Journal Facts

Journal
Journal of Collective Negotiations
ISSN
2167-7816 (print) 2167-7824 (electronic)
Volume
6
Issue
2
Date
6/1/1977

Article Facts

Title
A REAL NEGOTIATION EXERCISE
DOI
10.2190/VH10-E09J-HMAN-F31M
Author
THOMAS H. ARMOR
Online Date
05/09/2002

Article Links

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.

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