30,000 ROOMS WITH A VIEW

The World of Concrete trade show organizers negotiate a block of appro ximately 30,000 rooms with a different location each year. The case wa s developed through interviews with the trade show director. The issue s under negotiation include the room rate, cancellation clauses, and a menities for the conference organizers and VIPs. The case is written f or a negotiations course and may be used in two ways: as an intermedia te exercise for refining student skills at information management and integrative bargaining or as a fairly advanced exercise about appropri ate preparation for major negotiations.