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Carolina Fishing
Marjorie Corman Aaron
This presents as a simple distributive negotiation over a 300-acre parcel of lakeside land. There’s an enormous ZOPA on the numbers. The problem with a simulation is that students have no real ability to research Indigogreen’s profit margins on other developments etc. One teaching point to make is how important this would be “in real life.” Karsen is wise to ask LOTS of questions about things such as rate of return, revenues etc. And Karsen should not set their aspiration based on rough doubling of whatever the first offer was.
Carolina Fishing Negotiation: Teaching Note (PDF)
Carolina Fishing Negotiation: Confidential Information for Indigogreen (PDF)
Carolina Fishing Negotiation: Confidential Information for Karsen, Inc. (PDF)