Introduction to Augmenting the Bargaining Zone

This lecture describes positional bargaining and cites Fisher and Ury, who argue that positional bargaining will not produce sustainable agreements and is an inefficient means of reaching win-win solutions. Pay particular attention to the "orange" example that explains the benefits of moving beyond the position to the issues of the conflict.

Source: Roman Trötschel
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Last modified: Tuesday, October 5, 2021, 12:07 PM