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Reviewing some international incidents will help you to identify many negotiation tactics. There are many scenarios to use for such a case study. Two are presented here. First, try to recall the events surrounding the Cuban missile crisis. Second, try to recall the sequence of events transpiring just before Desert Storm. For each case, address the following questions.

*Each case needs to be addressed.*

1. How many of the following can you identify: threats, ultimatums, bullying, blocking? What other tactics can you identify?

2. Did any party use bullying? If so, how? Did any party give in or make inappropriate concessions? If so, how?

3. Describe the strategy or strategies used by any of the parties in any of the conflicts.

Cases are bolded and italicized.

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Operation Management, Management Studies

Category:- Operation Management
Reference No.:- M92485060

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