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Exercise
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2006
(Revised from original 2003 version)
Travelexis.com Role for Pat Young from SCOUT
by
Kathleen L. McGinn and Nicole Nasser
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Abstract
Two fictional travel companies, SCOUT and TravelPlanner, engage in competitive bidding to acquire a third party, Travelexis. This exercise is consists of three roles, one representative from each of the three companies. It is based on the actual negotiations between Headhunter (represented by Travelexis), Yahoo! (SCOUT), and CareerBuilder (TravelPlanner).
Keywords: Negotiation;
Bids and Bidding;
Acquisition;
Travel Industry;