Preparation for negotiation : Issue and process

Examines the task of preparing for negotiation, making the distinction between preparation for handling the issue and giving consideration to the process itself. Data from 28 negotiation simulations suggest that negotiators will tend to take a position‐based approach on the issue, but at the same time will try and establish orderly if not co‐operative forms of interaction. Suggests some practical implications, the principal one being that more attention could usefully be given to behavioural aspects of the process rather than concentrating on issue‐based strategies when preparing for a negotiation.