Scoring a Deal: Valuing Outcomes in Multi-Issue Negotiations

What tools can negotiators employ to clarify their own priorities and preferences when involved in complex multi-issue negotiations?
Daniel Ames, Richard Larrick, Michael Morris  | Spring 2012
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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 to clarify their own preferences and priorities.

Case ID: 120405

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