Introducing the negotiation navigation map
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 th...
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2009
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sg-smu-ink.sol_research-38392017-03-20T07:01:04Z Introducing the negotiation navigation map ALEXANDER, Nadja HOWIESON, Jill 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. 2009-12-01T08:00:00Z text application/pdf https://ink.library.smu.edu.sg/sol_research/1887 https://ink.library.smu.edu.sg/context/sol_research/article/3839/viewcontent/IntroducNegotiationNavigationMap_2009_ADRB.pdf http://creativecommons.org/licenses/by-nc-nd/4.0/ Research Collection Yong Pung How School Of Law eng Institutional Knowledge at Singapore Management University Mediation negotiation negotiation strategies Dispute Resolution and Arbitration |
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Singapore Management University |
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Asia |
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English |
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Mediation negotiation negotiation strategies Dispute Resolution and Arbitration |
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Mediation negotiation negotiation strategies Dispute Resolution and Arbitration ALEXANDER, Nadja HOWIESON, Jill Introducing the negotiation navigation map |
| description |
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. |
| format |
text |
| author |
ALEXANDER, Nadja HOWIESON, Jill |
| author_facet |
ALEXANDER, Nadja HOWIESON, Jill |
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ALEXANDER, Nadja |
| title |
Introducing the negotiation navigation map |
| title_short |
Introducing the negotiation navigation map |
| title_full |
Introducing the negotiation navigation map |
| title_fullStr |
Introducing the negotiation navigation map |
| title_full_unstemmed |
Introducing the negotiation navigation map |
| title_sort |
introducing the negotiation navigation map |
| publisher |
Institutional Knowledge at Singapore Management University |
| publishDate |
2009 |
| url |
https://ink.library.smu.edu.sg/sol_research/1887 https://ink.library.smu.edu.sg/context/sol_research/article/3839/viewcontent/IntroducNegotiationNavigationMap_2009_ADRB.pdf |
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