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Keywords: create value
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Proceedings Papers

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

Paper presented at the ASSE Professional Development Conference and Exposition, June 7–10, 2004
Paper Number: ASSE-04-628-1
... 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 or the other got everything...

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