Search Search. Case and Materials. Judith Tumusiime of the Kampala Capital City Authority faced a mammoth task—to turn the initiative around and secure further funding for phase two. How did she do it? Explore this case to find out. Given the delays and its skepticism of a new, inexperienced administration, the World Bank threatened to withdraw funding.
Nonetheless, Judith Tumusiime—first as a technical consultant and then as deputy executive director of the newly established Kampala Capital City Authority KCCA —managed to turn the project around within two years, an almost miraculous transformation. It examines how Tumusiime navigated her team, the World Bank, other local officials, and national-level government actors.
Moreover, it unpacks the misguided notion that a negotiation is a solely interpersonal activity that occurs at the table; a broader understanding of process—specifically scope and sequence—can impact the outcome. Her strategic vision and interpersonal strengths enabled her to make dynamic setup moves, improving her ability to negotiate at the table and craft a better deal with the World Bank. Analyze barriers to an agreement and evaluate how a negotiator can sequence moves and expand their scope to improve the outcomes of a negotiation.
This case can be used on its own or as part of a set. For more information on the rest of the materials in the set, click here. Lax and J. Email Address Sign up. Download the Case. Learning Objectives Analyze barriers to an agreement and evaluate how a negotiator can sequence moves and expand their scope to improve the outcomes of a negotiation. Map the phases of negotiation.
Evaluate the negotiation strategy known as away-from-the-table. Stay up to date on our latest work to improve cities. Regular site visitors should not fill this in.
