identify agents fundamental position

know and know how to establish the negotiated requirements of the other party. Know how to identify their essential, desirable and indifferent features of the negotiation.

Knowledge Node Summary

The other party will have similar negotiating states to the ones that you have. They will be negotiating for a reason and will have a bottom line. If you can discuss their needs and try to see their position the negotiation itself will run more smoothly. A negotiated outcome where both parties are very satisfied is the best outcome.

A summary of expert opinion:

The knowledge named 'identify agents fundamental position' is considered to be quite important.
In addition, the knowledge is thought to be rather complex and difficult to learn, it is generally learned from experience, and is specialised knowledge.
Opinion is that it is minimally justifiable knowledge.