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Product Overview

This case and its companion piece, "The Trump Shuttle: Citicorp", can be used as the basis for a role-play negotiation. The perspectives of the two parties are vastly different and, as a result, there is no zone of agreement for a fixed price contract. Consequently, the situation requires the negotiators to develop creative structures for the deal which permit them to span their differences--for ex&le, a deferred-payment, performance-oriented contract.