Truth 4. Win–win, win–lose, and lose–lose negotiations

Management guru Mary Parker Follett tells a story of two sisters quarreling over a single orange. Both sisters want the orange, and they are willing to fight for it. They state their demands, and the negotiation escalates. Battle weary, the sisters finally agree to compromise and cut the orange exactly in half. One sister squeezes the juice from her half to make fresh orange juice and discards the peel. The other sister grates her half of the peel for an orange scone recipe and throws out the juice. The garbage truck comes and goes with the discarded remains....

In the heat of the argument, the sisters overlooked a simple win–win solution: One sister would get the whole peel, the other all ...

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