個案總覽

This role-play exercise presents students with a realistic and complex negotiation challenge: it asks them to participate in a quantifiable negotiation between managing partners in a venture capital fund who are embroiled in a co-founder dispute. The negotiation is multifaceted, focusing on both reputational safeguards and financial outcomes across five key quantifiable issues. The negotiation is also underscored by an atypical yet critical ethical conundrum, offering a rich context for exploring the interplay between ethical considerations and business decision-making. These scenarios compel negotiators to engage deeply with the ethical dimensions of their strategies, assessing not only the limits of their own moral flexibility but also the veracity of their adversary’s claims.

Supplement for product W37009.