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Number of Pages 8
This 8 page paper looks at different factors negotiating a contract. The paper starts by looking at major influences, including communication barriers, win/win strategies, persuasive messengers and the avoidance of conflict. The paper then looks at the stages of planning, including the assessment of the aspiration level, the BATNA, (best alternative to a negotiated agreement), concession plan, cognitive bias and the assessment f power and leverage. The bibliography cites 3 sources.
File: TS14_TEncontract.rtf
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