week_11_conflict_negotiations

week_11_conflict_negotiations - attractive? What was the...

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Practice negotiating skills in the Ugli Orange Case. 1 Understand the different components of negotiations. 2 Discuss how negotiations have played a role in our everyday experiences. 3
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Determine who gets the oranges Determine what price is to be paid for them Determine any necessary arrangements for delivery
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Party’s Target Point Other’s Target Point Other’s Resistance Point Party’s Resistance Point Settlement Range Party’s Aspiration Range Other’s Aspiration Range BATNA
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1. What were the interests and positions of the buyer and seller? 2. What were the BATNA’s here? Were they very
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Unformatted text preview: attractive? What was the impact of their attractiveness? 3. How did a focus on interests and/or positions affect the negotiations? 4. Did you disclose information in your negotiation? Why or why not? How did the disclosure of information affect the bargaining? Was trust created? 5. Were you able to separate the people from the problem? Were the options for mutual gain invented and how? Practice negotiating skills in the Ugli Orange Case. 1 Understand the different components of negotiations. 2 Discuss how negotiations have played a role in our everyday experiences. 3...
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week_11_conflict_negotiations - attractive? What was the...

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