Exhaustive research
Theorists at the universities as well as the practitioners who live in the ‘real’ world have time and time again found out that we reach a better common result by means of partnership than if we fight and carry out our negotiation as a zero-sum game. This applies to all negotiations where it is possible to create added value. If on the other hand there is no possibility of creating added value, the zero-sum game is all that remains.
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