Preface

1. Commercial Diplomacy and the Case Method

Commercial Diplomacy
The Commercial Diplomat
Education and Training
The Case Method
Applying the Case Method to Commercial Diplomacy
The Need for More Case Studies
Manuals and Textbooks

2. Developing the Written Case—Structure and Form

The Starting Point
Types of Cases
Researching the Events
Primary and Secondary Sources
Collecting Data/Information
Case Writing Style
Case Organization
The Test Case
The Release
Summary

3. The Commercial Diplomacy Case—Substance and Content

Key Elements
The Arena
Actors and Stakeholders
The Organization
Institutions
The Issues
Policies
Legal Environment
Instruments
Coalition Building
Information
Public Opinion
The Human Influence
The Actions
The Decisions
Formal Analysis
Analytical Tools
CD Skills
The CD Case Analysis
Integrative Analysis
Influencing Actions
Negotiation and Settlement
A Final Note
Summary

4. More about Case Writing

Length
Disguise
Time-Series Cases
Multiple Approach Case Series
Writer’s Bias
Revisions
Cost
Using Video and Multimedia
The Internet and Websites
Editing
The Case Clearinghouse
International Cases
Writing the Case
Summary

5. Industry and Issue Notes

Industry Notes
Issue Notes
Processes/Procedures
Technical Notes
Legal Notes
Institutional Notes
Cultural/National Notes
Regional/International Notes
Time-Series/Cross-Sectional Data
Pre-Case Study/Student Research
Writing an Industry Note
Writing the Issue Note
Other Notes
Summary

6. The Instructor’s Manual

The Format
Introductory Sections
Classroom Discussion Questions
Classroom Analysis Techniques
Blackboard Analysis
Analysis by Discipline
Student Assignments
Case Epilogue
The Instructor’s Manual Outline
Writing the Instructor’s Manual
Summary

7. The Case Study Method Class

Preparing Students for the Case Study Method
Student Responsibilities
Presence/Promptness
Participation
The Instructor’s Responsibilities
Ending the Class
Summary

8. Integrating the Whole

Drafting the Case Segments
Good and Bad Cases 1
Final Summary 2
Closing Comments 3

Bibliography

About the Author

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List of Figures

Figure 2.1.    Chapter 2—Case Material Sources 4

Figure 5.1.    Chapter 5—The Structure-Conduct-Performance
                     Paradigm 2

Figure 6.1     Chapter 6—A Suggested Outline for the
                     Instructor’s Manual 7

Figure 7.1     Chapter 7—Sample Case Analysis 3