Making Deals Cooperatively and Competitively Self-Quiz
Negotiating strategically
is most important in:
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Peter and Monty are friends
who have been working together to find a new use for recyclable plastics.
Their friendship pre-dates their 1998 graduation from a prestigious college,
where they each earned fancy degrees. In 2000, Peter’s parents
passed away, leaving him a large, empty building in town. Since then,
he and Monty have been using the building for their experiments. In October,
2004, they strike proverbial gold; Peter and Monty develop a process
for taking old soda bottles and turning them into computer chips. In
January of 2005 a major corporation offers to buy the pending patent
(in both Peter and Monty’s names) for oodles of money. Suddenly,
the inventors’ friendship seems to be on thin ice. They begin bickering
over how much each should get of the millions about to come their way.
While Monty thinks they should have even shares, Peter believes that
without the facility (the building he supplied) they would have been
nowhere, and he should therefore get at least 60%...maybe more. Once
the “friends” lawyer up, what is likely to happen?
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