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The pursuit of value

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It’s all too easy, if you have the upper hand in negotiations – whether it be through information asymmetry or generally a more favourable position -- to make full use of a power play in negotiations to get what you want, with the winner taking all and the loser walking away empty-handed, says INSEAD Professor Horacio Falcao. But instead, negotiators should be looking to develop ‘win-win’ strategies that allow all parties to capture some of the value, or at least feel that they were being treated fairly in the negotiations.

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