Ivey Publishing
iQmetrix-Humanity: Negotiating a Partner Agreement-Maurice Thibodeau's Perspective
Product Number:
9B16C024
Publication Date:
08/18/2016
Revised Date:
01/04/2018
Length:
5 pages (4 pages of text)
Product Type:
Exercise
Source:
Ivey/Hill
This negotiation exercise simulates the 2015 negotiation between senior leadership at iQmetrix, a Regina-based point of sale software firm, and Humanity, a San Francisco-based provider of a human resources module that iQmetrix seeks to bundle into its software product. The exercise is unique in that it occurs in a mediated environment where both parties only interact over email. There is no face-to-face interaction, leaving both sides to negotiate an effective agreement while communicating solely through email. Use with 9B16C025.
Learning Objective:
This exercise is suitable for use in MBA or other graduate-level management programs in courses on negotiations, entrepreneurship, and communications. After completion of this exercise, students will be able to
  • understand the pros and cons of negotiating over email and practise strategies to overcome communication difficulties;
  • appreciate the value of negotiating in a non-traditional setting;
  • illustrate resource control in business planning or in demonstrating how to develop partnerships; and
  • simulate the partnership process between start-ups.
    Issues:
    Disciplines:
    Organizational Behaviour/Leadership,  Entrepreneurship
    Industries:
    Other Services
    Setting:
    Canada, Medium, 2015
    Intended Audience:
    Undergraduate/MBA
    Price:
    $4.25 CAD / $4.25 USD Printed Copy
    $3.75 CAD / $3.75 USD Permissions
    $3.75 CAD / $3.75 USD Digital Download
    Associated Materials
    Use With: 9B16C025 (5 pages)
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