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Borealis Suites: The Cartwell Tours Contract Negotiation
Frey, Sherwood C. Jr.; Clyman, Dana R. Case QA-0916 / Published October 1, 2020 / 8 pages.
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Product Overview

These cases follow Peter Wong, general manager of Borealis Suites in Niagara Falls, and Susan Vanderpole, contract negotiator at Cartwell Tours, as they attempt to negotiate doing business together during the next tourist season. Students are tasked with stepping into the role of one of the parties, and analyzing the data provided to approach the meeting and come away with the best possible contract for their needs.


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  • Overview

    These cases follow Peter Wong, general manager of Borealis Suites in Niagara Falls, and Susan Vanderpole, contract negotiator at Cartwell Tours, as they attempt to negotiate doing business together during the next tourist season. Students are tasked with stepping into the role of one of the parties, and analyzing the data provided to approach the meeting and come away with the best possible contract for their needs.

  • Learning Objectives