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Compact case
Case
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Reference no. UVA-QA-0299
Authors: Phil Lederer; S Frey
Published by: Darden Business Publishing
Originally published in: 1986
Version: 9 November 2010
Revision date: 01-Oct-2013
Length: 5 pages
Data source: Generalised experience

Abstract

This case and its companion, 'Centralia Construction Corporation', constitute the materials for an excercise in role playing and negotiating. 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). Myerson is the purchaser of the building.
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Abstract

This case and its companion, 'Centralia Construction Corporation', constitute the materials for an excercise in role playing and negotiating. 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). Myerson is the purchaser of the building.

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Industry:

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