MG 360

NEGOTIATION
SESSION 02 CONFLICT
LUNA PEN (A)
Dual Concerns Model
Accommodate Integrate
Concern
about
Other’s
Outcomes
Avoid Compete

Concern about Own

Outcomes
(Pruitt & Rubin, 1986)
LUNA PEN (LESSONS)
What actually happened?
• Erika met with Feng in Taipei.
• He offered a flat DM150,000 (US$82,600)
• Erika introduces idea of GS marketing other products for DGG.
Feng wouldn’t consider it (translation?)
• Agreement: 2% royalty for future sales with DM150,000.
Preparing for Next Week