Seed Stage Fund: Dispute in Venture Capital (B) - Paul Chambers
Jeff Schatten, Teresa Aires
Product #:W37398
Supplier:Ivey
Discipline:General Management, Organizational Behaviour/Leadership
Setting:United States, 2019
Industries:
Geography:
Your Price:$4.62
Purchase this material with a free Educator Account and enjoy more benefits:
- Free Educator Copy
- Free Teaching Notes
- Build your coursepack
- Discounted academic price
Learning Objectives
- Analyze the interplay between competition and cooperation, identifying opportunities for creating value through collaboration while strategically managing competitive elements to optimize negotiation outcomes.
- Apply logrolling techniques for mutual benefit, prioritizing issues, trading concessions, and advocating for their interests while facilitating agreements that offer reciprocal benefits.
- Utilize direct questions to enhance negotiation effectiveness by revealing underlying needs, challenging assumptions, and driving effective negotiation strategies.
- Critically assess the ethical implications of negotiation tactics such as deception and bluffing to ensure that negotiation approaches remain within the realm of principled and successful outcomes.