Playing the end game
Hodder, Steve
Playing the end game - 2006 - New Law Journal 156(7223) 5 May 2006, 740-741(2) .
Looks at some key aspects of negotiation, including the skills required of a good negotiator; the three basic strategies of negotiation - the ideal position, the realistic position and the fallback position; how negotiation works; and win-win bargaining, which focuses on the interests involved in the negotiation, rather than the positions adopted, and aims to establish objective criteria for reaching solutions.
Playing the end game - 2006 - New Law Journal 156(7223) 5 May 2006, 740-741(2) .
Looks at some key aspects of negotiation, including the skills required of a good negotiator; the three basic strategies of negotiation - the ideal position, the realistic position and the fallback position; how negotiation works; and win-win bargaining, which focuses on the interests involved in the negotiation, rather than the positions adopted, and aims to establish objective criteria for reaching solutions.