Developing negotiation strategy requires stakeholder consultation to align the negotiation with organisational objectives. Strategy defines direction; tactics are the methods used to achieve it. Planning strategy first ensures tactics serve long-term goals effectively.
Reference:CIPS L5M15 -Negotiation Strategy and Tactics.

TheData Cubeis a multi-dimensional framework for presenting data clearly, whileSTEEPLE analysis (Social, Technological, Economic, Environmental, Political, Legal, Ethical) helps analyse the external environment. These tools aid structured preparation for negotiation.
Reference:CIPS L5M15 -Analytical Tools for Negotiation Preparation.

Sharing warehousing, distribution, or production capacity is characteristic ofoperations and logistics alliances-aimed at cost leverage, service improvements, and risk sharing in physical operations.
Reference:CIPS L5M15 - Types of alliances: operations/logistics collaboration.

The "Pinocchio Effect" refers to identifying deception cues during negotiation-named after the fictional character whose nose grew when he lied. It explores body language and behavioural indicators of dishonesty.
Reference:CIPS L5M15 -Non-Verbal Communication and Truthfulness in Negotiation.

In negotiation, rapport is about creating a foundation of mutual trust, respect, and understanding so that information flows more freely, misinterpretations are reduced, and collaborative problem-solving becomes easier. Strong rapport supports effective communication and smoother movement toward agreement.
Reference:CIPS Level 5, Advanced Negotiation (L5M15) - Topic: Building Rapport (Communication and Interpersonal Skills).