By the end of this chapter, you should be able to:
• Explain the importance of understanding one’s own interests and those of other negotiators.
• Explain the concept of value-creating trades.
• Describe why it is important to gather relevant facts as part of preparation.
• List several aspects of the opposing negotiator’s personal style or authority that are important to know.
This chapter describes the first step of the negotiating process: preparation. Negotiators must understand the various parties involved, their interests, their best alternatives to a deal, the area of agreement, and other factors. The more ...