Leveraging the Power of BATNA Leveraging Power from BATNA In this case example, the transactions and the relationships among the original owners of a cottage and the new third party owner appear to have deteriorated into a zero sum condition and th Continue Reading...
However, as Fisher, Ury and Patton (1991) note, what often matters most in a negotiation is the perceptions of the parties involved in the negotiation. These perceptions can undermine the negotiation process through reactive devaluation. Reactive d Continue Reading...
Conflict Management Negotiation Midwestern Contemporary Art Case Study After Reading Case In attempting to negotiate with the Smith's, Peggy Fischer's goal was to get the couple to make good on its promise to contribute $5 million in funding to the Continue Reading...
He who has learned to disagree without being disagreeable has discovered the most valuable secret of a diplomat." Robert Estabrook To disagree in a polite, yet friendly manner, while appearing to agree, is perhaps the most effective way of being a Continue Reading...
nuclear deal with Iran. A tentative agreement has recently been signed, and the final details need to be worked out by the end of June. The parties at the negotiating table have an interest in a negotiated agreement, even if some other stakeholders Continue Reading...
Busang River of Gold Bre-X is a notorious case of fraud in the mining industry, which makes this case all the more interesting. Set in the mid-90s, years before the fraud was uncovered, the case (also written before the fraud was uncovered) focuses Continue Reading...
The Art of Negotiation Introduction The Syrian conflict has lasted for several years now and peace talks have gotten underway just as many times, with numerous players adopting different sides of table. The problem with the negotiation process when Continue Reading...
PURE wants me to reach a successful agreement so that there are not any delays or stumbling blocks to the opening of the amusement park. However, while our interests are closely aligned, it would be erroneous to assume that our interests are identic Continue Reading...
Labor Relations A collective bargaining dispute was recently settled between Major League Soccer (MLS) and its players, on the eve of the 2015 season. The league had just finished averting a dispute with its officials, who formed a union in 2012, wh Continue Reading...
Conflict & Negotiation The Bophuthatswana crisis of 1994 The Bophuthatswana crisis of 1994 entailed a devastating political crisis which started when the Bophuthatswana president, Lucas Mangope, made an attempt at crushing the widespread demonstr Continue Reading...
