[ToC]

 

Robert H. Garin, Robert T. Grant, and T. Frank Saunders, A Negotiations Model: a Form for Private and Public Sector Bargaining, Farmington Press, 1973

DIAGRAM OF THE POSSIBILITIES IN ANY NEGOTIATION

The process of reaching agreement reflects movement by at least one party, but characteristically both parties, rom a position of diverence to a position of convergence with the position of the other party. Sacrificing issues and disagreements are two major variables involved in the process.