Description
- Overview:
- Greenway Motors is a useful exercise to introduce students to 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). It can also be used to discuss the principled negotiation framework, which allows students to move from a positional approach towards creating opportunities for mutual gain and value creation. This simulation has a large ZOPA, allowing for a range of outcomes.
- Subject:
- Law
- Level:
- College / Upper Division
- Material Type:
- Case Study
- Author:
- Nessa Boland
- Date Added:
- 06/15/2022
- License:
- Creative Commons Attribution
- Language:
- English
Standards
Evaluations
No evaluations yet.
Comments