Institut for Virksomhedsledelse

Peter Kesting

Knudsen Printing Angels - an integrative non-scorable negotiation role play: Confidential instructions for Trine Knudsen's and Anders Sørensens's lawyer; teaching notes

Publikation: AndetAndet bidragUndervisning

Knudsen Printing Angels is an integrative negotiation, apparently about an invoice and a printing job, but in fact about relationship and fairness and a conflict that is caused by bad communication. Because none of the parties is interested in a monetary gain, value claiming is unimportant for success in this negotiation. Both conflict parties do not negotiate directly, but are represented by mediators who have a genuine interest in resolving the conflict and finding the best solution. Knudsen Printing Angels is well suited for classes introducing value creation and the Harvard Method. The case is particularly suited to discussing information exchange, the collaborative resolution of misunderstandings, complex interest structures, and objective criteria.
Udgivelsesåraug. 2020
UdgiverThe Case Center
StatusUdgivet - aug. 2020

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