Reflecting on Negotiation Strategy: Introducing the Negotiation Navigation Map

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.