Featured Teaching Idea
This two-person/two-team exercise involves a customer goods company and one of its major suppliers. The purpose of the exercise is to: 1) help participants learn how to manage emotions in a negotiation, 2) recognize different sources of power, and 3) work within a team environment where roles must be negotiated. In addition, participants will have to utilize both integrative and distributive negotiation skills. The exercise should be used after students have been introduced to fundamental negotiation concepts for integrative negotiations.
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