The Tension Between Creating & Distributing Value

Issues
List the key issues for negotiation (e.g., price, contract term, etc.).

My Interests
List your interests on each issue.

Their Interests
List your preliminary thoughts about their interests on each issue.

My Resources & Capabilities
List what you might bring to the table to trade for each issue.

Their Resources & Capabilities
List what they might bring to the table to trade for each issue.

Value-Creating Opportunities
Considering the interests, resources, and capabilities of both sides, identify some possible value-creating trades.
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Copyright 2003 Scott Peppet. Teachers are free to copy these materials for educational use in their courses only, provided that appropriate acknowledgment of the author is made. For permission to use these materials for any other purpose, contact the author.