Good Fences, but Good Neighbor?
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Region
          North America
              Topic
          Strategy & General Management
              Length
              7 pages
          Keywords
          integrative negotiation
          multi-party negotiation
          Conflict Management
          conflict
          entrepreneur
              Copyright Holder
          Journal of Case Studies
              Student Price
              $4.00
          Target Audience
          Undergraduate Students
              This case reported the experience of Trent, an entrepreneur who moved to the outskirts of a small town to purchase and revive a dilapidated orchard and farm. After planting trees to resupply the orchard, Trent discovered that American mule deer were coming down from the foothills and the open fields to eat the foliage from the trees, causing irreparable damage. Trent decided to have deer fencing installed to protect the trees. However, the deer fence installed by the first fence contractor was defective and Trent was forced to negotiate with a new contractor to reinstall the fence.
Learning Outcomes
              - Identify and describe the fundamental components of a negotiation.
 - Apply the principles and tactics of integrative negotiation to interpret the negotiation process between Trent and Cody and explain how Trent moved from a distributive to a more integrative focus.
 - Analyze how the perceptions and cognitive biases of the parties to this negotiation influenced the negotiation outcome.
 - 
		Evaluate Trent’s effectiveness as a negotiator and assess mistakes that contributed to his inability to successfully close the deal.