Negotiation & Value Creation
Measures the ability to negotiate in a way that both creates and claims value without burning trust — finding value-creating trades, handling anchors with objective criteria, trading rather than caving, and weighing the long game. Items are realistic negotiation situations where the instinctive move leaves value on the table or damages the relationship. Scoring is keyed to the evidence: interest-based and integrative negotiation (Fisher & Ury; Lax & Sebenius), anchoring and objective criteria, trade-don't-cave concession discipline, value-gap diagnosis, coalition-building, and balancing leverage against the long-term relationship. Behavioural-tendency framing and equally-credible, misconception-anchored options make it resistant to guessing and faking. A stretch band raises the difficulty. Administration time: 22-30 minutes.
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