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Interpersonal Negotiations by Len Leritz

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The Practice Case

INSTRUCTIONS: The practice case enables you to sharpen the ideas and methods you have studied by applying them to a realistic business problem. The answers you provide to the questions are not submitted to Educational Services for grading. Rather, as its name implies, the practice case gives you the chance to practice for the examination case by having you put your newly acquired knowledge to work through analyzing and solving problems in a realistic setting.

After reading the case, summarize and analyze the situation as it has been presented. Ask yourself “What is really going on here?” Read and answer the review questions, and then prepare a written analysis and solution. Although there is no correct length, a satisfactory ...

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