Subject category:
Case Method and Specialist Management Disciplines
Published by:
Darden Business Publishing
Version: 20 October 2021
Revision date: 15-Nov-2021
Length: 7 pages
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Abstract
Burger Bell is in the midst of discussions regarding the sponsorship by Burger Bell of the Cougars Cub Club. Negotiations are nearly complete, but eight issues remain before the contract can be signed. This case, together with its companion case, 'Cougars Cub Club: Charlotte Cougars', offers the opportunity for a one-on-one negotiation experience in which differences in priorities provide the basis for creating mutual value. In addition, there are issues that can be classified as congruent as well as those that are unavoidably distributive. As a result, debriefings can focus on both the creation and the claiming of value.
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Subject category:
Case Method and Specialist Management Disciplines
Published by:
Darden Business Publishing
Version: 20 October 2021
Revision date: 15-Nov-2021
Length: 7 pages
Data source: Published sources
About
Abstract
Burger Bell is in the midst of discussions regarding the sponsorship by Burger Bell of the Cougars Cub Club. Negotiations are nearly complete, but eight issues remain before the contract can be signed. This case, together with its companion case, 'Cougars Cub Club: Charlotte Cougars', offers the opportunity for a one-on-one negotiation experience in which differences in priorities provide the basis for creating mutual value. In addition, there are issues that can be classified as congruent as well as those that are unavoidably distributive. As a result, debriefings can focus on both the creation and the claiming of value.
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Subject category:
Case Method and Specialist Management Disciplines
Published by:
Darden Business Publishing
Version: 20 October 2021
Revision date: 15-Nov-2021
Length: 7 pages
Data source: Published sources