Strategies

Single Text Negotiation

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Single Text Negotiating (STN) is especially useful for more complex multi‐stakeholder processes. In many negotiations, especially those in which the lead negotiators are agents for others, there is a tendency to exchange and mark up separate drafts. A STN document rests drafting responsibilities with a facilitator, mediator, or project leader who moves one draft around to all parties for successive revisions. This also helps avoid the “reactive devaluation” syndrome in which people discount the value of a proposition simply because it is coming from someone they don’t trust.

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