Issues in the Negotiation Process (Manning & Robertson)
Suku Mathews, Analyst, India, Member
Negotiation should be viewed as a process of compromise, involving parties with different sets of objectives and values, based on their different vested interests.
It is assumed that more effective negotiators, whilst recognising these different objectives, values and interests, work towards achieving win-win in the longer term.
It is further assumed that it is useful to think about negotiation as a process, with various stages, and with key issues running throughout the whole process. These stages and issues are described more fully below. Specific negotiations are typically face-to-face encounters that are themselves episodes in an ongoing, longer-term relationship.
Within the 4 main stages in the process of negotiation of Manning & Robertson, there are a number of issues which run through the whole process of negotiation.
These Issues in the Negotiation Process are (Manning & Robertson, 2003):