Pelican Landing: Bender Corporation

7 Pages Posted: 17 Jun 2009


This two-party negotiation case is designed to demonstrate the complexity of most negotiation situations and the difficulty negotiators have in achieving efficient solutions. The vice president of Bender Corporation (real-estate development) and the chief planner for the City of Springfield must negotiate eight issues before the residential-community development project can begin. Issues range from building inspectors to condominium/apartment ratios, and, unbeknownst to the negotiators, the issues reflect congruent, distributive, and integrative interests. (Companion cases are OB-0387, OB-0388, and OB-0389.)





Chris Corbett, Vice President of the Bender Corporation, was guardedly optimistic about the upcoming meeting with Lee Lawson, Chief Planner for the City of Springfield. Corbett hoped they would be able to resolve the eight remaining issues that had stalled the approval of Pelican Landing, a residential community proposed for Springfield's “Old Town,” so that construction could soon begin. A project such as Pelican Landing would go a long way toward revitalizing the Bender Corporation and reversing its depressed earnings. The stockholders were demanding action.

Historic Old Town

Old Town was the historic district, along the east bank of the Green River, that had formed the core of the original Springfield settlement. As the community flourished over the years following its founding, almost all the new growth had taken place just across the river in what was now identified in everyone's mind, and on most maps, as Springfield. Downtown Springfield bordered the Green River, with the rest of Springfield spreading west beyond it. This divergence of growth was probably as much a result of a feud between two of the families that had settled Springfield as it was the topography east of Old Town.

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Keywords: negotiation

Suggested Citation

Brodt, Susan, Pelican Landing: Bender Corporation. Darden Case No. UVA-OB-0386. Available at SSRN:

Susan Brodt (Contact Author)

Smith School of Business ( email )

Smith School of Business - Queen's University
143 Union Street
Kingston, Ontario K7L 3N6
613-533-3231 (Phone)
613-533-6847 (Fax)

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