3. If Lucid decides to negotiate with Black Box, what kind of negotiation tactics should be employed?

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Lucid is an up-and-coming Chilean distributor of home entertainment technology.
Black Box is a well-known television manufacturer headquartered in the United Kingdom. Black Box was interested in reaching out into the South American market, and found Lucid to be sufficiently well connected to reach customers throughout the continent. In January of 2008, Lucid signed an exclusive three-year contract to establish a distribution network for Black Box High-Res flat screen televisions throughout South American using Black Box’s logo.

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