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Harvard Negotiation and Mediation Clinical Program Logo

The Vineyard

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

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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
  • Confidential Instructions for the Seller
  • A teacher's package with all the documents listed above

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

Hard Copy

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