January 1983
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6 Citations
American Behavioral Scientist
Conventional models of negotiation assume that each side involved in a debate is monolithic , agreeing on demands and strategies. This article offers an alternative model that takes into account conflicting goals and interests within bargaining teams and their effect on the larger negotiating process, including the role of the mediator. It is also demonstrated that she model is applicable regardless of the particular issues, parties, or sector— public or private—involved.