Chapter Thirteen
Solve Joint Problems to Create and Claim Value
TO SOLVE YOUR individual value-claiming “problem,” your tactics must help you to learn accurately about the true zone of possible agreement (ZOPA) and to shape the other side’s perceptions of the ZOPA in a manner favorable to you. Yet most negotiations are not purely about value claiming. Our four-chapter discussion on designing value-creating deals offered general principles and advice for “moving northeast” (for example, think of our advice to dovetail differences and to maximize the total net pie) and provided many examples of seeming price deals that in fact masked considerable cooperative potential.
Armed with these deal-design principles and an understanding of pure claiming ...
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