Based on this research, a so-called "principled" negotiation strategy was furthermore developed. It allows increasing significantly the efficiency and quality of negotiating.
Many years of experience have taught us that this strategy is highly useful and effective. They taught us, however, that implementing it is particularly demanding!
We have learned that structuring the process of preparing, conducting and debriefing a negotiation helps. This is the reason why we have developed a negotiation management method, which is described here.