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Supplements the (A) and (B) cases.

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.

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.

Supplements the (C) case.

Disney's first foray into an urban environment, is the restoration and development of the landmark New Amsterdam Theater in New York's Times Square. Disney must negotiate with the city, state, and various nonprofit organizations focused on the redevelopment of Times Square.

The saga of Disney's efforts to build a theme park in Manassas, Va. in the early 1990s is told. Disney's strategy against the various opponents of the project is presented.

Walt Disney is contemplating sites for a new theme park, building on the success of Disneyland in Anaheim. The focus is on Disney's strategy for land negotiation and acquisition, which is informed by his experience with the Anaheim park.

An epilogue to the (A) and (B) cases, this describes the final steps in implementing the agreement 3M made with Procter and Gamble and with local public officials and interest groups.

Supplements the (A) case.

A proposed trade of air pollution emission credits between 3M (now Imation) and Procter and Gamble is described. Though such trading is encouraged under federal environmental laws, 3M had adopted a company-wide policy against such deals. Procter and Gamble needs the credits and is an important 3M customer. Local citizens and public officials are sharply divided on the proposed deal.

Supplements the (A) and (B) cases.

Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm.

Supplement to case 396156. Presents a series of multiple choice options to be distributed and discussed in class.

Supplements Background Note: GM-UAW Negotiations--1984.

Two-party, single-issue distributive negotiation between a publisher and a literary agent over the advance payment for the agent's unpublished but very promising client. Terry Holtz, a senior editor with a highly regarded, independent publishing firm has received a proposed book entitled Entrepreneurial Schools written by a young, up and coming, but never before published author. Terry is extremely interested in the book and is willing to pay an exceptionally high author's advance for the book. Jay McIntyre is a successful literary agent and represents Rachel Leonard, author of Entrepreneurial Schools. Jay has shown Rachel's manuscript to one other publishing firm than Terry's and has since found out that they are not interested. This coupled with Rachel's professional ambitions, which would be helped greatly by the visibility that comes with publication, has made Rachel anxious to close the deal with Terry's firm fast. She has told Jay to settle for what he can get from Terry's firm, but not to leave any money on the table.

Two-party, single-issue distributive negotiation between a publisher and a literary agent over the advance payment for the agent's unpublished but very promising client. Terry Holtz, a senior editor with a highly regarded, independent publishing firm has received a proposed book entitled Entrepreneurial Schools written by a young, up and coming, but never before published author. Terry is extremely interested in the book and is willing to pay an exceptionally high author's advance for the book. Jay McIntyre is a successful literary agent and represents Rachel Leonard, author of Entrepreneurial Schools. Jay has shown Rachel's manuscript to one other publishing firm than Terry's and has since found out that they are not interested. This coupled with Rachel's professional ambitions, which would be helped greatly by the visibility that comes with publication, has made Rachel anxious to close the deal with Terry's firm fast. She has told Jay to settle for what he can get from Terry's firm, but not to leave any money on the table.