{"title":"美洲狮俱乐部:汉堡钟","authors":"Sherwood C. Frey, Lauren Mishner","doi":"10.2139/ssrn.1284244","DOIUrl":null,"url":null,"abstract":"Burger Bell is in the midst of discussions regarding the sponsorship by Burger Bell of the Cougars Cub Club. Negotiations are nearly complete, but eight issues remain before the contract can be signed. This case, together with its companion case, \"Cougars Cub Club: Charlotte Cougars\" (UVA-QA-0661), offers the opportunity for a one-on-one negotiation experience in which differences in priorities provide the basis for creating mutual value. In addition, there are issues that can be classified as congruent as well as those that are unavoidably distributive. As a result, debriefings can focus on both the creation and the claiming of value.","PeriodicalId":409545,"journal":{"name":"EduRN: Economics Education (ERN) (Topic)","volume":"36 6 1","pages":"0"},"PeriodicalIF":0.0000,"publicationDate":"2008-10-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":"{\"title\":\"Cougars Cub Club: Burger Bell\",\"authors\":\"Sherwood C. Frey, Lauren Mishner\",\"doi\":\"10.2139/ssrn.1284244\",\"DOIUrl\":null,\"url\":null,\"abstract\":\"Burger Bell is in the midst of discussions regarding the sponsorship by Burger Bell of the Cougars Cub Club. Negotiations are nearly complete, but eight issues remain before the contract can be signed. This case, together with its companion case, \\\"Cougars Cub Club: Charlotte Cougars\\\" (UVA-QA-0661), offers the opportunity for a one-on-one negotiation experience in which differences in priorities provide the basis for creating mutual value. In addition, there are issues that can be classified as congruent as well as those that are unavoidably distributive. As a result, debriefings can focus on both the creation and the claiming of value.\",\"PeriodicalId\":409545,\"journal\":{\"name\":\"EduRN: Economics Education (ERN) (Topic)\",\"volume\":\"36 6 1\",\"pages\":\"0\"},\"PeriodicalIF\":0.0000,\"publicationDate\":\"2008-10-21\",\"publicationTypes\":\"Journal Article\",\"fieldsOfStudy\":null,\"isOpenAccess\":false,\"openAccessPdf\":\"\",\"citationCount\":\"0\",\"resultStr\":null,\"platform\":\"Semanticscholar\",\"paperid\":null,\"PeriodicalName\":\"EduRN: Economics Education (ERN) (Topic)\",\"FirstCategoryId\":\"1085\",\"ListUrlMain\":\"https://doi.org/10.2139/ssrn.1284244\",\"RegionNum\":0,\"RegionCategory\":null,\"ArticlePicture\":[],\"TitleCN\":null,\"AbstractTextCN\":null,\"PMCID\":null,\"EPubDate\":\"\",\"PubModel\":\"\",\"JCR\":\"\",\"JCRName\":\"\",\"Score\":null,\"Total\":0}","platform":"Semanticscholar","paperid":null,"PeriodicalName":"EduRN: Economics Education (ERN) (Topic)","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.2139/ssrn.1284244","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"","JCRName":"","Score":null,"Total":0}
引用次数: 0
摘要
汉堡贝尔正在讨论由汉堡贝尔赞助美洲狮俱乐部的事宜。谈判已接近完成，但在签署合同之前仍有八个问题有待解决。这个案例，以及它的同伴案例“Cougars Cub Club: Charlotte Cougars”(UVA-QA-0661)，提供了一对一谈判经验的机会，在这种经验中，优先级的差异为创造共同价值提供了基础。此外，还有一些问题可以被归类为一致的，以及那些不可避免的分配。因此，汇报可以同时关注价值的创造和价值的主张。
Burger Bell is in the midst of discussions regarding the sponsorship by Burger Bell of the Cougars Cub Club. Negotiations are nearly complete, but eight issues remain before the contract can be signed. This case, together with its companion case, "Cougars Cub Club: Charlotte Cougars" (UVA-QA-0661), offers the opportunity for a one-on-one negotiation experience in which differences in priorities provide the basis for creating mutual value. In addition, there are issues that can be classified as congruent as well as those that are unavoidably distributive. As a result, debriefings can focus on both the creation and the claiming of value.
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