Many people negotiate in the same way that they would run a business meeting: by strict agenda. They just list all issues under negotiation and then attempt to reach an agreement on each one, in sequence.
Try to answer this before reading further: What disadvantages might this linear approach have?
If you hypothesized that negotiators following a strict agenda are more likely to take a completely positional (demanding) approach, you're right. The key for negotiators is to handle several parts of a deal at the same time. This approach has several advantages. First, it prevents negotiators from being completely positional. Second, it forces them to prioritize their values and preferences ...
No credit card required