BioPharm-Seltek is a distributive negotiation over the sale of a manufacturing facility that produces genetically engineered compounds. Negotiators are given information about the costs of their alternatives, but have to determine aspirations, reservation prices, and opening offers themselves. See also: Buying a House, Coffee Contract, Energetics Meets Generex, GI Fix, Sugar Bowl
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Dispute Resolution Research Center
Kellogg School of Management at Northwestern University
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