Abstract
This pair of cases (see also UVA-QA-0586) is a two-party negotiation over the sale of a restaurant. On the surface, it appears distributive, with a very small zone of agreement. However, there are several ways to create value by transforming the relationship. For instance, the seller can become a customer. The seller can also become a supplier. And they can arrange to share resources. Each of these reframings of the relationship results in the creation of mutual value and a wider zone of agreement. In addition, both sides are able to value the deal differentially in dollars.
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