30,000 ROOMS WITH A VIEW

Abstract

The World of Concrete trade show organizers negotiate a block of approximately 30,000 rooms with a different location each year. The case was developed through interviews with the trade show director. The issues under negotiation include the room rate, cancellation clauses, and amenities for the conference organizers and VIPs. The case is written for a negotiations course and may be used in two ways: as an intermediate exercise for refining student skills at information management and integrative bargaining or as a fairly advanced exercise about appropriate preparation for major negotiations.

Citation

Simons, T. and Corsun, D.L. (1998), "30,000 ROOMS WITH A VIEW", International Journal of Conflict Management, Vol. 9 No. 2, pp. 162-179. https://doi.org/10.1108/eb022808