Illustrates the potential sources of value creation, as well as practical barriers to achieving it. Students analyze five short script that will give effective transactions for evaluation, the discount rate, expectations and risk tolerance, but it can be thwarted strategic behavior, uneven frame, interpersonal conflicts, or poor process control. In a class discussion prompts understanding tension between creating and claiming value in negotiations. "Hide
by Michael A. Wheeler Source: Exercise 12 pages. Publication Date: June 29, 2001. Prod. #: 801201-PDF-ENG
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