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Scenario:
Texoil is a group-to-group negotiation
The owners of a service station would like to sell their
station, and a large oil and gas company would like to buy
it.
The service station owners and Texoil representatives are
meeting to discuss Texoils possible purchase of the service
station.
Group Pairings:
Group 1 & Group 6
2 & 7
3 & 8
4 & 9
5 & 10
15 minutes: Read confidential information and prepare
30 minutes: Negotiate
Debrief
Lessons
There is no overlapping bargaining range unless the two
parties use their information creatively and literally
create one.
It is in your best interest to initially attempt integrative
bargaining (create value)
Other characteristics of this case:
It is totally interest driven on the part of the station owners.
They have set a price based on their assessment of their
needs.