A REAL NEGOTIATION EXERCISE
THOMAS H. ARMOR
DOI: 10.2190/VH10-E09J-HMAN-F31M
Abstract
Described is negotiation exercise that does not rely on a fictional situation, but rather is based on participants' actual modest monetary investment. Two negotiating teams and arbitrators/mediators are utilized. The issue of dispute is the distribution of a sum of money. The various equities in the sum of money are not completely disclosed, thus concealing the true bargaining positions of the teams. This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 3.0 United States License.