negotiating on thin ice
Individual project #2 – Read; Negotiating on Thin Ice case in the learning materials section of the class portal and answer and give specific examples of key negotiation topics to the following questions:
- What were the barriers to negotiation?
- Which barrier do you think is the most critical? Which one is the most important to confront?
- What actions by all parties during the negotiation were power moves or attempts to out-muscle one another? In other words, what various types of power moves were used by either party to claim value in the negotiation?
- What role did trust play in the negotiations?
- Identify the seven power moves during the negotiation.
- Where do you think the ZOPA lies?
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