Figure 4.
The framework centres on Interest Preferences, which lead downward to the Negotiation Base. Three factors feed into Interest Preferences through a funnel: Type of Interests, Level of Significance and Time Frame. Surrounding conditions that may shape these factors include personality, reputation, structure of relationships, legal framework, perceptions, culture, level of interdependence and values. Risk Preferences connect to Interest Preferences from one side, while Forecasting Future Approaches connects from the other. Additional factors around the Negotiation Base include technology, power inequality, identity and goals.The Negotiation base