6. Negotiations as zero-sum games or as co-operation
The creation of partnerships and added value are not possible without basic skills in negotiation techniques.
Negotiation methods can be subdivided into two main categories: zero-sum games and co-operation. The question isn’t which of the methods is right or wrong, but what combination you should choose to get the best possible result. You use co-operation to build up relationships and trust, and to create added value. In zero-sum games you negotiate about the division of this added value.
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The creation of partnerships and added value are not possible without basic skills in negotiation techniques. |
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