Managing the “negotiator’s dilemma”

Negotiators face a fundamental tension between cooperating and competing. New research suggests a way you can do both: Make multiple, equivalent simultaneous offers.

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Article Excerpt

Consider the following two perspectives on negotiation:
Following the finalization of a new trade agreement among Canada, Mexico, and the United States, Enrique Peña Nieto, then the president of Mexico, said on September 3, 2018, that the agreement “achieves what we proposed at the start: a win-win-win deal.”
On July 1, 2019, U.S. president Donald

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