Reflecting on Negotiation Strategy: Introducing the Negotiation Navigation Map

12(1) ADR Bulletin 2009

3 Pages Posted: 5 Mar 2021

See all articles by Nadja Marie Alexander

Nadja Marie Alexander

Singapore Management University - School of Law; Singapore Management University - Centre for AI & Data Governance; Singapore International Dispute Resolution Academy

Jill Howieson

The University of Western Australia Law School

Date Written: 2009

Abstract

In our last contribution to the ADR Bulletin ((2009) 11(6) ADR 130) we introduced a 3D model of negotiation that highlighted the importance of understanding the self and the other party in negotiation, creating space for reflective participation by those involved in the process and for providing holistic and balanced models of practice.

In this article we reflect upon negotiation strategies and explore the utility of reconciling the dichotomy between interest-based and positional approaches to negotiation. Ultimately, we advocate for a ‘constructive model’ of negotiation and introduce the ‘negotiation navigation map’ that serves the negotiator well in preparing for this approach to negotiation.

Suggested Citation

Alexander, Nadja Marie and Howieson, Jill, Reflecting on Negotiation Strategy: Introducing the Negotiation Navigation Map (2009). 12(1) ADR Bulletin 2009, Available at SSRN: https://ssrn.com/abstract=3765864

Nadja Marie Alexander (Contact Author)

Singapore Management University - School of Law ( email )

55 Armenian Street
Singapore, 179943
Singapore

Singapore Management University - Centre for AI & Data Governance ( email )

55 Armenian Street
Singapore
Singapore

Singapore International Dispute Resolution Academy ( email )

Singapore Management University
55 Armenian St
Singapore, 179943
Singapore
179943 (Fax)

Jill Howieson

The University of Western Australia Law School ( email )

M253
35 Stirling Highway
Crawley, Western Australia 6009
Australia

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