Challenges the notion that preliminary preparation is the most important determinant of success. Examines two fundamental problems with current thinking about the preparation: the limits and boundaries problem problem. Proposes an alternative model of negotiation as a cyclical process of learning, planning and action.

Challenges the notion that preliminary preparation is the most important determinant of success. Examines two fundamental problems with current thinking about the preparation: the limits and boundaries problem problem. Proposes an alternative model of negotiation as a cyclical process of learning, planning and action.
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Michael D. Watkins,
Sydney Rosen
15 pages.
Publication Date: Nov 14, 2000. Prod #: 801 286 PDF-ENG
Think about “preparation” in negotiation HBR case solution

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