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.
Mediation, negotiation, negotiation strategies
Dispute Resolution and Arbitration
ADR Bulletin: The Monthly Newsletter on Dispute Resolution
ALEXANDER, Nadja and HOWIESON, Jill.
Introducing the negotiation navigation map. (2009). ADR Bulletin: The Monthly Newsletter on Dispute Resolution. 11, (7), 156-158. Research Collection School Of Law.
Available at: http://ink.library.smu.edu.sg/sol_research/1887
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