Purpose

Promote productive collaboration by appealing to the sense that we can all be better off by working together, focusing on common goals, opportunities, challenges, and enemies, and adopting cooperative mindsets, attitudes, roles, and behaviors.

When to Use

Preparing for a meeting, especially for initial interactions or when we’d like to move from adversarial into more collaborative dynamics.

References

Horacio Falcão, Value Negotiation: How to Finally Get the Win-Win Right (Pearson Education, 2010), pp. 117-126