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Laurie R. Weingart, 2003. Discussion Questions. What is the environment of the negotiation?What is the structure of the situation?Types of issuesWhat tactics did you use to figure this out? What defines success in this negotiation?What is the tension between creating and claiming value in thi

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    1. © Laurie R. Weingart, 2003 Bestbooks/Paige Turner Writer’s Agent vs. Publisher Issues and options have been identified for you 8 issues to be resolved: royalties, signing bonus, number of print runs, number of books, etc. 5 options to choose from for each issue Must agree on all 8 issues to close the deal Time guidelines: 30 minutes to negotiate

    2. © Laurie R. Weingart, 2003 Discussion Questions What is the environment of the negotiation? What is the structure of the situation? Types of issues What tactics did you use to figure this out? What defines success in this negotiation? What is the tension between creating and claiming value in this negotiation? How did you attempt to deal with it?

    3. © Laurie R. Weingart, 2003

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