For this assignment you must read the Harvard Business School case study The Campbell Home (A) by Leslie K. John and Matthew G. Preble. You will work in teams of four to prepare for the negotiation in which you will sell the Campbell family home. Two members of the group will take viewpoint of Sally, the older sibling, and two members will consider the negotiation from the perspective Thomas, the younger sibling. You have differences of opinions but you must agree a joint strategy for the sale. There are a number of questions to consider: What challenges do you foresee with selling the house? How might you prevent or mitigate these challenges. what strategies and tactics might the siblings use, given their BATNA(s) and reservation points. Who are the other party(s) likely to be and what might their interests and priorities be? What are the characteristics of the situation and how might these influence the siblings’ (or the broker’s) approach to the negotiation?
For this assignment you must read the Harvard Business School case study The Campbell Home (A) by Leslie K. John and Matthew G. Preble. You will work in teams of four to prepare for the negotiation in which you will sell the Campbell family home. Two members of the group will take viewpoint of Sally, the older sibling, and two members will consider the negotiation from the perspective Thomas, the younger sibling. You have differences of opinions but you must agree a joint strategy for the sale. There are a number of questions to consider:
- What challenges do you foresee with selling the house?
- How might you prevent or mitigate these challenges.
what strategies and tactics might the siblings use, given their BATNA(s) and reservation points. Who are the other party(s) likely to be and what might their interests and priorities be? What are the characteristics of the situation and how might these influence the siblings’ (or the broker’s) approach to the negotiation?
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