ABSTRACT
Decision-making is yet another of the intangible, seemingly abstract, aspects of negotiating, but the decision-making process leads to the manifestation of tangible things – deals are struck, agreements are made, wheels are set in motion. This chapter explores this aspect of negotiations, including the importance of constructing anticipatory scenarios, containing both proactive and reactive elements, in order to foresee how things might transpire and therefore be prepared and not taken by surprise.
