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It focused on five fundamental principles of negotiation1: 1) separate the people from the problem, 2) focus on interests, not positions, 3) invent options for mutual gain, 4) insist on objective criteria, and 5) know oneself BATNA (Best Alternative To a Negotiated Agreement).
The Phases of Negotiation Process
All negotiations are different...
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Simple negotiations need not require extensive negotiation process; however, when negotiations involve complex issues, negotiators shall consider using any of the negotiation process models2 recommended by various negotiation researchers.
Obstacles to Negotiation
In negotiations, removing the obstacles is the critical first step in moving toward mutual gain agreements...
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