You (or your company) desire to purchase a business. Assume that there exists adequate external support for a purchase price value of between two and three times annual earnings.

Case Discussion Questions:

1. Which negotiation style would you choose?

2. Why is that style appropriate?

3. What factors and issues can you think of that may facilitate a collaborative style?

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Answer 1:

In this case, the aim is to purchase business and the price should be between two or three times the annual earnings so that external support can be easily obtained. In this case, the collaborating style is preferred since...

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