setup

By — on / Glossary

Actions away from the negotiating table that shape and reshape the situation to a negotiator’s advantage. Changes in setup may include approaching the right parties to participate in the negotiation, setting the right expectations, or dealing with the right issues that engage the right set of interests. (David A. Lax and James K. Sebenius, 3-D Negotiation [Harvard Business School Press, 2006], 2)

Related Posts

Comments

Leave a Reply

Your email address will not be published. Required fields are marked *