Do Not Split the Cake, Bake a Larger One
THIS example is best illustrated by reference to one of the classics of negotiation simulation cases established and taught at the Program on Negotiation (PON) at Harvard Law School. The case involves the sale of a vintage automobile.8 The car is a unique one; it is in top shape, has recently undergone a refurbishment, and has only been used for short country escapades by its rich owner who prides himself on his collection of luxury vehicles. The potential buyer is a wealthy widow who recently experienced the death of her husband, a very controlling man who liked to take all the decisions on their behalf. She sees the car during her vacation and immediately falls in love with it. She sends her representative ...
Get Negotiation Booster now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
