Negotiation Management, Analysis and Support
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Negotiation Management, Analysis and Support |
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| Distributive Negotiations |
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| Single issue negotiations | ||
Selling a vintage car.
Assumption: There is only one issue (price) and it is the same as the parties' objectives.
Contract zone
- Buyer’s reservation value: $40,000
- Seller’s reservation value: $18,000
Range of possible agreements is between $18,000 and $40,000; this is the contract zone
Because the buyer is willing to pay more than the seller is willing to accept, in this example there is a positive contract zone.
