Through this case series, students will learn the concept of best alternative to a negotiated agreement (BATNA) and apply it to determine when a deal is attractive, only to find that the obvious deal is unattractive. They will have an opportunity to see the advantage of a contingent contract and a side payment. The concept of Pareto optimality will be used to compare possible deals. They will gain experience in creating value in deals (moving toward the Pareto frontier) and learn how the behavior of each party in developing deals will determine how value is shared (on what part of the Pareto frontier they land). They will learn that differences between parties can be exploited to achieve better payouts for each side.