All too often negotiators end up like the proverbial children who quarreled over an orange. After they finally agreed to divide the orange in half, the first child took one half, ate the fruit and threw away the peel, while the other threw away the fruit and used the peel from the second half in baking a cake.
Too many negotiations end up with half an orange for each side instead of the whole fruit for one and the whole peel for the other. Why?
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