ABSTRACT
The Strategic Negotiation Process Model (the ‘Process Model’) in Figure 1.1 maps the stages of activity.
The Process Model is primarily concerned with the internal affairs of the organization and is expandable to include external affairs of the organization for the obvious reason that a large part of an organization’s Negotiation Agenda consists of contracts negotiated with various external parties, for example suppliers, customers, government agencies and regulators, licensees and licensors, alliance partners, joint venture partners and parties involved in mergers and acquisitions. These are entered as items in the preparation phase or on the Negotiation Agenda as appropriate.
