Abstract
Traditionally, most business negotiation-related studies have focused primarily on the actual face-to-face negotiation, and not on what occurs prior to the negotiation encounter. Thus, a void exists concerning how business negotiators plan and how opponent behavior influences pre-negotiation planning and preparation. This paper has two objectives: 1) introduce and define a pre-negotiation planning and preparation component to the traditional negotiation model, and 2) develop a series of propositions relating to the future testing of the pre-negotiation phase.
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