Negotiation Scenarios Where No Deal is the Best Result
Last week I asked this question on the AALS list-serv: I’ve been using many of the same role-play scenarios in my Negotiation class for years and all of them have a ZOPA in there somewhere. I’ve found that the students get trained to expect there to always be a deal there, which in some ways … Continue reading Negotiation Scenarios Where No Deal is the Best Result