Publication Type

Magazine Article

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

Creative Commons License

Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.

Additional URL

http://epublications.bond.edu.au/adr/vol11/iss7/3/

Share

COinS