"By contrast, in some **other negotiations the parties’ objectives are not in direct conflict: one party might be able to gain, but not at the other’s expense**. In Walton and McKersie’s terminology, **these are variable-sum variable-share problems**, and should be approached completely differently. **The negotiators should exchange information, openly explore options and so find a solution that suits them both**. This integrative problem-solving approach provides the basis for future cooperation between the negotiators." ([Location 1782](https://readwise.io/to_kindle?action=open&asin=B01CJUV57U&location=1782)) --- **Tags** -- [[quotes]], [[zero-sum-games]], [[game-theory]], [[collaboration]], [[negotiations]], **Source** -- [[202410111110 - B - Effective Negotiation]]