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Value Negotiation: How to Finally Get the Win-win Right by Horacio Falcão

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05. Choose our Strategy

Learning Objectives:

• Why win-lose strategies only have two styles: hard and soft

• How the negotiation tension became the bargaining tension

• Why there are several win-win strategies

• Why we should choose the value negotiation approach

• Why we actually need three negotiation strategies to succeed

Let’s return to our road trip for a short while, shall we? After choosing our destination, it is time to get the roadmap and choose the best route to get us there. In the negotiation roadmap, we see two routes to get us to our chosen destination: win-lose and win-win.

These two routes may have several different variations, but it all boils down to the two of them. Let’s explore each of them further so that we can better ...

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