Negotiating with the Cuban Sugar Industry (A): No Way Out? Harvard Case Solution & Analysis

Fit for MBA, EMBA, GEMBA, and executive education program in coursed on negotiation and intercultural management. This case is based on data and genuine discussions. The scenario has been adjusted and simplified for teaching purposes. The case describes the scenario of Philip Fisch, a sales representative of a German midsize engineering firm, in his negotiation attempts to close his second deal with Juan Antonio Fajardo Duque, vice minister of the Cuban Ministry of Foreign Trade.

Negotiating with the Cuban Sugar Industry (A) No Way Out Case Solution

It offers general advice regarding the scenario (UVA-OB-1019, the A case) and confidential information for students playing the roles of Fajardo and Fisch (UVA-OB-1020 and UVA OB 1021, the B and C cases, respectively).

PUBLICATION DATE: September 20, 2011 PRODUCT #: UV5845-HCB-ENG

This is just an excerpt. This case is about ORGANIZATIONAL DEVELOPMENT

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