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Calaisas House
Description
Calaisas House is a three-party negotiation that focuses on the selling and buying of a unique waterfront property on the Mediterranean. This exercise has several unique features that make it ideal for teaching multiple foundational concepts in negotiation (e.g., the value of alternatives, information asymmetry, bargaining zone) as well as more advanced topics (e.g., creativity in contracting, agents vs. principals in negotiation, mixture of quantitative issues and qualitative preferences), depending on the instructor’s preferences, the participants, and the content and structure of the course.