Solved Case Analysis: Pelican Landing: Bender Corporation by Susan E. Brodt


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This two-party negotiation case is designed to demonstrate the complexity of most negotiation situations and the difficulty negotiators have in achieving efficient solutions. The vice president of Bender Corporation (real-estate development) and the chief planner for the City of Springfield must negotiate eight issues before the residential-community development project can begin. Issues range from building inspectors to condominium/apartment ratios, and, unbeknownst to the negotiators, the issues reflect congruent, distributive, and integrative interests. (Companion cases are OB-0387, OB-0388, and OB-0389.)

Publishing Authority:

Darden Business Publishing – University of Virginia


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