negotiating on thin ice

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Individual project #2 – Read; Negotiating on Thin Ice case in the learning materials section of the class portal and answer and give specific examples of key negotiation topics to the following questions:

  1. What were the barriers to negotiation?
  2. Which barrier do you think is the most critical? Which one is the most important to confront?
  3. What actions by all parties during the negotiation were power moves or attempts to out-muscle one another? In other words, what various types of power moves were used by either party to claim value in the negotiation?
  4. What role did trust play in the negotiations?
  5. Identify the seven power moves during the negotiation.
  6. Where do you think the ZOPA lies?
 
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