A&K Manager as Politician

Information sharing and honest communication


Value creating or value claiming?

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Value creating

Win-Win Negotiations

Must be inventive and cooperative enough to devise an agreement that yields considerable gain to each party, relative to no-agreement possibilities.


Value creating or value claiming?

Value creating

Win-Lose Negotiation

Hard, tough bargaining

 

Value creating or value claiming?

Value claiming
The parties can treat the creating value negotiation as solving a _____ _____.

joint problem


(This has nothing to do with knees, hips or elbows!)

The parties can organize brainstorming sessions to invent _____ _____ to their problem.
creative solutions

The object of negotiation is to convince the other guy that he wants what you have to offer much more than you want what he has.

 

Value creating or value claiming?

Value claiming

To “win” at a _____ _____ negotiation, you must start high, concede slowly, argue forcefully, and be willing to out-wait the other party.


Value creating or value claiming?

value claiming

Two sisters are deadlocked over how to divide a pie between them. They agree that one sister will cut the pie and the other will choose the piece that she wants.


Value creating or value claiming?

Value creating

Buying a new car

 

Value creating or value claiming?

Value claiming

Both creating value and claiming value are intrinsic to the bargaining process.

 

True or false.

True

If you expect to work with the same people in the future, it is best to use value claiming tactics.

 

True or false

False
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