This is a Russian translation of the September 20, 2011, version of UVA-OB-1020. Suitable for MBA, EMBA, GEMBA, and executive education program in coursed on negotiation and intercultural management. This case is based on actual negotiations and data. The scenario has been adjusted and simplified for teaching purposes. The case describes the situation of Philip Fisch, a sales representative of a German midsize engineering company, in his negotiation efforts to close his second deal with Juan Antonio Fajardo Duque, vice minister of the Cuban Ministry of Foreign Trade. It provides general information about the situation (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).
?The steps required to prepare for negotiations ?Basic negotiation set-ups when dealing with countries that lack foreign exchange reserves ?Principles of negotiations, including when not to negotiate and how to deal with ethical ambiguity ?Relevance of trust building to negotiations ?Key elements necessary to conducting successful negotiations