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More School or Less Tax: Optimizing the Negotiation Results
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Reference: IVEY-9B13D012-E
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Year: 2009
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Number of pages: 8
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Geographic Setting: United States
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Publication Date: May 28, 2013
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Fecha de edición: May 28, 2013
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Source: Ivey Business School (Canada)
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Type of Document: Case
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Industry Setting: Educational Services;
Description
In response to a 22 per cent growth rate in their city over a 10-year period, the members of the McAllen Independent District School Board form a committee to research and analyze several potential expansion projects that would accommodate the growing number of students in the area. The committee discovers certain funding opportunities that may represent attractive options for discharging financial responsibilities to the city’s residents, but in order for these funding options to be considered, the residents will first need to be convinced that the selected option is sound. This process will require a series of careful steps on the part of the committee, including thoughtful negotiation.
Learning Objective
The case study addresses a variety of issues regarding negotiation factors. Depending on how the case is presented and used, it presents one or more teaching objectives: ·To examine the essential factors of negotiation and how these factors can be applied to decision-making in a real-life situation. ·To approach negotiation in a highly quantitative manner, seeking the optimized result. ·To understand other factors that can influence and affect the negotiation process and any potential negotiation outcomes.