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Week 11 - Negotiation (Negotiation Trap (Fixed-pie perception, Reactive…
Week 11 - Negotiation
Negotiation Trap
Fixed-pie perception
Reactive devaluation
agreement bias
winner's curse
Hubris
Lose-lose negotiation
Ombudsperson
Peer Review
Consiliator
Mediator
Facilitator
Arbitrator
Negotiation game plan
Target point
BATNA
Resistance point
Bargaining zone
Negotiation Issue
Intergrative issue
Identical Issue
Distributive issue
Negotiation techniques
Ask for more concession
Cooperation and information sharing
Aggressive opening offer
Issue Positions
Preference
Third-Party Conflict Resolution