Subject category:
Case Method and Specialist Management Disciplines
Published by:
Harvard Business Publishing
Version: 21 September 2014
Length: 8 pages
Data source: Published sources
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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.
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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.
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