Chapter 1. Negotiation: The Mind and the Heart
In 1998, the National Basketball Association (NBA) owners initiated a 202-day lockout of players, resulting in a loss of about $1 billion for owners and about half a billion dollars in foregone salaries for basketball players. Fans were frustrated and disenchanted, and supporters and advertisers lost millions.
In 1999, the members of the World Trade Organization met in Seattle, Washington to lower trade barriers. The members of the organization could not even agree on an agenda and the meeting was an utter failure.
During 1999, Belinda Clark handled about 200 job offers for nursing assistants, research scientists, and a number of other employees. All but about 10 of these candidates took the initial ...
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