Featured Teaching Idea
More Growth for Tonto Bar & Grill:
This is a two-party, quantifiable negotiation involving a restaurant chain seeking to lease a new location from a commercial developer. It is best to assign this exercise after students have acquired basic negotiation skills. Although there is some integrative potential in the negotiation, most of the issues are distributive with asymmetric point scales. This is an excellent exercise for teaching distributive negotiation strategy in a complex multi-issue deal making negotiation.
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