Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator | Online Course Support

In the Zincit case, which of these approaches maximizes Hasan’s payoff?


The bonus versus upfront payment is like broccoli versus beets. Hasan likes bonus more than Zincit, while they each like money the same amount. Thus Hasan should get all or nearly all of the bonus. The constraint on how much bonus he should take is that Hasan wants to be sure that Zincit still has some incentive to pursue FDA approval (beyond the contract) and there may be some limit to how much risk Hasan is willing to accept.

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