Congo River Basin Project: Role for Dr. Campos

Posted: 18 Apr 2012

See all articles by Kathleen McGinn

Kathleen McGinn

Harvard Business School - Negotiation, Organizations & Markets Unit

Deborah Kolb

Simmons College - Graduate School of Management

Anne S. Acosta

affiliation not provided to SSRN

Cailin Hammer

affiliation not provided to SSRN

Date Written: September 16, 2009

Abstract

The director of a research coalition and the founder/coordinator of an NGO consortium meet to discuss the possibility of jointly drafting a proposal for an integrated research and development project in the Congo River basin. Approved projects will receive an annual operating budget of $2 million. Together they must develop a joint plan for how the money should be spent.

Learning Objective: Provides a platform to discuss a multi-issue negotiation in which cooperation is vital but the two parties have different perspectives and interests. To learn how to create value through bundling and tradeoffs. To gain a better understanding of Pareto optimality. To explore the effects of complex social contexts on negotiation processes.

Suggested Citation

McGinn, Kathleen L. and Kolb, Deborah and Acosta, Anne S. and Hammer, Cailin, Congo River Basin Project: Role for Dr. Campos (September 16, 2009). Harvard Business School NOM Unit Case No. 909-040. Available at SSRN: https://ssrn.com/abstract=2041225

Kathleen L. McGinn (Contact Author)

Harvard Business School - Negotiation, Organizations & Markets Unit ( email )

Soldiers Field
Boston, MA 02163
United States
617-495-6901 (Phone)
617-496-7379 (Fax)

Deborah Kolb

Simmons College - Graduate School of Management ( email )

409 Commonwealth Avenue
Boston, MA 02215
United States
617-521-3871 (Phone)
617-521-3878 (Fax)

Anne S. Acosta

affiliation not provided to SSRN ( email )

Cailin Hammer

affiliation not provided to SSRN ( email )

Register to save articles to
your library

Register

Paper statistics

Abstract Views
570
PlumX Metrics