Purpose

Identify ways to create value with options that are appropriate to various types of interests, to parties’ capabilities, and to different predictions about future events.

When to Use

After identifying interests (in preparation for or during a negotiation), and ideally as a follow up to an initial OptionStorming that has generated many possibilities to explore.

References

Horacio Falcão, Value Negotiation: How to Finally Get the Win-Win Right (2010), pp. 237-246