negotiation range

1) Explain the concept “negotiation range” (give an example to illustrate the concept)
2) Describe the differences between the Entering and Leaving points, of parties (give a practical example to illustrate the concepts)
3) Discuss the differences between “interests” and “positions” (give a practical example to illustrate the concepts)
Remember, in addition to the background readings, the following reference serves as a good starting point if you have limited experience in the content area: Saner, R.

(2004). Expert Negotiator, Martinus Nijhoff Publishers, Leiden)

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