Institut for Virksomhedsledelse

Peter Kesting

The Right Team to Work With - A Three-Party Negotiation Simulation

Publikation: AndetAndet bidragUndervisning

The Right Team to Work With is a negotiation simulation in which two banks compete to get the largest possible share in a financial transaction of an industrial company. All three parties are seated at the negotiating table. The key question is whether both banks will enter into a competition to the bottom, or whether they will succeed in collaboratively negotiating good terms for themselves. The situation is aggravated by the fact that one of the banks can be excluded from the deal. The negotiation is therefore particularly suitable for discussing the topics of influence and power in negotiations with several parties.
OriginalsprogEngelsk
Udgivelsesår23 nov. 2022
UdgiverThe Case Center
StatusUdgivet - 23 nov. 2022

Se relationer på Aarhus Universitet Citationsformater

ID: 292716783