|Title||Business and Commercial Dispute Negotiation Role-Play: Appleton vs. Baker|
|Year of Publication||1987|
|Keywords||67 Fish Pond Lane, bargaining, HNI, interests, negotiate, negotiation, parker gibson, PON|
Two-party, single-issue distributive negotiation between principals regarding a potential real estate sale
|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.