Abstract

The owner of 100,000 acres in Argentina's Patagonia region is soliciting bids for the land, wishing to maximize the price without drawing the ire of environmentalists. A real-estate broker who is an old friend of the seller's has offered to facilitate negotiations. In this role play exercise, students are assigned one of seven roles, each with a different set of limitations and objectives, to explore how to structure a deal that best meets their goals.

Citation

Kuwabara, Ko, and Paul Ingram. Patagonia Role-Play Exercise: The Role of the Seller. Columbia Business School: CaseWorks, Spring 2010.

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