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Negotiating a Settlement
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This 10 page paper looks at how a negation could be handled. A fictitious example of a dispute between brothers is described and then aspects such as aspiration level, BATNA, strategy for integrative (win/win) negotiation, concession plan, formulating questions, cognitive biases, evaluating and building power and leverage and conclusions or ideas. The bibliography cites 4 sources.
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Pages:
10
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Filename:TS14_TEnegstages.rtf |
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Paper Title:
Negotiating a Settlement
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