Topic : Value claiming
and value Creation
Lecture : To Sinit
Group members:
Eng Kundanith , Sang solima, Hout
chandaro Ngim Dara , Kork Makara
Content
I.
What is Value Claiming and
Value Creation ?
II.
Negotiator’s value difference
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I. What is Value Claiming and Value Creation ?
 Value Claiming
 Value Claiming : result of zero-sum or distributive
situation where negotiators are motivated to win the
competition and beat the other party or to gain the
largest piece of the fixed resource that they can. To
achieve these objectives, negotiators usually
employ win-lose strategies and tactics.
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 Value Creation
 Creating value: result of non-zero-sum or
integrative situation where negotiators should
employ win-win strategies and tactics.
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II. Negotiator’s value difference
Negotiator’s value difference includes :
• Difference in interest
• Difference in judgment about future
• Difference in risk tolerance
• Difference in time preference
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