Linkage and Separation
When there are several issues at stake in a negotiation, which is normally the case, it is important to determine in advance how we will treat the interaction of those issues. Many people automatically use the separation approach. They deal with issues one at a time, resolving those they can and putting off those they can’t until later.
The danger of a strict separation approach is that agreements reached in the early phases of the negotiation may impact the other issues not yet discussed. As a result, it may be difficult to reach agreement on those later issues without going back and reopening some of the earlier agreements. But attempts to reopen “settled” issues may in turn lead to accusations of ...
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