個案總覽

This case and its companion, "Myerson Industries" (UV0428), constitute the materials for a negotiating exercise. The excercise is a distributive-bargaining situation surrounding the negotiation of the price for the construction of a building (some minor opportunities exist for creating mutual value).

This case and its companion, "Centralia Construction Corporation" (UV0345), constitute the materials for an excercise in role playing and negotiating. The exercise is a distributive-bargaining situation surrounding the negotiation of the price for the construction of a building (some minor opportunities exist for creating mutual value). Myerson is the purchaser of the building.