Old school negotiators, whose habits were developed in the dog-eat-dog world of single-issue negotiations, tend to see value only one way: How far can I push my counterpart to give me more of whatever ...
The negotiation gets stuck between inflexible demands and progresses only through painful concessions; the parties conclude they were "right not to trust them," and the downward spiral continues. A ...
Citations: Thompson, Leigh. 2025. Creating and claiming value at the negotiation table: The (forgotten) role of scenario-planning. California Management Review.
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