Compare the value-claiming stage of negotiation to the value-creation stage. Do both stages happen in every negotiation? Which stages occurs first?
What will be an ideal response?
All negotiations have a value-claiming stage, where parties decide who gets how much of what, but many negotiations also have a value-creation stage, where parties work together to expand the resources under negotiation. Typically, the value-creation stage will precede the value-claiming stage.
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What will be an ideal response?