Zāyed bin Sulṭān Āl Nahyān The Negotiator for the United Arab Emirates (A): His Brief History

This case explores the negotiation skills of Sheikh Zayed bin Sultan Al Nahyan, founding father of the United Arab Emirates, as he navigated critical turning points in the federation’s formation. Drawing on his Bedouin heritage, the majlis tradition of consultation, and his deeply-held Islamic values, Sheikh Zayed combined patience, empathy and pragmatism to resolve conflicts and build consensus. From early negotiations over water rights in Al Ain, to complex multiparty talks with fellow rulers on federal unification, and external issues such as Iran’s occupation of Gulf islands, he consistently pursued non-violent, inclusive solutions. The case highlights how he balanced local and regional power asymmetries, used resources such as Abu Dhabi’s oil wealth to create mutual gains, and forged coalitions by gaining trust and moral legitimacy. The four-part case (A to D) provides a rare opportunity to follow Sheikh Zayed’s growth by examining his diverse negotiation stories and strategies, which explain his success as a leader and negotiator of a series of high-stakes nation-building events.

Explore the roots of individual negotiation approaches
Assess the costs of violence vs. negotiation
Examine relationship-building as a negotiation platform
Balance power, value and legitimacy
Practice patience and timing in negotiation
Learn multiparty negotiation sequencing strategies
Analyze the role of resources in creating mutual gains
Evaluate provisional arrangements for value creation and claiming in multiparty negotiation processes
Reflect on ethical leadership in negotiation