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The Apartment: A Two-Part Negotiation Exercise (A) Role of the Property Owner
內容大綱
Assuming the roles of a first-time property owner and a university student, students will play out a simple two-person apartment rental negotiation. While the end goal of the negotiation—what rent will be paid—seems simple, each role has sufficient background to allow for creative tactics and solutions by savvy participants. <br><br>This negotiation takes place in a situation familiar to students and can be used as an introductory exercise in a negotiation course or as a one-off negotiation exercise in other courses such as organizational behaviour.
學習目標
The exercise is designed to introduce first-time negotiators to basic concepts of negotiations, including the following: <ul><li>Targets, resistance points, and the zone of possible agreement.</li><li>The best alternative to a negotiated agreement (BATNA).</li><li>Tactics for one-issue, distributive negotiations.</li></ul>