Summary:
The book presents a negotiation strategy based on the concept of pie-splitting, where parties aim to find a fair division of value by identifying each side's respective contributions and entitlements. It offers practical tools and principles to help negotiators reach mutually beneficial agreements by focusing on objective standards and creative problem-solving.
Key points:
1. Pie-Splitting Principle: Negotiation is about dividing an expandable pie fairly, based on each party's contribution, rather than fighting over a fixed amount.
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