This product is a hard copy and 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 would like to purchase an electronic copy, please go to the case study product page.
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:
To develop the skill of effectively probing for and uncovering underlying interests of a party.
Negotiation Simulation; Uncovering Interests
Industry: Food & Beverage
Watermarked Review Copies of this product are available free of charge to educators and staff of degree-granting institutions. Please create an account or sign in to gain access to these materials.