Pelican Landing Instructions

This case contains instructions for conducting the negotiation between the City of Springfield and the Bender Corporation regarding the Pelican Landing development project. It is meant to be used with "Pelican Landing: Bender Corporation" (UVA-OB-0386) and "Pelican Landing: The City of Springfield" (UVA-OB-0387). Excerpt UVA-QA-0654 PELICAN LANDING INSTRUCTIONS Your goal is to reach an agreement on all issues with the other party that is best for your organization. You will have exactly 30 minutes to reach agreement on all eight issues. You can determine what type of agreement is best for your organization by referring to the “Payoff Schedule” in Exhibit 1 (see UVA-OB-0386 or UVA-OB-0387). DO NOT, AT ANY TIME, TELL THE OTHER PARTY HOW MANY POINTS YOU ARE GETTING. ALSO, DO NOT LET ANYONE ELSE SEE YOUR PAYOFF SCHEDULE. THIS CONFIDENTIAL INFORMATION IS FOR YOU ONLY. The eight issues are listed separately in Exhibit 1. Along the left-hand side, under each issue, are five types of agreements. The number of points you will receive for each type of agreement is listed in the right-hand column. As the negotiator, you may match any of the five types of agreements for any one issue with any of the five types of agreements for any other issue. Thus, a variety of agreements is possible. The magnitude of the points that you can gain or lose indicates the degree of importance each issue has to you and your organization. THE MORE POINTS YOU EARN, THE BETTER. Please become very familiar with your Payoff Schedule. Feel free to make notes or write on it. . . .