Borealis Suites: The Cartwell Tours Contract Negotiation

Abstract

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. Excerpt UVA-QA-0916 Oct. 1, 2020 Borealis Suites: The Cartwell Tours Contract Negotiation Introduction Peter Wong, general manager of the Borealis Suites (Borealis) hotel in Niagara Falls, Canada, was preparing for an upcoming negotiation with Susan Vanderpole, his contact at Cartwell Tours (Cartwell). It was May 6, 2015, and the magnolia trees were in full bloom along the Niagara Parkway. Spring was the beginning of the busy tourist season, but Wong was thinking ahead to the Cartwell negotiations for the upcoming 2016 season. He expected to raise prices and thereby increase the profitability of the Cartwell account. Last year, he had agreed to hold prices at the previous year's levels, but only because he anticipated that extensive renovations and improved service levels would soon justify a significant increase in prices. At this point, not only were renovations complete, but Cartwell's own surveys indicated that Borealis's service levels had improved substantially. . . .