商品敘述：

Set in a fictional village, Sumali, in Neemal district in north India, the exercise is a negotiation between the District Collector (DC) of Neemal, Neeraj Kumar, and Mandeep Singh, the younger brother of a farmer who was accidentally electrocuted to death by loose electricity wires. The government announced a compensation, but the family members refused to cremate the victim until their demands for the dismissal of the local electricity board chief and higher compensation were met. For both parties, the best outcome is to arrive at an agreement. For Kumar, the best alternative-using law enforcement measures if the situation does not improve-will create a negative perception of the local administration and hinder future efforts to build cooperation with the locals. For Mandeep, the best alternative-stalling the negotiations and using his dominant caste status to put on a show of strength-would bring no tangible gains for the family, making it a futile exercise. The state government has asked Kumar to resolve the matter as soon as possible. The exercise involves both parties assessing their priorities and engaging in trade-offs to maximize value for each other.

涵蓋領域：

Government;Negotiation strategies

相關資料：

, (ISB448), p, by Sushreeta Mohapatra;
, (ISB449), p, by Sushreeta Mohapatra

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