This simulation involves negotiations between the developer and prospective anchor tenant in the proposed shopping center. Students are assigned roles, given the confidential information, and asked to try to break the deadlock over the "use, assignment and subletting" position. Analysis of the results in the classroom should illustrate the possibility of a joint return on interest-based negotiation - and the obstacles to such a process. Technical knowledge on real estate is not assumed. "Hide
by Michael A. Wheeler Source: Exercise 4 pages. Publication Date: December 9, 1997. Prod. #: 898130-PDF-ENG
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