Abstract: This case is a 2-party deal-making negotiation role-play regarding the sale and purchase of IT solutions involving hardware, software and maintenance services. The focus is on the practical application of interest-based negotiation theory and concepts. The facts of the case provide multiple opportunities for generating creative solutions and employing strategic communication techniques. The case is also designed to illustrate the use of alternatives and BATNA as objective and realistic measures of negotiation success.
ABCC-2022-010: “Mega Solutions Negotiation“