At its best, negotiation is the art of mutual value creation. But once created, that value must be capitalized upon in the post-negotiation environment. That means the formal end of negotiations is often only the end of the beginning. Time will tell whether the gains and losses sustained during a negotiation are as solid as they seem when the counterparties get up from the table.
How the aftermath of negotiations turns 'winners' into 'losers,' and vice versa
