October 2000
Intermediate to advanced
378 pages
14h 47m
English
Content preview from Mind and Heart of the Negotiator, Second Edition, The
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A Pyramid Model
True win-win or integrative negotiations leave no resources unutilized. We distinguish three “levels” of integrative, or win-win, agreements. The pyramid model presented in Figure 4-1 depicts the three levels of integrative agreements. Beginning at the base, each successive level subsumes the properties of the levels below it. Ideally, negotiators should always strive to reach level 3 integrative agreements. Higher levels are progressively more difficult for negotiators to achieve, but they are more beneficial to negotiators.
Figure 4-1. A Pyramid Model of Integrative Agreements
Level 1 integrative agreements are agreements that ...
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