Exercise | December 1997 (Revised September 2014)

Discount and Hawkins Exercise: Confidential Instructions for Tenant

by Michael A. Wheeler


This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the "use, assignment, and subletting" clause. Debriefing the results in class should illustrate the possibility of generating joint gains through interest-based negotiation—and the obstacles to such a process. Technical knowledge of real estate issues is not assumed.

Keywords: Negotiation; Leasing;


Wheeler, Michael A. "Discount and Hawkins Exercise: Confidential Instructions for Tenant." Harvard Business School Exercise 898-131, December 1997. (Revised September 2014.)