Jeswald Salacuse and Kristin Schneeman
Part of the PON Great Negotiator Case Study Series, this factual case study examines former EU Ambassador, Deputy Treasury Secretary, and Special Representative to the President Stuart Eizenstat’s career as a negotiator, with special emphasis on his work negotiating reparations for victims of the Holocaust. As a result of these efforts, Eizenstat received the Program on Negotiation’s 2003 “Great Negotiator” Award.
The case study begins with Eizenstat’s background and early career, including several complex negotiations in which Eizenstat played a key role: the 1996-1998 standoff between the U.S. and E.U. regarding economic sanctions against Cuba, Iran, and Libya; a 1997 trade dispute between the U.S. and Japan over controversial port practices; the management of the U.S. delegation to the 1997 Kyoto conference on global warming; and a 1999-2000 dispute between the U.S. government and U.S. terrorism victims over the availability of blocked assets to settle legal judgments.
The bulk of the case study focuses on Eizenstat’s extraordinary work facilitating the negotiations between World War II victims and Swiss, German, Austrian, and French government institutions and industries over reparations for slave and forced labor, confiscated property (including looted art and frozen bank accounts), and unpaid insurance policies. The scope of the eventual settlements was enormous, resulting in $8 billion for the victims of the Nazis. Eizenstat navigated this complicated – and in many ways, uncharted – terrain between 1995 and 2001, in addition to his demanding responsibilities as a senior official in the Commerce, State and Treasury Departments.
This case study provides a wonderful opportunity to teach from recent history, using a living, working diplomat as a focus for learning about negotiation. It may be used alone or in conjunction with the Great Negotiator 2003: Stuart Eizenstat video, available separately. Here is a short clip from that video:
Stuart Eizenstat: Negotiating the Final Accounts of World War II Attributes
- Jeswald Salacuse with Kristin Schneeman
- Program on Negotiation
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 are then permitted to view the document on your computer and either print the number of copies you purchased, or forward the electronic file as many times as the number of copies you purchased. You will only receive a link to one electronic file per document. So, if you order 25 soft copies, you may either forward copies of the link to 25 people via e-mail, or print (and/or photocopy) 25 hard copies of the document.
If you select the hard copy option, you will receive paper copies of this role simulation via the shipping method you select.
The purchase price and handling fee are the same for both soft and hard copies. Soft copies do not entail a shipping fee.
For additional information about the soft copy option, please visit our FAQ section, or contact the PON Teaching Negotiation Resource Center at firstname.lastname@example.org or 800-258-4406 (within the U.S.) or 781-966-2751 (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 http://www.adobe.com/products/acrobat/readstep2.html, or contact the PON Teaching Negotiation Resource Center at email@example.com, 800-258-4406 (within the U.S.), or 781-966-2751 (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, then you should order a single Teacher’s Package for that role simulation. A PDF, or soft copy, version of the Teacher’s Package is also available as a free download from the description page of most role simulations and case studies. There is no need to order participant materials as well as a Teacher’s Package, as 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. Please note that the materials in Teacher’s Packages are for the instructor’s review and reference only, and may not be duplicated for use with participants.
Ordering copies for multiple participants
If you wish 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 “Participant Copies.” There is no need to calculate how many of each role is required; 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 “Participant Copies.” 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.