Explanation:
Please refer to the Unit 4 Introduction. View YouTube's video: Stanford Graduate School of Business: Joel Peterson's "Conducting Effective Negotiations." Peterson cites four fundamentals of negotiation: 1. Separate people from the problem. 2. Focus on interests, not positions. 3. Invent opportunities together for mutual gain. 4. Identify objective criteria to determine success. Peterson adds a fifth fundamental: Know your BATNA (Best Alternative to a Negotiated Agreement), and calculate the other party's BATNA.
