This two-part negotiation simulation provides background for both parties in a negotiation: Morgan Cruz, the founder and owner of Granite State Distillers and Jamie Gambis, an account manager for Shoot the Messenger advertising agency. This exercise is a good forum for introducing basic negotiation concepts (e.g., BATNA, RP, bargaining zone) and for discussing how to implement and defend oneself against value-claiming strategies.

Case id: 140411
Supplemental Material: Teaching Note