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international business negotiation

international business negotiation

Review the Mini-Case: Scope of Services (found on page 84 of the textbook). Answer the following questions:

   1. In addition to providing the additional, higher-quality information, what other actions could the consultant’s team have taken during the negotiation to resolve the conflict and ensure that its plans for carrying out the project are approved?

  2.Describe how information sharing in negotiations can contribute to a positive resolution of conflicts.


International Business Negotiation: Principles and Practice

Barry Maude

MacMillan Higher Education


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