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In the student exercise to be described for instructors who participate in this session, students practice negotiating the terms of employment for a new MBA considering a cross-country move. The primary teaching objective is to develop students’ skills in negotiating multiple issues, some of which offer the opportunity for mutual gain. The exercise can also be used to introduce or review negotiation concepts like the BATNA, distributive vs. integrative issues, and cooperative and competitive negotiation style. Teaching notes will be provided.
Author(s):
Sandy Piderit
Santa Clara University
United States
