Single-issue negotiations and the absence of a long-term relationship with the other party are the strongest drivers of claiming value strategies.

Question

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Single-issue negotiations and the absence of a long-term relationship with the other party make it more difficult to build trust and cooperation, which in turn can lead negotiators to focus more on claiming value strategies and trying to secure the best possible outcome for themselves. In situations where there is an ongoing relationship or multiple issues at stake, negotiators may be more willing to engage in collaborative negotiation strategies that balance competing interests and create mutual value.

Single-Issue Negotiations and the Absence of a Long-Term Relationship with the Other