Which tactics create value?
Which tactics create value? — what studies show, and what they don't.
The research
Weingart, Thompson, Bazerman and Carroll (1990, IJCM) link integrative tactics, such as multi-issue offers, to higher joint gains.
The limit
Coded simulations. (our executive and employee training programmes)
Practical check in Basel
Avoid settling issue by issue; put at least two issues on the table together. To go further: explore the Advanced Negotiation training in Basel, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Basel
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