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Cooperative value-creating strategies and competitive value

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Reference no: EM133556418

Question

The tension between cooperative value-creating strategies (integrative) and competitive value- claiming strategies (distributive) results in a dilemma for the negotiator. This dilemma is closely related to the famous Prisoner's Dilemma. "In real negotiations, these choices present themselves at each stage, and the line between creating and claiming tactics is not clear cut. The negotiator's dilemma can be seen as a metaphor for understanding the general tension between cooperative and competitive strategies" (Lax and Sebenius, 1992).

In your readings, How do these strategies relieve some of the negotiator's dilemma? Must show connection to readings at least 2 times. For example, how does developing a "Problem/Challenge Statement" facilitate the decision to cooperate or compete?

Reference no: EM133556418

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