ABSTRACT
Third, by assuming that there is only one issue, such as price, other issues or concerns of the parties may be masked and remain unresolved. In a simple “pricing” problem such as Bedding and Swealy in the Edwards & White Teacher’s Manual for Negotia tion,126 many teachers and students of negotiation see the price of mattresses to be sold as the only issue. More astute negotiators will recognize that in addition to price there are issues relating to quantity (with the potential for large quantity discount on price), delivery, timing, and manner of payment. There is also the poten tial of creating a longer term business relationship. Thus, single issue, zero-sum negotiations are quite rare because even simple, single issue situations may contain other issues or needs of the parties which may destroy the strictly zero-sum nature of the dispute.127
