Judgement in Managerial Decision Making 8th Edition
Please answer the following questions based on your reading of chapter 10:
Describe three ways, outlined in the chapter, in which contingent contracts can improve the outcomes of negotiations for both sides.
Discuss the advantages and disadvantages of game theory as an aid to negotiators.
What is the difference between a negotiating party’s position and that party’s interests?
Explain why negotiations that do not involve more than one issue are likely to focus on claiming of value but not creation of value.