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Compact case
Case
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Reference no. UVA-QA-0298
Published by: Darden Business Publishing
Originally published in: 1986
Version: Nov 2010
Revision date: 11-Jul-2011
Length: 5 pages
Data source: Generalised experience
Topics: Negotiation; Pricing

Abstract

This case and its companion, 'Myerson Industries', constitute the materials for a negotiating exercise. The exercise is a distributive-bargaining situation surrounding the negotiation of the price for the construction of a building (some minor opportunities exist for creating mutual value).

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Abstract

This case and its companion, 'Myerson Industries', constitute the materials for a negotiating exercise. The exercise is a distributive-bargaining situation surrounding the negotiation of the price for the construction of a building (some minor opportunities exist for creating mutual value).

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