Dispute negotiation

Once you finish reading the Road at the DMV case please answer the following questions:

1) Is there a ZOPA in this dispute negotiation? (refer to lecture slides on ZOPA and BATNA).

2) If so, then what are the barriers inhibiting the parties from sharing that ZOPA?

3) If you were Rob Hull, how would you proceed and why?

4) This case illustrates how factors other than financial considerations can play a role in valuations and strategy, including political interests as well as personal factors such as anger, pride, and over-confidence. Discuss.

Sample Solution