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Pemberton's Dilemma
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Exercise Preparation
In preparation for this case, as a team we waited for the professor to provide us with our role/team assignments. We also made sure we understood directions clearly before making any type of strategies.
Strategy Used
The strategy that was used in the beginning was strictly competitive and later it became accommodating after we went against our word after our first negotiation. As a team we concluded from the instructions that we were going against the counterpart in order to maximize our teams profits at any cost, maximizing the outcome now and not worry about a long-term relationship in the future. I believe the strategy our counterpart used was collaborative. They strategized that at the end of our negotiation we could have come to an equal profit.
SWOT Analysis (self and counterpart)
As a team our main strength in the initial strategy was that we communicated well when discussing our first move in opening or closing the Corner Store. At our first negotiation the team agreed to stick to our competitive strategy and maximize our profit at any cost. The counterparts strategy was leaning towards being collaborative. The counterpart gave us free flow of information by letting our team know that they wanted to have equal profits. We used their negotiation as an open opportunity to go against what was agreed on. At I believe both parties changed their strategies. The counterpart then didn't trust us and went from collaborative to avoidance. At the second negotiation the counterpart didn't want to negotiate even after giving them an exploding offer! As they walked away our team felt remorse and decided that we would allow the counterpart to not have a greater amount of losses. At this point whether the counterpart stayed open or closed, our

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