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We have each had to negotiate during the process of purchasing a home or automobile. Analyze the last major purchase that you were involved with and discuss that purchase in terms of the decision-analytic approach. What was your BATNA and how did that come into play?

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Bazerman, M. H., & Moore, D. A. (2009). Judgment in managerial decision making (7th custom ed., 153-156). Hoboken, NJ: Wiley.

 

Question 4

 

Discuss the four ways, outlined in Chapter 9, in which contingent contracts can improve the outcomes of negotiations for both sides.

 

Bazerman, M. H., & Moore, D. A. (2009). Judgment in managerial decision making (7th custom ed., 159-161). Hoboken, NJ: Wiley.

 

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