Bargaining Strategies: Collaborative vs. Competitive Approaches Harvard Case Solution & Analysis

Note describes aspects of the negotiation situations that point in the direction of either the joint distribution or negotiation strategies. Focuses on the nature of the questions, the relationship between the negotiators and the broader contextual factors, and how these variables affect the negotiating climate. Also describes the tactics of negotiations effectively in mixed situations that require both types of strategies. "Hide
by James P. Ware 14 pages. Publication Date: January 1, 1980. Prod. #: 480055-PDF-ENG

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