case study

Case Analysis This class will place an emphasis on case studies. For each case study indicated on the schedule, come to class having already read the case and ready to discuss it. For each case, students will submit a brief analysis based on a format that will be provided. There are 5 sections to a solid write-up that include can either use the short-form template or a simple word document that breaks out the 5 sections in paragraph forms. The required sections are: • Situation Overview – distill the overview of the case into 1-3 short paragraphs that allow a casual observer who has not read the case, to understand the situation that is going on. Students should provide enough contexts to get someone unfamiliar with the case up to speed on the industry, company and competitive situation so that they can enter in to a discussion about the key issues in the case. Think of this like an elevator pitch for the overview of the case before going into a more thorough discussion of the case details. • Identification of the Central Issue – make a clear statement about the most important issue to be solved in the case. The best of these take only a 1-3 sentences to explain. • Highlight significant factors – separate the relevant points from the irrelevant points for addressing the central issue of the case. In this section, students should separate the “wheat from the chaff”. While reading the case, identify the most important issues for the each party in the negotiation. Once the issues have been identified, briefly explain why they are important to resolving the central issue. Avoid writing a “laundry list” of items in the case. Rather, make sure that the significant factors are key component parts of the equation to resolve the central issue. The best responses take all of the relevant factors and group them together into a small number of categories (3-6 is a good rule of thumb). • Identify value creating options – This section asks the student to develop creative ways to “increase the pie” in the negotiation. While thinking of the significant factors in the case, students should identify several opportunities to create value in the negotiation, whether they are obvious or obscure. Avoid making recommendations on how or why one would choose to take advantage of one or more of these options in this section. Rather, focus on being creative on how to put more value on the table for both parties so that each can find a way to benefit from the discussion. • Provide strategic recommendations– make clear, active voice, specific and detailed statements about the recommended actions that the person should take to resolve each of the significant factors. In the best responses, students link each recommendation or set of recommendations directly, 1-to-1 to the significant factors shown above (i.e. Significant Factor A is solved by Strategic Recommendations A1, A2 and A3, Significant Factor B is solved by Strategic Recommendations B1 and B2 etc.). Additionally, the strategic recommendations should directly reference lessons learned in previous chapters of the book, cases or outside readings. Students should avoid simply trying to “shoot from the hip” or focus on solving the business problem without considering the context of the chapter to which the case is linked.


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