Chapter 9: Developing a negotiation strategy
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Different negotiation approaches or strategies are available to the negotiator. These lie on a continuum ranging from collaboration to competition. While some regard these as mutually exclusive approaches, the reality is that every negotiation provides opportunities for both, sometimes used in sequence - creating value through collaboration before claiming created value through competition - or varying from issue to issue (collaborating on some issues and competing on others). Context matters - the nature of the issues (integrative or distributive), the relationship between the parties, power distribution, time and the parties' respective goals can all influence the negotiator's choice of strategy. Strategic flexibility is therefore essential. Negotiators also have to consider their information disclosure and concession strategies as part of their overall strategy. Particular attention should be paid to whether or not to make a first offer.

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