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Negotiation at Work by IRA G. ASHERMAN

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X. Case Studies

 

This section of the book contains mini-case studies, designed to illustrate a variety of issues. Each case should be selected according to your objectives. We frequently use them as an evening assignment in a two-day program.

Each case study is designed to illustrate one or, at most, two learning points. We recommend using three to five case studies at a time.

Follow the steps listed below for each case. Allow approximately 5 minutes for reading and discussion of each. So if you are using five cases, allow approximately 25 to 30 minutes.

Step 1. Distribute the case(s).

Step 2. Break into small groups to discuss the case(s). Suggest that they read one and then discuss it, rather that reading them all and then discussing.

Step ...

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