(A) Case: Set between 1994 and 1996, this 16-page factual case study describes the challenges former United States Trade Representative Charlene Barshefsky faced in negotiating a trade agreement with China to improve its domestic intellectual property rights enforcement regime. After briefly describing Barshefsky's past experience and trade negotiations, this case discusses the history of U.S.-China trade relations and analyzes Ambassador Barshefsky's strategy in coalition-building in the United States and abroad toward the goal of achieving a sustainable deal. As a result of her work in this context, Ambassador Barshefsky received the 2001 Program on Negotiation "Great Negotiator" Award.
(B) Case: Also set between 1994 and 1996, this 17-page factual case study details former United States Trade Representative Charlene Barshefsky's strategic and tactical approach to surmounting the barriers laid out in the (A) case.
Both Charlene Barshefsky (A) and Charlene Barshefsky (B) are designed to help students examine complex negotiation and coalition-building strategies in an international context. They explore national/cultural negotiating styles, barriers to doing a deal amidst splintered commercial and political interests, and innovative approaches to surmounting those barriers. The two case studies are related, but may either be used together or separately.
Negotiation, trade agreements, international dispute resolution.
Geographic: United States, China
Event Year Begin: 1994
This case study and educator copies are available from the Teaching Negotiation Resource Center.