ABSTRACT
This chapter discusses a case study of a Hancock hotel which is used for negotiation training. The simulation is based on consultancy work with property developers who, although they have separate and distinct business interests, nevertheless have an incentive to enable the other to pursue its plans. The benefits of cooperation exceed the pay-offs from conflict, but it may take some negotiating debate to discover this. Hancock Hotel occupies one-third of a development site. The council started to build a conference centre and exhibition hall to the south-west of the site. Meanwhile, the hotel has applied for planning permission to extend the hotel over the ground between its building and the open carpark. Planning permission, while under the administrative control of the city council, is basically an independent process, acting according to strict national statutes. The best deals are package deals, linking everything together – including the intangible of council support for planning permission for the hotel's extension.
