An earlier article in this journal outlined a model of the process of negotiation with particular reference to negotiation in the industrial relations context. The model suggests that negotiations go through five phases or patterns of negotiating activity as the negotiators move through to a...

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...