Creation of negotiation issues

It is not uncommon for negotiations to come to a standstill or reach a seemingly insurmountable impasse. At the same time, scientific findings show that the probability of a satisfactory outcome for both sides increases with the number of negotiating issues. So one way to get stagnated negotiations back on track is to introduce new negotiating issues. But where do these new negotiating issues come from? In collaboration with experts and practitioners from various industries, the NAP is addressing this question. The goal is to identify techniques for creating new negotiating issues and to investigate how the newly created negotiating issues can best be strategically introduced into the negotiation.