-1 :

.
.
) (formal ) .(informal

- -
.

.

-2
.
:
;
;
;
.
.

.

-2.1
. ) (initial position
) (fall-back position
.

.
.
.

-2.2

. :


Possible issues

General areas

Parties

Resources

Schedules

Priorities

Procedures

People issues

-3
- -
.

-3.1
:

) (










.

 -3.2
. :
) :(listening skills
) ( . )
( .
:

.
.
" " " "
) :(reading skills .
.
.
) :(objectivity .
. . . .
) (.
) :(communication strategies . .
.
) :(assertiveness .
. "
"... . "
"... .
.
"-" ) ( "".
:
- ) :(win-win outcome .
.
- ) :(win-lose outcome .
) :(no-lose outcome
.
- ) :(win- no lose .

-3.3
.

.
.

.

 .
.
.

.
".. " "..
"
.

. ) (inventing :
).(identifying shared interests
).(broadening the options available
).(changing the scope of the negotiation
).(brainstorming

-3.4

.
.
.

-4
.
.
) (initial position ) (ideal outcome
) .(fallback position
.
. .
"-" " ".
.
.