Discount and Hawkins Exercise: Confidential Instructions for Tenant

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Exercise

Reference no. 9-898-131

Subject category: Case Method and Specialist Management Disciplines

Authors: Michael A Wheeler (Harvard Business School)

Published by: Harvard Business Publishing

Originally published in: 1997

Version: 21 September 2014

Revision date: 14-Sep-2016

Length: 7 pages

Data source: Published sources

Topics: Negotiation strategies; Strategy formulation; Finance and investing

Share a link: https://casecent.re/p/44426

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Abstract

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.

Industry:

Real estate industry