MGCR 222 Lecture Notes - Lecture 17: Emotional Conflict, The Negotiation, The Bookstore
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Judgment and decision making errors: the negotiation process, preparation and planning, definition of ground rules, clarification and justification, bargaining and problem solving, closure and implementation. The bookstore is selling used copies for . Debbie hopes to get one for and is willing to pay up to for one in good condition. Peter has listed his textbook for on craigslist. He can sell it back to the bookstore for. (cid:1009) a(cid:374)d he has a(cid:374)other offer to sell it for 0 so he (cid:449)o(cid:374)"t go lo(cid:449)er than that price. Debbie comes to inspect it and because the book has almost no highlighting, she offers. If no agreement money is left on the table: settle as far as possible from your reservation point (negotiator"s surplus) In the positive bargaining zone, there are overlapping reservation prices. In the negative bargaining zone, there is not.
