Negotiation Systems and Strategies

This chapter lays out the basic analytic elements of negotiation, uses them to analyze common measures of negotiation success and to develop a normative framework for defining negotiation objectives, and explores the critical role of preparation in negotiation effectiveness along with advice for effective preparation. It then examines some of the most common negotiation styles and tactics, including their strengths and weaknesses, challenges to effective implementation, and guidelines for use. It takes a particularly close look at the “collaboration” approach to negotiation that has been proposed to deal with the complexities of shared, differing, and conflicting interests, including the critiques of that approach that have emerged since the publication of the seminal work Getting to YES in 1981.

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Negotiation Strategy & Tactics