Supplemental joint brainstorming: Navigating past the perils of traditional bargaining

Through decision makers in many domains use bargaining as their primary app roach to negotiation, it has limited efficacy in multi-issue, nonquantifiab le transactions Nevertheless, many negotiators use back-and-forth bargainin g rather than other approaches. The author explicates remons for this choic e and describes "supplemental joint brainstorming," an innovative strategy to supplement the institutionally-entrenched bargaining approach to negotia tion with interest-based negotiation.