Commercial lease negotiations : Delhi shopping mall /
Italia, an international food and beverage operation, is going to negotiate a commercial lease with Delhi Shopping Mall in India which has become one of the fastest growing markets in South Asia. The Italia and Delhi Shopping Mall need to resolve disputed provisions of the proposed lease such as the...
| Main Authors: | , |
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| Format: | eBook |
| Language: | English |
| Published: |
London :
SAGE Publications: SAGE Business Cases Originals,
2024.
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| Series: | SAGE business cases.
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| Subjects: | |
| Online Access: | Connect to the full text of this electronic book |
| Summary: | Italia, an international food and beverage operation, is going to negotiate a commercial lease with Delhi Shopping Mall in India which has become one of the fastest growing markets in South Asia. The Italia and Delhi Shopping Mall need to resolve disputed provisions of the proposed lease such as the lease term, rent, the use clause, and the exclusive use clause. To work out the best deal for both parties, they should both identify and assess their own bargaining leverage in terms of interests, create value for both parties, and adopt Fisher and Ury's four principles of negotiation to propose solutions to disputes. Students will be asked to analyze the leverage of both parties and use Fisher and Ury's four principles to create value and achieve the outcome of "expanding the pie" in commercial lease negotiation. |
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| Physical Description: | 1 online resource. |
| ISBN: | 9781071931578 1071931571 |