What tools can negotiators employ to clarify their own priorities and preferences when involved in complex multi-issue negotiations?
What tools can negotiators employ to clarify their own priorities and preferences when involved in complex multi-issue negotiations?
This case describes a method for valuing outcomes and appraising tradeoffs in a multiple-issue negotiation. Employing an illustrative example, this case details the step-by-step process of articulating, testing, and revising scores which may help negotiators to clarify their own preferences and priorities.