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Harvard Negotiation and Mediation Clinical Program

The Vineyard Hard Copy

 Sheila Heen  
Product number:
4 pages
Hard Copy
Product Type:
Role Play Package
May 2012

This product is a hard copy and will be shipped to your specified address. It contains General Instructions to all participants and color-coded Confidential Instructions for each role. 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 20 participants, enter "20" in the amount field upon checkout. We will send you 20 copies of General Instructions and 10 copies each of the 2 sets of Confidential Instructions for the party roles. The product price does not include the shipping fee and will be added at check-out.


The shipping and handling charges reflected upon ordering are only estimates, and may change upon completion of the order.

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:

  • 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


Geographic: California

Industry: Food & Beverage


To obtain accessible versions of our products for use by those with disabilities, please contact the HLS Case Studies Program at hlscasestudies@law.harvard.edu or +1-617-496-1316.

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