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zero sum approach

The tendency to view a negotiation as purely distributive; what one side wins, the other side loses. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 168). See Also: How Negotiation Role-Play Simulations Can Help Solve Environmental Disputes, Conflict Management Techniques: Should You Take Your Dispute Public?, How Negotiation Exercises Can Help You Prepare for Cross-Cultural Negotiations.

The following items are tagged zero sum approach

Daily

Is the U.S. Congress good at negotiation?

Posted by & filed under Conflict Resolution.

In response to recent power struggles and stand-offs in Congress, most notably House Speaker John Boehner’s dare to the Senate to not return to Washington to negotiate with House Republicans, National Journal interviewed Harvard law professor Robert C. Bordone to get his opinion on Congress’s approach to negotiation. When asked to give his estimation of Congress’s … Read More 

Product

Water Diplomacy

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Shafiqul Islam and Lawrence E. Susskind In this book, the authors show how open and constantly changing water networks can be managed successfully using collaborative adaptive techniques to build informed agreements among disciplinary experts, water users with conflicting interests, and governmental bodies with countervailing claims. … Read More