Preparation for negotiation: Issue and process

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8 Citations (Scopus)


Examines the task of preparing for negotiation, making the distinction between preparation for handling the issue and giving consideration to the process itself. Data from 28 negotiation simulations suggest that negotiators will tend to take a position-based approach on the issue, but at the same time will try and establish orderly if not cooperative forms of interaction. Suggests some practical implications, the principal one being that more attention could usefully be given to behavioural aspects of the process rather than concentrating on issue-based strategies when preparing for a negotiation.
Original languageEnglish
Pages (from-to)50-60
JournalPersonnel Review
Issue number2
Publication statusPublished - 1996


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