In previous chapters we have addressed preparation and planning for negotiations, as well as the initial meetings, including opening statements. One critical aspect of the opening meeting or meetings is the identification of issues to be discussed—the core of the negotiation process. In this chapter, we address how parties express issues, explore their importance, and begin the process of sharing information about them, all of which is influenced by cultural norms and habits.
In previous chapters we have addressed preparation and planning for negotiations, as well as the initial meetings, including opening statements. One critical aspect of the opening meeting or meetings is the identification of issues to be discussed—the core of the negotiation process. In this chapter, we address how parties express issues, explore their importance, and begin the process of sharing information about them, all of which is influenced by cultural norms and habits.
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