Dr. Alan Grossnickle
In collaborative negotiation, conflict is minimized and the whole idea is to reach a solution where everyone benefits. This approach tends to produce the best results, mainly because there is much better communication between the parties. In addition, it makes for better long-term relations if it is necessary to work together over a long period. The opening will involve gathering as much information as possible but also disclosing information so solutions can be developed that are acceptable to both parties. This involves:
Considering a number of alternatives for each issue.
Using open questions (which do not have yes/no answers).
Helping the other party to expand their ideas about possible solutions.
Business: The Ultimate Resource, 2006, p. 818