In negotiation, accurately identifying the strategy of your counterpart is essential. Only then can you affect their behavior - or adapt appropriately to what they may be doing.
Negotiation Strategy Pattern Recognition Game, Portuguese Version Case Study Solution
This case - and its associated computer-based exercise (Negotiation Strategy Simulation) - illuminate how through a thoughtful process of probing and testing, a negotiator may determine whether the other party has a tendency to be cooperative or competitive. The substance also presents how the benefit of such learning must be weighed against the possible costs of being provocative.
PUBLICATION DATE: August 14, 2007 PRODUCT #: 911P01-HCB-POR
This is just an excerpt. This case is about STRATEGY & EXECUTION
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