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Value Negotiation: How to Finally Get the Win-win Right by Horacio Falcão

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01. Introduction

On Choices and Focus

In the movie Fearless (2006), Jet Li plays Huo Yuanjia, founder of the Chin Woo Athletic Association, a kung fu school. Based on a true story, the movie fictionalizes some of Huo Yuanjia’s famous successes in the early 20th century. He is claimed to have defeated US, European and Japanese fighters in publicized events at a time when China’s power was seen as eroding. He became a national hero who is still remembered to this day.

In the movie, Huo Yuanjia accepts an invitation to join his Japanese challenger, Anno Tanaka, for tea. While there, they have a debate over the value of martial arts. Tanaka believes the goal of a martial artist is to defeat an opponent. Huo replies that the goal of studying martial ...

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