1. calculating the total combined value all involved parties receive from making a deal
2. trying to increase this value above and beyond their BATNAs
3. then carving up and sharing this excess
So it's about focusing on specialized synergies and value creation. For a more in-depth read I'd recommend Co-Opetition by Brandenburger and Nalebuff (whose class on Negotiations I just completed): http://www.amazon.com/Co-Opetition-Revolution-Combines-Compe...
1. calculating the total combined value all involved parties receive from making a deal 2. trying to increase this value above and beyond their BATNAs 3. then carving up and sharing this excess
So it's about focusing on specialized synergies and value creation. For a more in-depth read I'd recommend Co-Opetition by Brandenburger and Nalebuff (whose class on Negotiations I just completed): http://www.amazon.com/Co-Opetition-Revolution-Combines-Compe...