ABSTRACT
This chapter discusses a case study of Ratho Business School. Ratho Business School Ltd, a newly formed company led by three experienced management consultants, has approached the Bank with a business plan to establish Scotland's first private business school. The contents of the business plan have been examined by the Bank's credit department and found to be realistic. It has sanctioned a proposed loan, provided that the terms are right and subject to the Bank's normal concerns about loan security. Issues are the Bank's terms for lending, which include financial and non-financial issues. The negotiation after the teams reconvene should then concentrate on presenting and responding to conditional proposals and bargains, with its opportunities to practise packaging and repackaging proposals to achieve an agreement. Hence, the issue agenda is largely set by the Bank team to begin with but should, thereafter, be redefined by both parties.
