THE TENDLEY CONTRACT – Confidential Instructions for the Schools
Below are the available bulk discount rates for each individual item when you purchase a certain amount
Register as a Premium Educator at hbsp.harvard.edu, plan a course, and save your students up to 50% with your academic discount.
Publication Date:
January 01, 1991
Industry:
Consumer Electronics
Industry:
Technology
Industry:
Educational Institutions
Source:
Program on Negotiation at Harvard Law School (PON)
Accompanied by product #PON479.
Two-party contract negotiation between a computer consultant and a school district representative at an apparent impasse over different expectations over cost of services. A school district and a computer consultant are negotiating a potential contract for repair of the school district’s failed computer network. Both parties are eager to work with each other: the consultant’s qualifications appear perfect for the school district’s needs, and the school district would help the consultant connect with additional governmental clients. After a fair amount of negotiation, however, the parties find themselves at an impasse: the consultant’s bid (which the consultant feels is very low) is considerably higher than the school’s budget for this project. The consultant and a school representative have agreed to meet one last time in an effort to salvage the deal. This simulation happens to involve a consulting contract, but the negotiation lessons are generic. The exercise can be used simply to illustrate the importance of the creative, option-generating aspect of negotiation. More importantly, it can also be used as the principal vehicle for presenting integrative theory more broadly.
This is a role play case.
If you’d like to share this PDF, you can purchase copyright permissions by increasing the quantity.
Copyright © 2021 Harvard Business School Publishing. All rights reserved. Harvard Business Publishing is an affiliate of Harvard Business School.
THE TENDLEY CONTRACT – Confidential Instructions for the Schools
Research & References of THE TENDLEY CONTRACT – Confidential Instructions for the Schools|A&C Accounting And Tax Services
Source