SUMMARY
This chapter reviews the key factors that a negotiator needs to know and understand to successfully plan for a negotiation:
1. Negotiators differ in the selected goals
2. There are several major strategies that can be used in a negotiation.
3. Negotiators differ in how the the problem is framed
4. Negotiations tend to evolve over time according to certain predictable sequences.Goals, strategies, frames, and predictable stages set the background for an effective planning process
This chapter reviews the key factors that a negotiator needs to know and understand to successfully plan for a negotiation:
1. Negotiators differ in the selected goals
2. There are several major strategies that can be used in a negotiation.
3. Negotiators differ in how the the problem is framed
4. Negotiations tend to evolve over time according to certain predictable sequences.Goals, strategies, frames, and predictable stages set the background for an effective planning process
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