This negotiation asks participants to evaluate competing structured offers for a family vineyard with strong heritage ties and a founder invested in continuity.
The seller must weigh upfront cash, deferred payments, and nonfinancial terms while managing emotional commitments to place and community. A confidential bidder introduces added uncertainty, since the seller cannot verify who they are or what they intend to do with the estate.
The exercise gives instructors a straightforward way to explore valuation under deferral, information gaps, and the difficulty of balancing legacy concerns with financially attractive offers, especially when buyer intentions cannot be fully known.