You are Joe Campbell, oldest son in the Campbell and Lessing families. You have been an integral
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Question:
1. What are the issues to be negotiated?
2. What are the priorities among the issues in the bargaining mix?
3. What are the primary underlying interests?
4. What are my limits on each issue - walkaway points and BATNAs?
5. What are my target point and opening requests on these issues?
6. Who are the important constituencies to whom I am accountable?
7. What do I know about the other negotiator's interests, negotiating style, and personal reputation?
8. What overall strategy do I want to pursue?
Related Book For
Financial Management for Public Health and Not for Profit Organizations
ISBN: 978-0132805667
4th edition
Authors: Steven A. Finkler, Thad Calabrese
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