Liu, Meina; Chai, Sabine - In: Negotiation Excellence:Successful Deal Making
Negotiations take place in a wide array of forms, whether to resolve a dispute, get a better deal, or find new … negotiation is planning and preparation. According to Thompson (2009), about 80% of negotiators' efforts should go toward the … preparation stage. However, planning and preparation go beyond what negotiators should do before negotiation. Because negotiation …