About this document
Negotiation Insights: Retailer & Centre by Dheeraj Madde is a document available to read on EtoBox.
This document provides an analysis of a real negotiation between a shopping center and retailer in Spain. It begins with an introduction and background on typical negotiations between these two parties. It then presents a case study based on the real negotiation to be used in negotiation analysis courses. Next, it reviews literature on different negotiation approaches and how using a package-deal approach can create more value than a single-issue approach. Finally, it applies the literature review to analyz
- Author
- Dheeraj Madde
- Language
- EN