Four Key Concepts: Your Starting Points

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Synopsis
Any successful negotiation must have a fundamental framework based on four key concepts: BATNA (best alternative to negotiated agreement), reservation price, ZOPA (zone of possible agreement), and value creation through trade. This chapter develops these four concepts with examples that help you become a skilled negotiator.
Copyright:
2003

Book Details

Book Quality:
Publisher Quality
Publisher:
Harvard Business Publishing
Date of Addition:
Copyrighted By:
HBS Press
Adult content:
No
Language:
English
Has Image Descriptions:
No
Categories:
Nonfiction, Business and Finance
Submitted By:
Bookshare Staff
Usage Restrictions:
This is a copyrighted book.

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