Creating and Claiming Value
Creating and maintaining leverage depends on creating and claiming value. Negotiation centers on this so as to influence people. Creating value comes from “listening very carefully to” other peoples’ “needs and interests” (McRae 13) and claiming value is simply “when we get our needs and interests met” (McRae 14). The only way to truly claim value is to be “well prepared and assertive” (McRae 14).
Read more about this topic: Leverage (negotiation)
Famous quotes containing the words creating and/or claiming:
“I have heard it said
There is an art which in their piedness shares
With great creating nature.”
—William Shakespeare (1564–1616)
“Rights! There are no rights whatever without corresponding duties. Look at the history of the growth of our constitution, and you will see that our ancestors never upon any occasion stated, as a ground for claiming any of their privileges, an abstract right inherent in themselves; you will nowhere in our parliamentary records find the miserable sophism of the Rights of Man.”
—Samuel Taylor Coleridge (1772–1834)