How the aftermath of negotiations turns 'winners' into 'losers,' and vice versa

At its best, negotiation is the art of mutual value creation. But once created, that value must be capitalized upon in the post-negotiation environment. That means the formal end of negotiations is often only the end of the beginning. Time will tell whether the gains and losses sustained during a negotiation are as solid as they seem when the counterparties get up from the table.

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