Programmer Lance Goodman is developing a new internet meta-search engine called MultiSearch. He would like to turn over the support and marketing of MultiSearch to a professional firm, so that he can devote more time to other projects. Sue Edwards, Vice President of Business Development for respected software firm Jack Carnie Inc., is looking for a new internet product to add to the firm's portfolio. The two are meeting to discuss the possibility of Jack Carnie Inc. acquiring and marketing MultiSearch. Each party (unbeknownst to the other) has a strong incentive to reach a deal.
Teaching points include: reaching agreement within a large ZOPA; methods for dealing with differing interests around nonmonetary options such as timing; potential value of contingent agreements.
Prof. Susskind’s Top 5 Environmental Negotiation Teaching Materials
From time to time, the Teaching Negotiation Resource Center asks PON-affiliated faculty to nominate their top five books, top five teaching videos or top five role-play simulations in certain fields or teaching settings. These change periodically.