2 Case Study: Power Balance

3-2 Case Study: Power Balance

Review the Mini-Case: Power Balance (found on page 60 of the textbook). Answer the following questions:

  1. Develop an argument to show that an imbalance of negotiating power probably existed between the parties during the negotiations. Identify the factors accounting for the imbalance.
  2. Identify strategies that either party could have used to increase its negotiating power in this particular negotiation
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