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May 3, 2024

DHA804 Conflict Management

This is another reading by Wheeler (2003). Four Key Concepts: Your Starting Points addresses the Best Alternative to a Negotiated Agreement (BATNA), Reservation price, Zone of Possible Agreement (ZOPA), and Value creation through trades. These are specific pieces of your framework for a successful negotiation. Select two of these concepts and offer your narrative on the challenges associated with arriving at your estimates.

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