Shere Khan - Buyer (Portuguese version, Portugal)
Portuguese Portugal , Portuguese Brasil , Spanish , English
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Reference: NEGE-1-PP
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Number of pages: 2
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Publication Date: Jun 22, 2016
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Fecha de edición: Sep 29, 2017
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Source: IESE (España)
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Type of Document: Exercise
The case is about buying and selling an antique ceramic statuette of Shere Khan, the tiger character from Rudyard Kipling's The Jungle Book.
The objective is to teach participants about negotiation.
The following concepts are included:
1. Positional bargaining
2. Zone of possible agreement
3. Best alternative to a negotiated agreement