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Description

Overview:
Greenway Motors is a useful exercise to introduce students to key negotiation concepts such as the best alternative to a negotiated agreement (BATNA); the worst alternative to a negotiated agreement (WATNA) and the zone of possible agreement (ZOPA). It can also be used to discuss the principled negotiation framework, which allows students to move from a positional approach towards creating opportunities for mutual gain and value creation. This simulation has a large ZOPA, allowing for a range of outcomes.
Subject:
Law
Level:
College / Upper Division
Material Type:
Case Study
Author:
Date Added:
06/15/2022
License:
Creative Commons Attribution Creative Commons Attribution
Language:
English

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