Shere Khan - Buyer (Portuguese version, Portugal)

  • Reference: NEGE-1-PP

  • Number of pages: 2

  • Publication Date: Jun 22, 2016

  • Fecha de edición: Sep 29, 2017

  • Source: IESE (España)

  • Type of Document: Exercise

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The case is about buying and selling an antique ceramic statuette of Shere Khan, the tiger character from Rudyard Kipling's The Jungle Book.

Learning Objective

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


bargaining BATNA Negotiation The Jungle Book