Every negotiation that we are involved in has two different components  to it. 

The first is what is called “value creation”. This is, as its  name implies, the process by which we attempt to put more issues on the  table – we try to make the negotiation become bigger. The other part is  called “value claiming” this is when we are involved in a single-issue  negotiation and we want to get as much of the pre-existing value on the  negotiating table for yourself—and away from the other side. 

When it  comes time to claim value during a negotiation, are you going to know  how to do it?