Negotiating for Fertilizer

Kellogg School of Management Cases

ISSN: 2474-6568

Publication date: 20 January 2017


Analyze the fundamentals of a real-world negotiation; Consider cultural implications for negotiation strategy; Consider negotiation strategy decisions particular to the context: commodity purchase, developing country, etc. Understand how the economic and political context affects negotiations; Understand the importance of relationships in negotiations.



Brett, J., Nelson, K. and Tilzer, N. (2017), "Negotiating for Fertilizer", Kellogg School of Management Cases.

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