This two party negotiation is a great opening dialogue role-play to raise problems of assumptions, win-win/win-lose, competition/collaboration, interests/places, single-/multi-issue, places/alternatives.
Two companies, PharmaCaring and SuperPharma, both need to buy 10,000 rare Oxipouco fruits, which contain distinct compounds. Students have a tendency to focus on the fruits rather than on the compounds.
PUBLICATION DATE: May 27, 2013 PRODUCT #: INS289-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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