This paper discusses strategies and techniques for negotiations. It begins with an overview of negotiation theory, and then discusses obstacles that are commonly encountered during negotiations, such as communication barriers. It also identifies tips for responding to a break down in trust, and provides a discussion of calculus based trust, interest based trust, and attribution theory. As well, the paper considers competitive versus cooperative techniques in negotiations, and discusses strategies for understanding and controlling emotions during tense negotiations.

This paper is part of a collection presented at LESA’s 2017 Negotiations Fundamentals program.