Author:
Nessa Boland
Subject:
Law
Material Type:
Case Study
Level:
College / Upper Division
Tags:
  • Dispute Resolution
  • Law
  • Negotiation
  • Simulation
    License:
    Creative Commons Attribution
    Language:
    English

    Greenway Motors

    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.