個案資料
了解個案內容與學習目標，選擇授課教師及使用課程。
Scoring a Deal: Valuing Outcomes in Multi-Issue Negotiations
內容大綱
This case describes a method for valuing outcomes and appraising tradeoffs in a multiple-issue negotiation. Employing an illustrative example, this case details the step-by-step process of articulating, testing, and revising scores which may help negotiators clarify their own preferences and priorities.