from $0.00
Free review copies of non-English Teacher’s Packages will be emailed upon request. Please contact chouse@law.harvard.edu or telephone 800-258-4406 (within the U.S.) or 781-966-2751 (outside the U.S.)
SCENARIO:
The Appletons and Bakers own homes on adjacent parcels of land. The Appletons are selling their house, and they also want to sell the half-lot which rests between their home and the Bakers’. The purchasers of their home are not interested in buying the lot. The Bakers are interested in the lot. There is a large bargaining zone ($5,000 to 20,000), but neither party knows of the other party’s interests.
Note: After debriefing, it is an option to have a five-minute re-negotiation once everyone knows the actual constraints placed on the other party.
TEACHING MATERIALS:
Role specific:
- Appleton
- Baker
Teacher’s package:
- English version: Copies of both participant roles plus teaching notes
- Non-English versions: Copies of both participant roles only
MAJOR LESSONS:
- When several pairs negotiate simultaneously, the sale prices vary dramatically, which provides for a good discussion of the results of different strategies.
- The advantages and disadvantages of making the first offer can be explored, as well as techniques for doing so.
- Advantages and disadvantages of disclosure are also illustrated.
SIMILAR SIMULATIONS:
