Greenway Motors
Overview
Greenway Motors is a useful exercise to introduce students to key negotiation concepts such as the best alternative to a negotiated agreement (BATNA); the worst alternative to a negotiated agreement (WATNA) and the zone of possible agreement (ZOPA). It can also be used to discuss the principled negotiation framework, which allows students to move from a positional approach towards creating opportunities for mutual gain and value creation. This simulation has a large ZOPA, allowing for a range of outcomes.
Greenway Motors
Greenway Motors involves a simple two-party negotiation between a car salesman and luxury car collector over the sale of a new luxury model. This is a useful exercise to introduce students to negotiation and basic negotiation concepts. Teaching Notes include General Instructions, Confidential Instructions for Harry Greenwood and Confidential Instructions for Michelle Keating.
Greenway Motors is a useful exercise to introduce students to key negotiation concepts such as the best alternative to a negotiated agreement (BATNA); the worst alternative to a negotiated agreement (WATNA) and the zone of possible agreement (ZOPA). It can also be used to discuss the principled negotiation framework, which allows students to move from a positional approach towards creating opportunities for mutual gain and value creation. This simulation has a large ZOPA, allowing for a range of outcomes.