How Big Is My Piece? How the NegoEconomic Value Is to Be Divided

Keld Jensen

Chapter Chapter 10 in The Trust Factor, 2013, pp 225-234 from Palgrave Macmillan

Abstract: Abstract At the end of the negotiation, when the NegoEconomic value has been identified and the principles and solutions of the agreement have been given clear contours, the delegates could move to a tougher type of negotiation in which the parties test the leverage of each other (Figure 10.1). An effective negotiator uses cooperation to build relationships and trust, as well as to create asymmetric value. Zero-sum games are sometimes used to negotiate about the division of the asymmetric value that has been created, if the Rules of the Game do not clearly describe how to split that value.

Date: 2013
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DOI: 10.1057/9781137333681_10

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