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Harvard Negotiation and Mediation Clinical Program

The Vineyard Hard Copy

By:
 Sheila Heen   (Published: May 2012)
Product number:
HNM015H
Length:
4 pages
English:
Hard Copy
Product Type:
Role Play Package
Link to Free Review Copy:

This product will be shipped to your specified address. It contains color-coded Confidential Instructions for each role and a teacher's package containing instructions. This role play provides for 2 party roles.To order, enter the total number of participants in your class. You will receive the correct number of role plays. For example, if you plan to teach this role play to 60 participants, enter "60" in the amount field upon checkout. We will send you 30 copies of Confidential Instructions for each role. The product price does not include the shipping fee and will be added at check-out. If you have any questions regarding this purchase, please contact Lisa Brem at lbrem@law.harvard.edu or 617-495-8689

Abstract

Buyers who have long dreamed of owning a vineyard and winery have found the perfect operation to purchase: Chez Joseph, a mid-size winery in Napa Valley.  Chez Joseph is owned by three siblings.  Two siblings seem close to making a deal, but the third has demanded an extremely high value for the final third.  The buyers are meeting with this third sibling for the first time.

This product includes:

  • Confidential Instructions for the Buyers (Goldenrod)
  • Confidential Instructions for the Seller (Pink)
  • A teacher's package with all the documents listed above (White)

Learning Objectives

To develop the skill of effectively probing for and uncovering underlying interests of a party.

Subjects Covered

Negotiation Simulation; Uncovering Interests

Setting 

Geographic: California

Industry: Food & Beverage

Educator Materials

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