Excalibur Negotiation Analysis
With an interest in pleasing shareholders I aim to act strategically but will value a business relationship as long as the benefits do not go beyond my resistance point. The interests and actions of Knight will determine aspects of the negotiation and I have set various target points and concession plans to create a positive interdependent relationship between the two companies.
Johnson, D.W & Johnson R.T. 2003 “Field testing integrative negotiations”, Peace and Conflict: Journal of Peach Psychology, vol. 9, no. 1, pp 39-68
Lax, D.A. & Sebenius, J.K. 2006 “Solve joint problems to create and claim value”, in Negotiation: Readings, Exercises and Cases, eds. R.J. Lewicki, D.M. Saunders & B. Barry, McGraw-Hill, New York, pp 97-111
Savage G., Blair B. & Sorenson R. 1989, “Consider both relationships and substance when negotiating strategically”, The Academy of Management Executive, vol. 111, no. 1,