92 Structured negotiation

Structured negotiation involves negotiation between the parties within an agreed procedural framework. The parties may agree that the negotiations will take place on a particular timetable, with specific representatives from each side attending1. They may decide to adopt a tiered process, which involves first seeking to resolve the dispute between senior executives on both sides, then escalating to more senior management and ultimately to the chief executive officers. The significant benefit of structured negotiation is that it involves no third party costs; the only expense consists in the time cost of the company personnel involved.

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