This exercise requires students to take the internal negotiations of wages, assuming the role of Cam Archer, a star employee, and Regan Kessel, VP trying to attract MBA in his department. Exercise is one issue, distributive negotiation that challenges students to think about the evaluation and development of the best alternatives to negotiated agreement (BATNA). It illustrates the value and tactics claiming introduces the use of decision trees to calculate the price of the order and the establishment of a nuclear negotiations. "Hide
at Dean Witter, Kathleen L. McGinn Source: Exercise 4 pages. Publication Date: September 8, 2003. Prod. #: 904025-PDF-ENG
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