Business Negotiations Case Solution And Analysis, HBR Case Study Solution & Analysis of Harvard Case Studies

Business Negotiations Case Study Help

Later on, USSR tried to swap Abel for Frederic Pryor, an American graduate student, who was arrested in East Germany; in the process the German Democratic Republic (GDR) hoped to gain official recognition from the US. The USA denied to set Abel free in return of Frederic Pryor. They demandedthe release for the American pilot Garry Power and Frederic Pryor with Abel, otherwise there will be no deal made between them.

At the end; the USSR exchangedRudolf Abel with Garry Power, later on Fredric Pryor was released at the checkpoint of Charlie.

Tactics/Strategies to Negotiate

The strategies USSR and American adopted to successfully execute their negotiation plan, are listed below:

Give and Take Strategy.
Conditional offer Strategy.

Give and Take Strategy by USSR

In the give and take strategy; one party compromise or co-operate at some extend for the successful agreement. USSR adopted the strategy of give and take, by offering the freedom Frederic Pryor by demanding Abel’s release.

In the beginning, they tried to convince the CIA to change Abel’s death into future imprisonment. In 1960, when the USSR shot down U-2 spy plane and arrested Garry Power and Frederic Pryor, an American student, then USSR adopted the strategy of give and take and made an offer to CIA. In the offer that USSR made; they asked for Abel to be returned to them in exchange of Frederic Pryor, but CIA asked to release both the arrested individuals Garry Power and Frederic Pryor. The USSR agreed and the exchange was made atGlienicke Bridge.

Conditional Offer Strategy by American Air-Force

The offer which was made by USSR to have Abel back and return Garry Power to the USA, was not agreed upon by the American Air-Force. The American Air-Force made a conditional offer, which was that if USSR releases both Garry Power and Frederic Pryor, they will return Abel to them or else they are not interested in making any kind of agreement with the USSR.

To conclude, the American’s conditional offer successfully worked and USSR agreed to release both Garry Power and Frederic Pryor in return of Abel...............................

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