Oxipouco – An Endangered Species Resource Negotiation (B): PharmaCaring - Confidential Instructions Case Solution
Win-win vs. win-lose presumptions (or zero-sum vs. favorable amount or integrative vs. distributive or contest vs. cooperation) 2. Multi-issue vs. single-issue settlements (choices) 4. Communication/preparation vs info asymmetry 5.
This two-party arrangement is a perfect initial settlement role-play to increase problems of presumptions, win-win/win-lose, competition/collaboration, interests/positions, single-/ multi-issue, positions/options. 2 firms, SuperPharma and PharmaCaring, both wish to purchase 10,000 unusual Oxipouco fruits, which consist of various substances. Trainees have the tendency to concentrate on the fruits instead of on the substances.
published: 27 May 2013
This is just an excerpt. This case is about Decision Sciences
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