Originally from Negotiation: On and Off the Record

Table of Contents

A. INTRODUCTION

B. HORIZONTAL DIMENSION
    1. In General
    2. Opposing Party’s Negotiators

C. INTERNAL DIMENSION OF BARGAINING
    1. In General
    2. Stabilizers (S)
    3. Destabilizers (DS)
    4. Quasi-Mediators (QM)
    5. Ratifiers (R)
    6. Closers

D. RATIFICATION NEGOTIATION
    1. In General
    2. Communication with Closers
    3. Communication with Other Party and Its Closers
    4. Bargaining with Organizational Hierarchy

E. SUMMARY