Mega Solutions Negotiation

Name: Mega Solutions Negotiation (English version)
SKU: AB22010

LUM Kit-Wye

Product #:AB22010

Supplier:The Asian Business Case Centre, NTU

Discipline:General Management

Setting:Singapore

Details:Role-Play (PDF) • 10 pages • 2022-11-28

Subjects:

Leadership and managing people Management

Geography:

Singapore Asia

Your Price:

$9.71

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This case is a 2-party deal-making negotiation role-play regarding the sale and purchase of IT solutions involving hardware, software and maintenance services. The focus is on the practical application of interest-based negotiation theory and concepts. The facts of the case provide multiple opportunities for generating creative solutions and employing strategic communication techniques. The case is also designed to illustrate the use of alternatives and BATNA as objective and realistic measures of negotiation success.

This is a Role-play case designed to enhance experiential learning.