negotiating style

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Negotiating About Pandas for San Diego ZooA case study about finding a satisfactory agreement with a difficult counterpart from a position of low power - all in an uncommon context

Stephen Weiss and Sarah Tatrallyay

This case study centers on the most challenging task for a negotiator: to reach a satisfactory agreement with a tough counterpart from a position of low power—and to do so in an uncommon context. The case concerns the executive director of a zoo in the U.S. who seeks two giant pandas, an endangered species, from their only source on the planet: China.