Publication Type
Magazine Article
Version
acceptedVersion
Publication Date
12-2009
Abstract
In this article we reflect upon negotiation strategies and explore the utility of reconciling the dichotomy between interest-based and positional approaches to negotiation. Ultimately, we advocate for a ‘constructive model’ of negotiation and introduce the ‘negotiation navigation map’ that serves the negotiator well in preparing for this approach to negotiation.
Keywords
Mediation, negotiation, negotiation strategies
Discipline
Dispute Resolution and Arbitration
Research Areas
Dispute Resolution
Publication
ADR Bulletin: The Monthly Newsletter on Dispute Resolution
Volume
11
Issue
7
First Page
156
Last Page
158
ISSN
1440-4540
Publisher
Bond University
Citation
ALEXANDER, Nadja and HOWIESON, Jill.
Introducing the negotiation navigation map. (2009). ADR Bulletin: The Monthly Newsletter on Dispute Resolution. 11, (7), 156-158.
Available at: https://ink.library.smu.edu.sg/sol_research/1887
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.
Additional URL
http://epublications.bond.edu.au/adr/vol11/iss7/3/