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Unformatted text preview: 1. Individual buyers and sellers should prepare by detailing their primary reasons for entering the negotiation. 2. The buyer and seller, working individually, should identify a range in which they feel they could be satisfied for each issue in this negotiation. 3. Conduct the negotiation and record any agreement you reach. Additional Questions 4. What factors influence how much information each party is willing to share with the other party? 5. Are there times when a party should be absolutely unwilling to share information? 6. In a purchase negotiation between companies, what types of information do you think the parties are often willing to share? What types of information might they not be willing to share? 7. Is a negotiation between private individuals, such as this case, different from a negotiation between companies? Why or why not?...
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- Spring '11