What makes a good negotiator? How do you build a BATNA?
This two-part negotiation simulation provides background for both parties in a negotiation: Morgan Cruz, the founder and owner of Granite State Distillers and Jamie Gambis, an account manager for Shoot the Messenger advertising agency. This exercise is a good forum for introducing basic negotiation concepts (e.g., BATNA, RP, bargaining zone) and for discussing how to implement and defend oneself against value-claiming strategies.
Case ID: 140411
Supplemental Materials: Teaching Note
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