mode, and had adopted a “positional
bargaining” approach (Fisher and Ury 1981). Both
the project manager and the researcher were trying
to defend their own positions: for the project
manager, that there should be
minimal participation;
and for the researcher, that the workshops should
involve all stakeholders. This occurred without their
underlying personal interests and needs being
articulated
/media/loftslag/Moellenkampetal_etal-2010.pdf