Institut for Virksomhedsledelse

Peter Kesting

The Transformer Sale - a distributive, scorable negotiation role play: Seller - Buyer - Teaching Note

Publikation: AndetAndet bidragUndervisning

The Transformer Sale is a distributive negotiation about the sales price of a technical device, an electrical transformer. It is a one-shot negotiation where neither party is interested in their long-term relationship. The negotiation has a very simple structure and a broad Zone of Possible Agreement (ZOPA). The buyer has a very weak Best Alternative to a Negotiated Agreement (BATNA) and needs to reach an agreement. The role-play is well-suited to introducing negotiation classes and to explaining the ground structure of the negotiation concept, particularly with regard to distributive negotiations. It is also well-suited to motivating the significance of negotiation and negotiation education as agreements typically have a nice spread. Further, the case allows for a first discussion of the meaning of information, narratives and the creation of impressions and deception.
Udgivelsesåraug. 2020
UdgiverThe Case Center
StatusUdgivet - aug. 2020

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