| Title | Business and Commercial Dispute Negotiation Role-Play: Appleton vs. Baker |
| Publication Type | Miscellaneous |
| Year of Publication | 1987 |
| Authors | Susskind, L |
| Keywords | 67 Fish Pond Lane, bargaining, HNI, interests, negotiate, negotiation, parker gibson, PON |
| Abstract | Two-party, single-issue distributive negotiation between principals regarding a potential real estate sale |
| URL | http://www.pon.harvard.edu/shop/appleton-vs-baker/ |
| Full Text | The Appletons and Bakers own homes on adjacent parcels of land. The Appletons are selling their house, and they also want to sell the half-lot which rests between their home and the Bakers’. The purchasers of their home are not interested in buying the lot. The Bakers are interested in the lot. There is a large bargaining zone ($5,000 to 20,000), but neither party knows of the other party’s interests. Note: After debriefing, it is an option to have a five-minute re-negotiation once everyone knows the actual constraints placed on the other party. |
Business and Commercial Dispute Negotiation Role-Play: Appleton vs. Baker
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