Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator | Online Course Support

Consider the card game with 26 red cards and 26 black cards. The 26 black cards are all held by Adam, while the red cards are spread out across 26 different individuals. A red card and a black card together are worth $100. The players aren’t allowed to change the game, that is, the individuals with red cards cannot get together and form coalitions, and Adam cannot eliminate any of his black cards. Based on the theory of Added Value, we expect that:


Well done. Both sides of the negotiation have equal added value. Think about the last negotiation Adam has with a red card holder. To get that last $100, Adam needs the last red card just as much as the red card holder needs Adam’s black card. The two sides are perfectly symmetric. Thus we expect that negotiation to result in a 50:50 split. But since everyone can hold out to be last, the same split should follow for all holders of a red card.

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