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Negotiation at Work by IRA G. ASHERMAN

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III. Creative Thinking

 

The Moffett Picture

Objectives:

To practice creative thinking

Time:

15 minutes

Group Size:

Size is not an issue with this exercise.

Materials:

Copies of the case and rules for brainstorming for each person.

Trainer’s Notes:

There is an actual answer to this case. Roosevelt’s campaign manager wrote Moffett. He didn’t tell him that the material was already printed, but rather asked Moffett how much he would pay to have the campaign use the picture. Moffett offered $250, which was accepted. When you share this with the group, it will also raise questions about ethics in negotiation. Many will be uncomfortable with the solution.This example was drawn from The Manager as Negotiator by David A. Lax and James K. ...

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