Provides an overview of the seven elements of negotiation analysis. These elements include BATNAs (nonagreement walk-aways), persons of interest, value creation, barriers to agreement, power and ethics. Illustrations are taken from a variety of contexts (from buying a car and selling a business dispute resolution and international diplomacy). "Hide
by Michael A. Wheeler 14 pages. Publication Date: August 29, 2000. Prod. #: +801156- PDF-ENG
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