學門類別
最新個案
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內容大綱
Supplement for product W37009.
學習目標
This case can be used in courses on business ethics, negotiations, and venture capital at the undergraduate level. After working through the exercise and assignment questions, students will be able to do the following:<ul><li>Analyze the interplay between competition and cooperation, identifying opportunities for creating value through collaboration while strategically managing competitive elements to optimize negotiation outcomes.</li><li>Apply logrolling techniques for mutual benefit, prioritizing issues, trading concessions, and advocating for their interests while facilitating agreements that offer reciprocal benefits.</li><li>Utilize direct questions to enhance negotiation effectiveness by revealing underlying needs, challenging assumptions, and driving effective negotiation strategies.</li><li>Critically assess the ethical implications of negotiation tactics such as deception and bluffing to ensure that negotiation approaches remain within the realm of principled and successful outcomes.</li></ul>