1.What is value creation in negotiation?

2.How can negotiators use Incoterms to protect their claims or create more values?

The purpose of negotiation is to to create value,i.e.to find a way for all parties to meet their objectives,either by identifying more resources or finding unique ways to share and coordinate the use of existing resources.It would be simple and elegant if we could classify all negotiation problems into one or two types and indicate which strategies and tactics are appropriate for each problem.Unfortunately,most actual negotiations are a combination of claiming and creating value processes.Therefore,both parties often use insurance clauses and Incoterms to protect their claims and create more values.Published by the International Chamber of Commerce (ICC) since 1936,Incoterms standardize international deals with terms or phrases that define who,whether seller or buyer,is responsible for the various portions of transportation and insurance of goods.While the ICC could update Incoterms at any time,they tend to do so about every ten years.Incoterms 2020 is not a complete overhaul of the 2010 Incoterms but there are significant changes that need to be addressed.