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Role-play
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Reference no. 513-043-1
Subject category: Marketing
Authors: Chavi Chi Yun Fletcher-Chen (IESEG School of Management)
Originally published in: 2013
Revision date: 5-Apr-2018
Length: 6 pages
Data source: Generalised experience
Topics: Relationship; Negotiation
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Abstract

This is an exercise designed for negotiation practice. The exercise can be executed as an integrative negotiation or a distributive negotiation. If both parties only see their own positions, it naturally falls in the category of distributive negotiation. However, if both parties choose to collaborate, then they are in a position to maximise their joint gain.
Teaching note
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Reference no. 513-043-8
Subject category: Marketing
Authors: Chavi Chi Yun Fletcher-Chen (IESEG School of Management)
Originally published in: 2013
Revision date: 5-Apr-2018
Length: 3 pages
Data source: Generalised experience
View full details

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Abstract

This is an exercise designed for negotiation practice. The exercise can be executed as an integrative negotiation or a distributive negotiation. If both parties only see their own positions, it naturally falls in the category of distributive negotiation. However, if both parties choose to collaborate, then they are in a position to maximise their joint gain.

Related

Teaching note
-
Reference no. 513-043-8
Subject category: Marketing
Authors: Chavi Chi Yun Fletcher-Chen (IESEG School of Management)
Originally published in: 2013
Revision date: 5-Apr-2018
Length: 3 pages
Data source: Generalised experience
View full details