Negotiations: How do You Measure Success?by Mark Gordon, Conflict Management, Inc., Cambridge, United States,
Frank Vargas, Conflict Management, Inc., Cambridge, United States,
Abstract: Negotiating a 'successful' outcome once a dispute has arisen is often more difficult than negotiating agreement prior to the emergence of conflict. The basic principles to conduct succesful negotiations are considered. They can be applied to any situation regardless of substantive differences. This paper proposes a framework for defining success that can serve as a guide for construction industry negotiators as they prepare for, conduct, and review their negotiations. The proposed framework consists of seven elements: alternatives, interests, options, legitimacy, commitment, communication and relationship.
Subject Headings: Negotiation | Dispute resolution | Frames | Construction industry | Agreements and treaties | Building codes | Legislation
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