The case describes the situation of Dirk von Ameln, the Nord Stream received the approval process director in its mediation efforts, the national permits for the construction of the Nord Stream pipeline. To obtain the Danish building permit, Dirk, an agreement with the Danish fishermen who fear negative effects on their trade from the construction and operation of the pipeline had been reached. This case serves to understand the steps in preparation for the negotiation, the difference b … Read more »

The case describes the situation of Dirk von Ameln, the Nord Stream received the approval process director in its mediation efforts, the national permits for the construction of the Nord Stream pipeline. To obtain the Danish building permit, Dirk, an agreement with the Danish fishermen who fear negative effects on their trade from the construction and operation of the pipeline had been reached. This case serves to understand the steps in preparation for the negotiation, the difference between distributive and integrative negotiations and the process of negotiations in the European cross-border infrastructure projects. The case can be also used different approaches to analyze the negotiations and their impact on current negotiation strategies.
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from
Christoph Burger,
Lars-Hendrik Röller
Source: ESMT – European School of Management & Technology
5 pages.
Release Date: 3 March 2011. Prod #: ES1201-PDF-ENG
Nord Stream and Danish fishermen HBR case solution