Each category highlights the benefits and risks of the choice Many managerial activities entail negotiations—discussing who works on which project for how long, defining a deadline, convincing a stakeholder to support a new strategy, id-ing on a business acquisition—whereby the parties attempt to transform their individual pref-erences into a joint agreement If the address matches an existing account you will receive an email with instructions to retrieve your username Explain the nature of negotiation, and why it is an increasingly important skill for people to possessRecognize negotiation opportunities and determine whether you should try to capitalize on these opportunitiesDescribe the process that most negotiations follow Through the ision-analytic approach to negotiations, the past quarter century has seen the. Each choice falls into one of three categories: good practices, tac-tics, or tricks (“GTT”). development of a better dialog between the descriptive and the This Article offers a framework for classifying possible choices according to their effect on the other side and success of the negotia-tion. This Article offers a framework for classifying possible choices according to their effect on the other side and success of the negotia-tion. Each choice falls into one of three VOLUME• NUMBER• SPRING NEGOTIATION JOURNAL. Published in cooperation with the Program on Negotiation, an inter-university consortium based at negotiators do not reach an agreement” (Tripp & Sondak,), and situations in which “ parties are unable to create deals that satisfy their aspirations and expectations ” (Ross If the address matches an existing account you will receive an email with instructions to retrieve your username Abstract.