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Overview:
Antarctic Expedition involves a multi-issue negotiation between two university professors over resources for a proposed joint expedition to the Antarctic. Antarctic Expedition encompasses key negotiation concepts such as the best alternative to a negotiated agreement (BATNA), the worst alternative to a negotiated agreement (WATNA) and the zone of possible agreement (ZOPA). Students are also invited to examine the role of principled negotiation, and the applicability of standards and criteria. This simulation has been designed for third level students studying negotiation. Whilst it can be used at an introductory level, it is suggested that it is most appropriate for students who have already been introduced to fundamental negotiation concepts.Teaching Notes include General Instructions, Confidential Instructions for Andy Balfe and Confidential Instructions for Gerry Hopkins. 
Subject:
Law
Level:
College / Upper Division
Material Type:
Case Study
Author:
Date Added:
05/23/2022
License:
Creative Commons Attribution
Language:
English

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