Negotiation by David Saunders
1 Discuss the impor tance of reciprocating (or not reciprocating) concessions. 2. List ways to prevent an adversary from establishing a committed position. How can a negotiator abandon a committed position? 3. Why might it be beneficial for par ties in an integrated negotiation to know and share BATNAs? 4 Describe each of the 4major steps in the integr ated negotiation process.
Sample Solution
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