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Question 1:
Explain briefly the seven elements of the negotiation process known as the Seven Pillars of the Negotiational Wisdom which need to be considered before and during negotiations?
Question 2:
(a) Define BATNA.
(b) Show down some important characteristics of BATNA and show how influencial they are in negotiations.
Question 3:
What are the "five tests" that negotiators should undergo when struggling to decide whether a given behaviour is ethical when negotiating? Comment on each one of them.
Mr. Brian Smith is the 0fficer-in-charge of a group of 15 persons, all posted in the correspondence/registry services of the Texman Services, a company in the insurance business.
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a) Based on the data for the years 1997, 1998, 1999, evaluate the business performance of Baxton Technology. Given this review what i) unit sales ii) $ sales iii) $ cont
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