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Textbook Notes for MGT461H5 at University of Toronto Mississauga (UTM)

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UTMMGT461H5Amanda ShantzWinter

Culture.doc

OC74013 Page
16 Mar 2012
24
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UTMMGT461H5Amanda ShantzWinter

Getting to Yes.doc

OC74017 Page
16 Mar 2012
24
Positional bargaining leads to the formation of coalitions among parties whose shared interests are often more symbolic than substantive. Emphasize s t
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UTMMGT461H5Amanda ShantzWinter

MGT461H5 Chapter Notes -Lazard, Best Alternative To A Negotiated Agreement, Glossary Of Video Game Terms

OC74013 Page
16 Mar 2012
37
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UTMMGT461H5Amanda ShantzWinter

Lessons from Abroad- When Culture Affects Negotiating Styl.doc

OC74011 Page
16 Mar 2012
29
Three negotiation strategies widely used in asia that are likely to be unfamiliar to ameri- can negotiators yet extremely useful: indirect confrontatio
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UTMMGT461H5Amanda ShantzWinter

Ethics.doc

OC74013 Page
16 Mar 2012
41
A key point worth repeating is that negotiating does not require compromising your prin- ciples. More often success is achieved by finding a solution t
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UTMMGT461H5Amanda ShantzFall

Distributive Bargaining.doc

OC74012 Page
16 Mar 2012
32
There are at least two reasons that an ambitious opening offer anchoring effect the observation that people who make decisions under uncertain conditio
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