Abstract

This paper focuses on the role of the negotiators’ training variable during the initial stage of negotiations, which is part of the business negotiation process. This role is studied through three variables: the negotiators’ wish for coordinated training in the negotiations field, the negotiators’ perception of the importance of training during the initial stage of the negotiation, and, finally, the strategy planning that each “negotiator” thinks that they do at the beginning of negotiations for every negotiation process. The results obtained by using software indicate the contribution of each particular variable to the initial stage of the negotiation.