Charlene Barshefsky – Negotiating a Trade Agreement with ChinaGreat Negotiator Case Study Series

James K. Sebenius and Rebecca Hulse


Charlene Barshefsky (A):

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.


Charlene Barshefsky (B):

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.


Charlene Barshefsky - Negotiating a Trade Agreement with China Attributes

James K. Sebenius and Rebecca Hulse
Program on Negotiation

PON Teaching Negotiation Resource Center

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Soft copy vs. hard copy

You may order this role simulation in either soft copy (electronic) or hard copy (paper) format. If you select the soft copy option, you will receive an e-mail with a URL (website address) from which you may download an electronic file in Adobe Acrobat PDF format. You will have one week to download your materials from when you receive the email. You are then only authorized to use, print, or share the materials as many times as the number of copies you purchase. The TNRC charges for use of this simulation on a per-participant basis. Therefore, you must purchase a separate copy of this simulation for each person who will be participating, regardless of the number of roles in the simulation. You will only receive a link to one electronic file, which includes all general instructions, confidential instructions, and any teaching notes for the simulation. You should separate out the instructions before distributing to participants.

If you select the hard copy option, you will receive paper copies of this role simulation via the shipping method you select.

For additional information about the soft copy option, please visit our FAQ section, or contact the PON Teaching Negotiation Resource Center at or 800-258-4406 (within the U.S.) or 301-528-2676 (outside the U.S.).

Please note: At the present time, Teaching Negotiation Resource Center soft copies are compatible with the following versions of the Adobe Acrobat Reader: English, German, French, Spanish, Swedish, Portuguese, Japanese, and Korean. If you have a different version of the Acrobat Reader, you may wish to download one of these at, or contact the PON Teaching Negotiation Resource Center at, 800-258-4406 (within the U.S.), or 301-528-2676 (outside the U.S.) for further assistance. This restriction does not apply to the freely available Teacher’s Package Review Copies.

Ordering a single copy for review

If you wish to review the materials for a particular role simulation to decide whether you’d like to use it, a PDF, or soft copy, version of the Teacher’s Package for the simulation is available as a free download from the description page of most role simulations and case studies. All Teacher’s Packages include copies of all participant materials. In addition, some Teacher’s Packages (but not all) include additional teaching materials such as teaching notes or overhead masters.

Ordering copies for multiple participants

To order multiple copies of a role simulation for use in a course or workshop, simply enter the total number of participants in the box next to “Quantity.” There is no need to calculate how many of each role is required.

If you are ordering hard copies, the Teaching Negotiation Resource Center will calculate the appropriate numbers of each role to provide, based on the total number of participants. For example, if you wish to order a 2-party role simulation for use with a class of 30 students, you would enter “30” in the box next to “Quantity.” You then would receive 15 copies of one role and 15 copies of the other role, for use with your 30 participants. As another example, if you ordered 30 participant copies of a 6-party role simulation, you would receive 5 copies of each role.

In the event that the number of participant copies you order is not evenly divisible by the number of roles in the simulation, you will receive extra copies of one or more roles. Participants receiving the extra roles may partner with other participants playing the same role, thus negotiating as a team. So, for instance, if you ordered 31 copies of a 2-party role simulation, you would receive 15 copies of the first role and 16 copies of the second role. One of the participants playing the second role would partner with another participant playing that same role, and the two would negotiate as a team.