Class 2 (Negotiation Challenges: Identifying Issues)

PART A

Prepare:    General Information for Discount Marketplace

and either Discount Marketplace: Confidential Information OR  Hawkins Development: Confidential Information

The negotiation involves Hawkins Development, a relatively small real estate development company, and Discount Marketplace a soft goods retailer with more than 200 stores nationwide. Hawkins hopes to attract Discount to a new shopping center it plans to build.

Preparation Questions (to be discussed in class; not to hand in):

1. Carefully read the information packet for your assigned role in the Discount & Hawkins negotiation. Note that there is no explicit scoring system for this exercise. Therefore, you should think hard about your interests and the likely interests of the other side. In negotiations over important terms and conditions, what is the wisest way to make trade-offs among your competing priorities?

2. Each party obviously is obliged to gets as good a deal for his or her company as possible.  If you reach agreement, however, you will be committed to a commercial relationship that will last many years, perhaps even decades.  How should that prospect influence the way in which you approach this critical session?

Web Assignment

Please complete the following pre-negotiation survey by Tuesday, 9:00 AM:

http://faculty.chicagobooth.edu/George.Wu/discountx.html