Publications
Publications
- January 1996 (Revised October 1999)
- HBS Case Collection
Sources of Joint Gains in Negotiations
Abstract
Presents two basic principles that underlie the creation of joint gains. Four sources of joint gains--differences in interests, opinion, risk preference, and time preference--are discussed, and simple examples are provided to illustrate the basic concepts.
Keywords
Citation
Wu, George. "Sources of Joint Gains in Negotiations." Harvard Business School Background Note 396-241, January 1996. (Revised October 1999.)