TY  - JOUR
AB  - Examines the task of preparing for negotiation, making the distinction between preparation for handling the issue and giving consideration to the process itself. Data from 28 negotiation simulations suggest that negotiators will tend to take a position‐based approach on the issue, but at the same time will try and establish orderly if not co‐operative forms of interaction. Suggests some practical implications, the principal one being that more attention could usefully be given to behavioural aspects of the process rather than concentrating on issue‐based strategies when preparing for a negotiation.
VL  - 25
IS  - 2
SN  - 0048-3486
DO  - 10.1108/00483489610110087
UR  - https://doi.org/10.1108/00483489610110087
AU  - Fells Ray
PY  - 1996
Y1  - 1996/01/01
TI  - Preparation for negotiation: Issue and process
T2  - Personnel Review
PB  - MCB UP Ltd
SP  - 50
EP  - 60
Y2  - 2024/04/24
ER  -