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Pelican Landing: Bender Corporation
Brodt, Susan E. Case OB-0386 / Published April 3, 1990 / 7 pages.
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Product Overview

This two-party negotiation case is designed to demonstrate the complexity of most negotiation situations and the difficulty negotiators have in achieving efficient solutions. The vice president of Bender Corporation (real-estate development) and the chief planner for the City of Springfield must negotiate eight issues before the residential-community development project can begin. Issues range from building inspectors to condominium/apartment ratios, and, unbeknownst to the negotiators, the issues reflect congruent, distributive, and integrative interests. (Companion cases are OB-0387, OB-0388, and OB-0389.)

  • Overview

    This two-party negotiation case is designed to demonstrate the complexity of most negotiation situations and the difficulty negotiators have in achieving efficient solutions. The vice president of Bender Corporation (real-estate development) and the chief planner for the City of Springfield must negotiate eight issues before the residential-community development project can begin. Issues range from building inspectors to condominium/apartment ratios, and, unbeknownst to the negotiators, the issues reflect congruent, distributive, and integrative interests. (Companion cases are OB-0387, OB-0388, and OB-0389.)

  • Learning Objectives