Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Case
-
Reference no. 9-810-S12
Spanish language
Published by: Harvard Business Publishing
Originally published in: 2020
Version: 21 September 2014
Length: 8 pages
Data source: Published sources

Abstract

This is a Spanish version. This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the 'use, assignment, and subletting' clause. Debriefing the results in class should illustrate the possibility of generating joint gains through interest-based negotiation - and the obstacles to such a process. Technical knowledge of real estate issues is not assumed.

About

Abstract

This is a Spanish version. This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the 'use, assignment, and subletting' clause. Debriefing the results in class should illustrate the possibility of generating joint gains through interest-based negotiation - and the obstacles to such a process. Technical knowledge of real estate issues is not assumed.

Settings


Related