個案總覽

Pepperoni Lovers is a negotiation exercise between two actors, buyer and seller, for a pizzeria chain and a premium producer of delicatessen meats. The owner of the pizzeria has a pressing need, as his regular supplier of pepperoni has recently gone out of business and the pizzeria has pepperoni stocked up for a little less than two weeks. For the owner of the Toscana Delicatessen, the negotiation offers the possibility of securing a buyer on a large scale. This case allows students to negotiate six issues simultaneously and apply strategies for prioritizing issues in order to achieve a mutually satisfactory agreement for both companies.

Pepperoni Lovers is a negotiation exercise between two actors, buyer and seller, for a pizzeria chain and a premium producer of delicatessen meats. The owner of the pizzeria has a pressing need, as his regular supplier of pepperoni has recently gone out of business and the pizzeria has pepperoni stocked up for a little less than two weeks. For the owner of the Toscana Delicatessen, the negotiation offers the possibility of securing a buyer on a large scale. This case allows students to negotiate six issues simultaneously and apply strategies for prioritizing issues in order to achieve a mutually satisfactory agreement for both companies.

Spreadsheet supplement to AN0102.

Spreadsheet supplement to AN0103.