and negotiation atmosphere, as well as negotiation outcome. 4. To practice the process of establishing long-term relationships in order to negotiate effectively.

Case Study