Seek to create value in the negotiation from "summary" of Bargaining for Advantage by G. Richard Shell
The key idea here is that a negotiation is not simply about dividing up a fixed pie. In fact, the best negotiators understand that they have the power to expand the pie and create more value for both parties involved. By focusing on creating value rather than just claiming a larger share for oneself, negotiators can build stronger relationships and achieve better outcomes in the long run.
There are several ways to create value in a negotiation. One common approach is to identify and prioritize the interests of both parties, rather than just their positions. By understanding what is truly important to the other side, negotiators can find ways to satisfy those interests while still meeting their own needs. This can lead to creative solutions that benefit both parties and help build trust and goodwill.
Another...
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