Suitable for MBA, EMBA, gemba, and executive education program taught in the negotiations and intercultural management. This case is based on the actual negotiations and data. The script has been modified and simplified for training purposes. The case describes the situation Philip Fisch, a sales representative German middle engineering company, in its efforts to negotiate to close its second deal with Juan Antonio Fajardo Duque, Deputy Minister of the Cuban Ministry of Foreign Trade. It provides general information about the situation (UVA-OB-1019 case), and confidential information for the students playing the role of Fajardo and Fish (UVA-OB-1020 and UVA-OB-1021, B and C cases, respectively). "Hide
by Christoph Burger, James G. Clawson Source: Darden School of Business 2 pages. Publication Date: September 20, 2011. Prod. #: UV5845-PDF-ENG
