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.
Alexander, Nadja and Howieson, Jill
"Introducing the negotiation navigation map,"
ADR Bulletin: Vol. 11
, Article 3.
Available at: http://epublications.bond.edu.au/adr/vol11/iss7/3