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Product Overview

This two-part negotiation exercise is used in Negotiations electives at both the Darden School of Business and the McIntire School of Commerce. Together the cases provide the background for a scorable, bilateral, multi-issue negotiation in which there are congruent, distributive, and integrative issues. People and Congregations Engaged in Ministry (PACEM) was a nonprofit organization committed to helping homeless adults in the Charlottesville, Virginia, community find shelter during the cold months. Reliant upon volunteers, PACEM had partnered for the previous five years with Madison House, a nonprofit organization run by students at the University of Virginia that coordinated student volunteers, developed student leaders, and built community partnerships. In preparation for the return of Madison House volunteers to PACEM, Kennedy Brooks, PACEM's executive director and community partner, was going to meet with Riley Carter, Madison House's newly appointed program director, to develop and sign the Community Partner Agreement, which detailed the volunteer experience and logistics for the upcoming school year. Brooks and Carter also had to agree on training and communication procedures for the year, which had historically included mandatory training at Madison House and weekly site e-mail updates. All aspects of the volunteer experience were subject to change each year, and Carter had expressed an interest in making a few changes, but Brooks believed the current structure was ideal. How would the discussion go, and what would the outcomes be?