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Keywords: claim value
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Proceedings Papers
Publisher: American Society of Safety Professionals
Paper presented at the ASSE Professional Development Conference and Exposition, June 12–15, 2005
Paper Number: ASSE-05-646
... should never be zero-sum exercises where one party claims value at the expense of the other. They are instead opportunities for both or all parties to create value so the combined outcome (the sum of everything each party gained at the end of the negotiation process) is greater than if just one party...
Proceedings Papers
Publisher: American Society of Safety Professionals
Paper presented at the ASSE Professional Development Conference and Exposition, June 7–10, 2004
Paper Number: ASSE-04-628-1
.... One party wins and the other loses. The training focuses on the art of claiming value through whatever means seems most effective. This may work in some business situations but the concept of zero-sum directly conflicts with a common health and safety management principal of striving to find win-win...