Learning Objectives

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 ...

Get Best Practice Workplace Negotiations now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.