Claiming vs. Creating Value in Negotiation
Interactive

Claiming vs. Creating Value in Negotiation

Biz Library
Updated Sep 04, 2018
There are ways in which you can balance the negotiator's objectives of adding value to a negotiation and also claiming the value that's available. Tactics that allow parties to claim while creating rely on building trust, collaborating, and treating the negotiation as a matter of joint problem-solving.
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