Global Footprint of ISB Cases

300,000+
Copies sold
100+
Countries
400+
Institutes

Recently Published Cases

See All
Negotiation

Flare-up in Sumali: Negotiating for Compensation (Role of Victim's Brother)

Set in a fictional village, Sumali, in Neemal district in north India, the exercise is a negotiation between the District Collector (DC) of Neemal, Neeraj Kumar, and Mandeep Singh, the younger brother of a farmer who was accidentally electrocuted to death by loose electricity wires. The government announced a compensation, but the family members refused to cremate the victim until their demands for the dismissal of the local electricity board chief and higher compensation were met. For both parties, the best outcome is to arrive at an agreement. For Kumar, the best alternative-using law enforcement measures if the situation does not improve-will create a negative perception of the local administration and hinder future efforts to build cooperation with the locals. For Mandeep, the best alternative-stalling the negotiations and using his dominant caste status to put on a show of strength-would bring no tangible gains for the family, making it a futile exercise. The state government has asked Kumar to resolve the matter as soon as possible. The exercise involves both parties assessing their priorities and engaging in trade-offs to maximize value for each other.

Learning Objectives

This case study has been designed to enable students to understand the following: - Planning a strategy to approach an integrative negotiation on multiple issues - Designing a score sheet to quantify issues and priorities - Communicating effectively while negotiating - Expanding the pie to score trade-offs

Featured Studies

Article
Challenges Faced by Family Businesses in India
02 Apr 2012
The Thomas Schmidheiny Chair of Family Business and Wealth Management at the Indian School of Business conducted a comprehensive research study aimed to capture some of the key practices of Indian family business firms. This paper presents notable managerial and academic insights about Indian family businesses as revealed by the research study.
Article
Customer Centric E-commerce in India - Policy Recommendations
13 Aug 2022
The report looks at the policy landscape of the e-commerce sector in India which has experienced phenomenal growth.
Article
Nightlights as Indicator of Growth in Economic Activity in states of Uttar Pradesh, Punjab, Uttarakhand, and Goa
15 Feb 2023
This report presents data and visualisations for all four states and provides pertinent insights from illustrations on the level and change in economic activity covering all assembly constituencies of these states individually.
Article
Policy Recommendations for Foreign Direct Investments (FDI) for E-commerce Sector in India
22 Nov 2021
This report provides policy recommendations for foreign direct investment in India leading to a customer centric e-commerce regime for India.
Article
Multifunctional Agriculture for Sustainable Development
15 Feb 2023
This report studies the multidimensional framework of a ‘Sustainable Food System’ which aims to provide sufficient and nutritious food, while maximising climate resilience and minimising resource demands as well as negative environmental impacts.
Article
Promotion of cultivation and consumption of nutri-cereals in scheduled areas of Maharashtra, 2019
22 May 2019
This report highlights that selective targeting of certain crops, primarily of cereals such as wheat and rice, through favourable agriculture investment and government procurement policies has led to decline in production as well as consumption of other nutrition rich food grains such as sorghum and millets.

News and Events

Case Workshop
TBA   

Case Writing and Teaching Worksop 2021

9.00 AM - 10.00 PM
Online
CLMP Staff
The intent of these workshops is to train high-potential faculty and case writers in the case writing and case teaching process.
News
TBA

Doctoral Consortium on Teaching 2021

9.00 AM - 10.00 PM
Online
CLMP Staff
The objective of this competition is to impart traditional teaching practices through experiential learning.
News
TBA

Effective Writing Skills for Business Audiences

9.00 AM - 10.00 PM
Online
CLMP Staff
This workshop is meant to introduce you to formats of writing such as case studies, business articles, reports and white papers that are relevant to and popular with business audiences.