Deeply held preferences that shape our goals and means to fulfill them. Transmitted through socialization and enduring. Values are shared and often culture specific . Values create needs that we want to fulfill.
Needs are specific in a negotiation , but are derived from the values we hold. They have to be dug out by skillful questioning and then a suitable need satisfiers can be used to move the negotiation forward .
If we are not clear about our needs we may bargain away some thing we value
Leader- conducts the negotiation, gives information, expresses opinions, makes proposals, trades concessions.
Summarizer- asks questions to test understanding, draws attention to , clarifies , summarizes to buy thinking time, confirms areas of disagreement and agreement . Does NOT give personal opinions, information's, and concessions,
Observer- watches, listens, records and tries to understand the motivation , concerns, priorities, & inhibitions,