個案資料
了解個案內容與學習目標，選擇授課教師及使用課程。
Discount and Hawkins Exercise: Confidential Instructions for Tenant
內容大綱
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.