Field: Methods and Tools to support for negotiation and mediation

Examples: for commercial negotiations - price, delivery date, payment terms, quality requirements; for wage negotiations - salary relations of employees in different positions, division of work into fixed and variable parts, allowances with arduous work, etc.

Structure of our objectives

OBJECTIVES	MINIMUM	MAXIMUM	IMPORTANCE	MOTIVATION
1. 2 3 4 5 6 7 8 9 10

MINIMUM - the lowest value we are willing to accept

MAXIMUM - level of aspiration

IMPORTANCE - the importance we attach to a given negotiation area (scale: 7 - very important; 5-6 - intermediate values; 4 - secondary issues, 3-2 - intermediate values; issues of lowest importance)

MOTIVATION - becoming aware of the motives of our claims