Resources > Sorting Salon Madness
Sorting Salon Madness
Marjorie Corman Aaron
Sorting Salon Madness is a two-party, mixed distributive and integrative negotiation. With a large ZOPA on the dollar value of the contract, there are significant opportunities for options that would create value for both sides by drawing upon differences in preferences and capabilities. The basic plotline involves a large international corporation, B&Z, headquartered in a Midwestern city, faced with the last-minute cancellation of the featured entertainment for a large corporate event only three weeks away.
Sorting Salon Madness: Teaching Note (pdf)
Sorting Salon Madness: Confidential Information for B&Z Special Project Manager (pdf)
Sorting Salon Madness: Confidential Information for Salon Madness Business Manager (pdf)