By the end of this chapter, you should be able to:
• Identify the true issues of a negotiation.
• Clearly define the primary objective of a negotiation.
• Assess the strengths and weaknesses of your opponent and yourself.
We define negotiation as the process by which opposing sides resolve their differences by bargaining with one another to reach a mutually acceptable agreement. Such differences are the issues to be dealt with, so the first step in the negotiation process is to identify the issues.
There is no trick to identifying issues in most of our managerial and personal ...