The total surplus of the two negotiators adds up to the size of the zopa or bargaining surplus. The positive difference between the settlement outcome and the negotiators reservation point is the negotiators surplus. The mind and heart of the negotiator northwestern scholars. Thompson kellogg school of management northwestern tjniversity pearson boston columbus indianapolis new york san francisco upper saddle river amsterdam cape town dubai london madrid milan munich paris montreal toronto. Pdf the mind and heart of the negotiator 5th edition by leigh.
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