The case study approach, like that used in Harvard's Executive
Training programs, is effective in teaching the operational
aspects of Commercial Diplomacy. To date, very few trade
studies have been written, and even fewer have been developed
from the point of view of someone responsible for managing the
trade negotiation process.
Trade case studies are built
around historically important or particularly interesting
trade problems and demonstrate how they were addressed through
advocacy programs, legislation, negotiations or dispute settlement.
They provide insights into the political and economic
strategies that were employed by industry advocates, politicians
and government officials.
Furthermore, they give both students and professionals
a way to learn from past successes and mistakes. Case studies
afford the critical opportunity to ask of past trade negotiations
what went well, what didn't, and what could be improved?
Such an analysis is rarely, if ever, conducted.
Distribution of these studies to current practitioners
in the business community and the government enable them to
reflect on past negotiation successes and failures and improve
their performance in future trade negotiations.
cases included here were originally developed by students at
the Monterey Institute,
working as research assistant with the Center for Trade
and Commercial Diplomacy. Future case studies, which will be
developed by both ITCD research staff and outside contractors,
will cover a wide range of issues, countries, industries, types
of negotiations, method of dispute settlement and approach to
public advocacy. ITCD welcomes contributions of case studies
to this series, as well as suggestions for the development of