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Unformatted text preview: • In maximizing “joint gain”, each party should exchange (trade off) on the integrative issues that are less important for the issues that are more important. • Simply splitting the difference on each issue (4,400 points) results in leaving value on the table ((13,200 points). Lessons • Always set your Resistance Point and Target Point. • In planning, it’s important to set your “bottom line” and target so that you can evaluate various proposals made by the other party in a somewhat objective manner. • A strong BATNA raises your confidence and relative power....
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This note was uploaded on 11/21/2011 for the course BUS 432 taught by Professor Earlhill during the Fall '11 term at Emory.
- Fall '11