Discount and Hawkins Exercise
Synopsis
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.
- Derechos de autor:
- 2014 President and Fellows of Harvard College
Book Details
- Book Quality:
- ISBN-13:
- Publisher:
- Harvard Business School
- Date of Addition:
- 2018-07-18T19:58:30Z
- Idioma:
- English
- Categorías:
- Usage Restrictions:
- This is a copyrighted book.