Learning from the following favorite words：
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Keep in mind that everyone’s interests always change in response to the unique opportunities and pressures they experience, both internal and external.
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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When negotiating with your most important strategic allies, emphasize creating value even more than you would with nonstrategic partners. Wining at win-win negotiation with a strategic ally should be framed in terms of long-term gains and losses.
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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Focus more on creating value, less on distributional battles. While value creation is a cooperative enterprise, value distribution is primarily competitive—gains for one side typically generate losses for the other.
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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Pay close attention to your partner’s unique needs and interests. Negotiators need to listen carefully to one another’s thoughts and feelings. Meeting regularly to probe interests is a simple but effective way to build relationships.
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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During negotiations with a highly valued partner, negotiators must balance the need to get the lowest price possible with the need to maintain and enhance the alliance. Even if your company is not deeply embedded in a supply chain, you probably face ongoing negotiations with partners whose trust you want to preserve for strategic reasons.
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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By adjusting your approach when bargaining with a partner who is key to your strategy, you can build alliances in ways that will help you win at win-win negotiation.
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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The key to value creation? Bringing a degree of optimism about the chances of expanding the pie to every negotiation. It is a lot easier to win at win-win negotiation— that is, claim a disproportionate share of the value being distributed—if you have done everything you can to creat as much value as possible.
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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FOUR VALUE-CREATING MOVES:
- Prepare to create value
- Explore interests and add issues
- Play the What-If Game
- Bring new Parties to the table
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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The practice of value creation almost always means playing the What-If Game. Specifically, to test whether a trade genuinely creates value, try it out on the other side.
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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Value creation can be especially difficult when parties get snagged on an underlying value difference. When this happens, bridge the gap by identifying overarching values that could provide a motivation to work together.
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Quote from <Good for you, great for me>