Product Overview

This is a two-party negotiation over the sale of a restaurant. On the surface, it appears distributive with a very small zone of agreement. However, there are several ways to create value by transforming the relationship. For instance, the Seller can also become a Customer. The Seller can become a Supplier. And they can arrange to share resources. Each of these reframings of the relationship results in the creation of mutual value and a wider zone of agreement. Note, both sides are able to differentially value the deal in dollars. This case must be used in conjunction with "The Trois Fois: Louise DuChamp" UVA-QA-0585.