Analyzing Complex Negotiations Harvard Case Solution & Analysis

Develops framework linking structural diagnosis and strategy in complex (complex and controversial) negotiations. In order to develop a good strategy, the negotiators should strictly diagnose the structure of their talks situations. This is equivalent to the structure of the strategy should be. At the same time, they have to work to build a structure in a beneficial way, both before and during their play. Thus, the structure forms a strategy too. Superior negotiation strategy, therefore, is a mixture of trade moves in the existing structure of the game and goes to the formation of this structure in a favorable direction. "Hide
by Michael D. Watkins, 22 pages. Publication date: April 22, 2003. Prod. #: 903088-PDF-ENG

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