CLIPPINGS

Abstract

Breakthrough negotiators never treat the structure of a negotiation as pre‐ordained or fixed. In other words, the game can be played as it's dealt, but it cal also be changed. Structure shapes strategy—but strategy can also shape the structure, often by means of actions take to influence who will be at the table and what the agenda will be. Skilled negotiators act as architects of structure by, for example, transforming two‐party negotiations into multiparty negotiations by inviting in additional parties. Much of what is decisive in shaping the structure, such as decisions about whom one negotiates with and what the issue agenda is, takes place before the parties sit down across the table from each other. Similarly, actions taken away from the table can be as important as what goes on at the table. Even after the negotiation has begun, adroit negotiators continue shaping the structure by altering the agenda, introducing action‐forcing events, and linking or delinking negotiations.

Citation

(2002), "CLIPPINGS", Journal of Business Strategy, Vol. 23 No. 5, pp. 5-6. https://doi.org/10.1108/eb040266