Mogli’s Paradise 

Marjorie Corman Aaron 

Mogli’s Paradise is a simple two-party distributive negotiation, primarily about a price for the purchase and sale of land. The set-up is that Indigogreen, Inc. has been negotiating with a representative of the Mogli family, owners of 300 acres of prime lakeside land in South Carolina. Indigogreen sees the Mogli land as ideally suited for a retirement community there. The family has been represented by Chris Mogli, one of four adult Mogli siblings and a well-regarded lawyer in a downtown law firm. They have negotiated easements, timing, tax issues, warranties, indemnities, and the like: all issues except price. The ZOPA is quite large due to the respective parties’ different predictions about the future economy and land values in the area.

Mogli’s Paradise Negotiation: Teaching Note (PDF)

Mogli’s Paradise Negotiation: Confidential Information for Indigogreen, Inc. (PDF)

Mogli’s Paradise Negotiation: Confidential Information for T.J. Mogli (PDF)