Question: Some negotiators find it helpful to distinguish between different types of negotiations an the processes within. As such, one process, referred to as is when

Some negotiators find it helpful to distinguish between different types of negotiations an the processes within. As such, one process, referred to as is when negotiators find ways to increase the total value to be gained from the negotiation.

distributive agreement

creating value

integrative agreement

claiming value

Some negotiators find it helpful to distinguish between different types of

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